SBI Growth

DECEMBER 8, 2013

“How can we effectively improve the performance of our sales team?” In this post, you’ll hear about Jeanne, the HR business partner to sales at a software company. Today''s post includes insight on what can go wrong with sales performance. I asked her about the biggest obstacle she faces in supporting her sales leaders.

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Face-to-face How To Quota Policies 310

Alice Heiman

MARCH 12, 2024

A recent conversation between Alice Heiman and Scott Gillum on the Sales Talk for CEOs podcast sheds light on this very issue, offering a blend of strategies, insights, and anecdotes that CEOs can’t afford to ignore. In the engaging world of social media, CEOs find themselves at a crossroads between opportunity and caution.

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Social Media Media Revenue Top of Funnel 75

Allego

JULY 20, 2022

A sales rep schedules a meeting with a prospect, but then they receive a request to attend a training session for the exact same time. Sales training is critical. The best solution: Implement a sales training program that allows for both. The best solution: Implement a sales training program that allows for both.

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Training Hiring Webinar Metrics How To 118

Hubspot Sales

SEPTEMBER 8, 2020

In week five, you're pushing so hard that you've considered calling your Mom and asking her to buy. You're making the calls to no avail. Come week seven, you start to question your basic sales abilities. Here is the six-step action plan to employ when you're doing the work but not getting any sales. Believe in yourself.

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Face-to-face Remedy Call-back Construction 119

Janek Performance Group

FEBRUARY 7, 2023

“We have a game-changing, disruptive technology, but the economic environment is slowing down our sales,” said a CEO recently. Selling disruptive technology has an image problem. Selling disruption would get more respect if it was not called disruptive. Companies with good sales strategies do.

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Decision Maker Scale Lead Rank Transportation 62

Allego

JUNE 28, 2022

Today’s sales managers face tremendous pressure to achieve ambitious targets. Now more than ever, you need to up your game to increase sales performance. But choosing which sales metrics to measure can be tough. 6 Sales Performance Metrics to Track. Sales Lead Quality.

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Ideal Customer Profile How To Top of Funnel Lead Rank 62

Allego

MARCH 28, 2024

What separates the best sales teams from the rest in today’s unpredictable market? For David Ashe , director of sales development at Allego, it’s about ensuring your SDRs retain their human approach. Your team’s success also depends on you, the sales director. Are you staying on top of new sales techniques?

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Strategy Top of Funnel Lead Rank Lead Scoring 62

Hubspot Sales

MAY 24, 2021

Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. When you're interviewing for a sales role, you're bound to run into both kinds of candidates, so the question becomes, "How do I tell them apart?". I also ask what skill they want to improve and what their plan is to do so.

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Hiring Inbound Account Based Marketing Motivation 131

Allego

JANUARY 6, 2023

2023—It’s a new year with new sales goals and expectations. How can your sales team do more with fewer resources? Do your sales reps have the skills to sell in virtual or hybrid settings? Top 5 Sales Enablement Webinars. Do More with Less: Driving Sales Efficiency and Effectiveness in a Recession.

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Webinar Metrics Sales Enablement Buyer Coaching 62

CloserIQ

OCTOBER 30, 2018

If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer.

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Training Top of Funnel Scale Sales Enablement 98

Keith Rosen

DECEMBER 4, 2019

Are you a fearless salesperson or do you procrastinate the activities that will enable you to achieve your sales goals? Here’s how to overcome sales and prospecting reluctance permanently to become a fearless rainmaker and prospecting prodigy. Rather than focus on the skills of selling, focus on the INNER GAME of selling.

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Cold Calling Prospecting Face-to-face Social Media 71

Go for No!

MAY 1, 2021

There are many salespeople who never become entirely comfortable with the rejection and no’s they deal with in their sales career. Typically, signs of this are things like call reluctance and low numbers in the “funnel” or pipeline. For the ‘C’ people , dealing with rejection is enough to get them out of “sales” completely.

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Face-to-face Top of Funnel Funnel ACT 81

The Brooks Group

MARCH 12, 2019

Rejection in sales is a fact of life, but can feel demoralizing for reps. Fear of rejection is a major cause of sales call reluctance, and frequent rejection is one of the biggest reasons otherwise promising sales professionals abandon the career altogether. In a sales call, “no” doesn’t always mean “no.”

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Hiring Face-to-face Call-back Follow-up 96

Pipeliner

JUNE 23, 2018

Does Your Sales Team Need Closing Skills or Opening Skills? Can you help my sales team close more business?” As a teacher of sales skills, I’ve been asked this question frequently. There are too many salespeople holding first and second sales conversations with prospects that are never going to buy.

Ideal Customer Profile 58

Ideal Customer Profile Closing Education Conversion 58

Selling Essentials RapidLearning Center

AUGUST 12, 2020

Any experienced sales manager has probably resorted to the time-honored tradition of the role-play in their sales meetings. The German researchers set up an experiment where 200 medical students learned doctor-patient communication skills through role-playing, and, separately, from watching a role-play. Probably not much.

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Research Groups Cold Calling Exercises 59

LeadFuze

OCTOBER 20, 2023

Do you remember that moment, right before making a cold call , when your heart raced like a sprinter at the starting line? Cold calling can be daunting. Get ready for some transformative cold calling tips and techniques. This isn’t about quick fixes but tested strategies used by successful sales professionals worldwide.

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Cold Calling Hiring Lead Rank Lead Scoring 52

ExecVision

JULY 8, 2018

This guest post original appeared in a newsletter from Andy Paul from The Sales House and the Accelerate! Sign up for Andy’s educational emails for more great sales content. What isn’t clear are the reasons why sales professionals are such reluctant learners. Why Are Salespeople so Reluctant to Invest in Themselves?

