Janek Performance Group

MARCH 31, 2023

When it comes to sales training , however, sellers become clients. As salespeople themselves, sales organizations might think they need sophisticated solutions, like a complex methodology. Instead, like clients, sales organizations require focused solutions targeted to their changing needs.

Training 62

Training Workbooks Face-to-face Lead Rank 62

SBI Growth

FEBRUARY 2, 2014

Salespeople loathe sales training. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training.

Training 305

Training Commission Compensation Groups 305

Score More Sales

NOVEMBER 5, 2013

He regularly receives 200-300 emails in a day and cannot be bothered with most sales “pitches” Like other C-level executives I speak with, he says that sales people can seem lazy and are not persistent. This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like?

Inside Sales 198

Inside Sales Study Buyer Lead Rank 198

SBI Growth

FEBRUARY 2, 2014

Salespeople loathe sales training. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training.

Training 267

Training Commission Compensation Groups 267

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? It’s no surprise that 20% of salespeople say their training needs a complete overhaul. What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

Smooth Sale

JANUARY 28, 2020

Be the devil’s advocate as you study the promising aspects of new technology and before you blindly incorporate artificial intelligence. My Story: Study And Incorporate Artificial Intelligence. One standout sales mantra is, ‘people buy from people they know, like, and trust.’ Elinor Stutz via Vunela.com.

Study 88

Study Top of Funnel Social Media Hiring 88

The Digital Sales Institute

MARCH 29, 2021

Now more than ever it is important to have some sales training ideas to engage the remote or home based salesperson. Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The Importance of Sales Training.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

Miller Heiman Group

APRIL 2, 2020

In our “ Customer Experience Best Practices Study ,” researchers from Miller Heiman Group explore the business case for investing in a customer experience strategy to drive revenue performance. Get the Study. Our study uncovered four key ways that Leaders differentiate themselves through their customer experience strategy.

Study 67

Study Customer Hiring Loyalty 67

Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. See it here. The Talent Warp.

Training 246

Training Coaching Comparison Territories 246

No More Cold Calling

JANUARY 27, 2022

The research is clear: Diversity drives sales. Diverse sales teams can make more meaningful connections with your increasingly diverse customer base. Research on the benefits of diversity in the workplace prove it isn’t just a nice-to-have; for modern sales teams, it’s a must-have. 12% higher sales attainment.

Research 257

Research Benefit Hiring Demographics 257

Alice Heiman

SEPTEMBER 20, 2023

If you could read their minds, or if you asked, what would your sales leaders say it is and what would your sellers say? Spencer Wixom from The Brooks Group says that his research shows the answer you likely will get if you ask is prospecting and discovery calls. Wouldn’t you love to know what they are struggling with most?

Hiring 86

Hiring Groups Demographics Lead Rank 86

Shari Levitin

MAY 19, 2022

Proper training and coaching in a hybrid world is the most important strategy for maximizing the performance of the individuals on your team. Yet the pitfalls in face-to-face training are amplified in virtual training. They train the best way for them rather than how their salespeople learn. I was elated. I was shocked.

Training 62

Training Hiring Face-to-face Case Study 62

SBI Growth

MAY 4, 2013

Every year, Sales Reps are forced into mandatory training. As expected, the Sales Reps complain and resist. The question Reps want answered: how does this training help me make more money? My advice to Sales Reps: stop complaining and do something about it. 4 Attributes of a Quality Training Program.

Training 303

Training Buyer Persona Decision Maker Influencer 303

Janek Performance Group

SEPTEMBER 7, 2022

When considering in-house or outsourced sales training, the question is not, “which method is better?” This question requires leadership to determine which sales problem they are trying to solve. Not every company is a good fit for partnering with a sales training organization. The In-House Sales Training Model.

Outsourcing Services 62

Outsourcing Services Sales Outsourcing Training Hiring 62

Sales Training Connection

OCTOBER 26, 2011

Their sales force represents one of the most significant opportunities to grow revenue and market share. The Aberdeen Group just published a new study – Sales Training 2011 – Uncovering How the Best-in-Class Sustain, Reinforce, and Leverage Best Practices. Of that group 707 currently offer sales training.

Study 79

Study Groups Training Sales Methodology 79

Miller Heiman Group

OCTOBER 31, 2019

Whether you recently implemented sales enablement or want to improve your existing sales enablement strategy, you’ll want to download the new the Fifth Annual Sales Enablement Study from CSO Insights, the research division of Miller Heiman Group. Defining Sales Enablement Approaches. Get the Guide.

Study 54

Study Sales Enablement How To Analysis 54

Vengreso

OCTOBER 13, 2022

In a B2B sales environment that is oversaturated with sales tools and technology, how sales organizations create and leverage an integrated sales approach is key. Our guest leads one of the most iconic sales training organizations in the world, so you know his insights will be both actionable and proven.

Groups 69

Groups Scale Hiring Lead Rank 69

Janek Performance Group

MARCH 15, 2022

Are you a sales trainer or sales coach looking to enhance your skills? Being a sales trainer is one of the most critical jobs at any growing organization. Yes, your first responsibility is to increase the skill of the sales reps on the team. What is Sales Training and Development?

Training 62

Training Hiring Objections Workbooks 62

Allego

JUNE 11, 2024

Do you know what separates high-performing sales teams from the rest of the crowd? Sales enablement. When you give your reps the tools, content, and training they need to confidently close deals, you proactively remove barriers and set them up for incredible success. What Is Sales Enablement? for those without.

Sales Enablement 62

Sales Enablement Top of Funnel Strategy Hiring 62

Shari Levitin

MAY 19, 2022

Proper training and coaching in a hybrid world is the most important strategy for maximizing the performance of the individuals on your team. Yet the pitfalls in face-to-face training are amplified in virtual training. Pitfall 1: Focus on the training vs. the learning. I even made it myself back in the day. I was elated.

Training 62

Training Hiring Face-to-face Call-back 62

Hubspot Sales

SEPTEMBER 29, 2020

Whether you’re welcoming a new person to your sales team or helping develop skills among your current staff, sales training is a very important part of fostering a successful sales program. Below, they share their advice on how to improve inclusivity in your sales training. What is inclusive sales training?

Hubspot 114

Hubspot Training Hiring How To 114

Vengreso

JUNE 16, 2022

Google, Facebook, Microsoft, Adobe, SalesLoft, Outreach, and every other sales organization of companies globally have as a result of Covid-19 been forced to pivot. A virtual sales training program can and will help remote selling teams and sales management grow sales opportunities and close more sales pipeline.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

SalesLoft

JANUARY 29, 2020

There are a lot of great sales networks out there, each one doing something awesome in their corner of the world. We gathered a list of some of the sales industry’s favorites, and where to find them. London Enterprise Sales Forum ). Modern Tech Sales : Today’s services and systems are complex and expensive.

Groups 52

Groups Scale Networking Webinar Metrics 52

Steven Rosen

APRIL 19, 2023

Most sales executives realize the impact of managers, not sales coaching. They know that sales coaching is one of the most significant levers to drive superior sales performance. Source: Objective Management Group , Dave Kurlan. Alarm bells should be going off in every sales organization.

Sales Coaching 177

Sales Coaching Coaching Objections Sales Management 177

Sales Hacker

MAY 10, 2021

To create an effective and efficient sales funnel, your sales and customer support teams need to be well trained and in sync with each other. That free flow of information can aid sales. This guide will look at how you can include the support team in the sales process. Reduce churn.

Case Study 63

Case Study Study Top of Funnel Churn 63

Zoominfo

MAY 22, 2024

Since I founded ZoomInfo 17 years ago, I’ve had a clear vision of how data and technology could help sales professionals everywhere realize their true potential. Where every sales team could compete on an even playing field, and a successful sales career could change your life. Modern sales is becoming a science.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Scale Marketing 130

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Subscribe to the Sales Hacker Podcast. powered by Sounder.

Training 119

Training Scale Webinar Metrics Face-to-face 119

Allego

NOVEMBER 19, 2020

You’re a sales rep who just invented a better way to demonstrate the company’s newest product. Your next step: sharing this technique with the entire sales force. And with a mobile video app like the Allego sales learning and enablement platform, distributing the video is as fast and easy as sending an email. #3 Learn More.

Video 77

Video Training Face-to-face Comparison 77

Sales and Marketing Management

DECEMBER 16, 2019

A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year. However, the study also revealed that only 24% of these leaders actually do anything intentionally to promote building those relationships.

Company 423

Company Customer Insurance Insurance 423

Sales and Marketing Management

MAY 9, 2019

Varner I noticed organizations continually invest time and money to improve sales team effectiveness, but which one? There are hundreds of sales training companies offering thousands of programs in all aspects of selling: call planning, presenting, negotiating, managing key accounts, questioning and more. Author: David L.

Sales Process 209

Sales Process Engineering Case Study Call-back 209

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. Short Summary What is Social Selling, and why does your sales team need it? Short Summary What is Social Selling, and why does your sales team need it? Tips for adoption of social selling training.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

Sales Training Connection

FEBRUARY 12, 2014

Sales Training. It is not a career risk to be out front advocating your company place a priority on sales training. However, has some solid research been done on what constitutes sales success? Therefore pre-post control group type research designs are not applicable. Business Case for Sales Training.

Training 108

Training Quota Study Report 108

Corporate Visions

AUGUST 2, 2019

The post Can Online Sales Training Be Better Than the Classroom? When it comes to creating lasting behavior change, most sales leaders assume that online sales training is just a pale imitation of the in-person classroom. So, what are the pros and cons of online training versus classroom training?

Training 75

Training Scale Decision Maker Study 75

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. These results were due entirely to sales manager skills, independent of the skills of their salespeople.

Sales Management 218

Sales Management Hiring Compensation Scale 218

SBI Growth

FEBRUARY 2, 2014

Salespeople loathe sales training. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training.

Training 120

Training Commission Compensation Groups 120

Janek Performance Group

MARCH 6, 2024

Once dominated by a homogeneous group, the selling profession is recognizing the value of diversity and inclusion (D&I). Further, these not only help shape the culture of sales teams but also the outcomes they achieve. In a LinkedIn/Forrester study, 60 percent said their sales team’s diversity contributed to their success.

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62

Janek Performance Group

JANUARY 19, 2022

If you’re new to the role of sales manager, you might not realize the power of providing coaching and skill development to your sales team. After all, one goal of any sales manager is creating a high-performing sales team with low turnover. Sales leaders should consider their management styles and adapt accordingly.

Motivation 117

Motivation Sales Coaching Coaching Call-back 117