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Call-back Education Incentives Incentive 40

SalesLoft

MARCH 20, 2023

In addition to simplifying a seller’s day-to-day, it helps them build their skills by providing the context about why each action matters. Where do you see AI having the biggest impact on Sales reps between now and 2025? AI will enable significant improvements in both seller efficiency and effectiveness. Levy at GZ Consulting.

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Lead Rank Lead Scoring Buyer Coaching 52

Sales Hacker

JANUARY 22, 2020

If you think sales is a simple job, I have a few hundred professional connections who would like a word with you. There’s a range of key skills that separate the best from the rest, and success belongs to companies who can identify and hire reps who have those precious skills. By mastering your sales interview questions.

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Hiring Top of Funnel Lead Rank Quota 76

Anthony Cole Training

JULY 21, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Fix Your Problem Now. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. driving sales (6).

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Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 159

Increase Sales

MARCH 13, 2016

Of course being a child, my participation wasn’t without some complaining and reluctance. Reading body language to actively listening is also a diminishing soft skill set. Leanne Hoagland-Smith is THE People and Process Problem Solver for leaders who desire a Forward Thinking Sales Culture.

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Social Media Media Twitter Facebook 70

The Digital Sales Institute

FEBRUARY 9, 2018

Taking a sales skills course is the most purposeful route in enhancing a wide range of selling skills including cold calling, telephone sales, business development, closing, social selling, sales prospecting and sales presentations amongst others. Sales Training Class. Soft selling skills.

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Course Selling Skills Social Selling Decision Maker 56

The Brooks Group

JANUARY 3, 2018

Asking effective probing questions is critical to high sales performance. Here’s what you need to know to help your reps develop and master critical questioning skills. Identifying and adapting to buyer styles is a key component of IMPACT-U online sales training. Problem Questions. Listen Actively and Deeply.

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Buyer How To Examples Proposal 74

Julie Hanson

DECEMBER 11, 2017

While you’re not technically on trial in sales, you also need to win over often skeptical buyers. Being able to present a strong, persuasive case is a critical skill for salespeople today in an increasingly competitive market where buyers are reluctant to change. And a dry run through of the facts is not going to cut it.

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Decision Maker Buyer Research Closing 70

Mindtickle

AUGUST 8, 2016

On-the-job training and continuous professional development is a critical aspect of any sales development rep’s role within an organization. Regardless of how savvy your sales development reps appear on the job, even your sales vets can benefit from revisiting skill training and building on their foundation of learning and understanding.

Training 52

Training Construction Benefit Objections 52

Mindtickle

AUGUST 8, 2016

On-the-job training and continuous professional development is a critical aspect of any sales development rep’s role within an organization. Regardless of how savvy your sales development reps appear on the job, even your sales vets can benefit from revisiting skill training and building on their foundation of learning and understanding.

Training 52

Training Construction Benefit Objections 52

Allego

OCTOBER 20, 2020

But rolling out new sales enablement technology doesn’t have to be painful. You can reduce the friction involved with implementing new sales enablement platforms to drive lasting user adoption. These people are open to a new technology because they want to improve and develop their skills. Think About Timing.

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Hiring Sales Enablement Video Benefit 93

Crunchbase

JULY 29, 2022

Whether you’re thinking about switching things up or just starting out in your career, tech sales can certainly be a great career path. A seasoned tech sales professional can pull in well over $100,000 a year in salary and commissions, making tech sales a very lucrative career. What is tech sales? Hardware sale s.

Hiring 52

Hiring How To Top of Funnel Ideal Customer Profile 52

Mindtickle

FEBRUARY 7, 2018

As a sales manager, one of your many challenges is continuously developing different sales reps. And while an experienced rep may hit the ground running, but they may not be able to sustain improvement in their sales results over time unless they overcome their reluctance to change.

Training 52

Training Sales Management Hiring Coaching 52

Mindtickle

FEBRUARY 6, 2018

As a sales manager, one of your many challenges is continuously developing different sales reps. And while an experienced rep may hit the ground running, but they may not be able to sustain improvement in their sales results over time unless they overcome their reluctance to change.

Training 52

Training Sales Management Hiring Coaching 52

Keith Rosen

MAY 2, 2013

That Gap or Coaching Moment can be anything from an assumption, limiting belief, skill, strategy, process, activity or even a relationship that needs upgrading or repairing, just to name a few. Their values, passions, standards, boundaries, integrity, strengths, goals, fears, internal motivators, opportunities for improvement, and so on.

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Coaching Cold Calling Trade Show Motivation 128

Understanding the Sales Force

APRIL 4, 2024

Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive? How to Transform Your Sales Pipeline Today Can Malcom Gladwell Explain the Sales Hiring Problem?

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Hiring Sales Leadership Sales Forecasts Forecasting 149

Sales Hacker

MARCH 26, 2019

Sales will always be a persuasion game, but the biggest obstacles to success are actually cognitive biases rooted deep in the human brain. Persuasive selling depends on knowing how to recognize sales obstacles and how to overcome them. Part One: Examples of Cognitive Biases in Sales. The brain has evolved in strange ways.

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Case Study Lead Rank Lead Scoring Face-to-face 84

Sales Hacker

JANUARY 9, 2018

If you’re knowingly in a sales role just for the cash but you don’t really care about solving customer problems, then you’re in the wrong biz. If you’re trying to do right by the customer but you lack the skills and know how, then it’s likely a management problem. Our friends at Gong.io

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Up-Sell Lead Rank Lead Scoring Sales Qualified Lead 78

The Brooks Group

JANUARY 3, 2018

. Sales Probing Questions to Uncover Buyer Needs. Asking effective probing questions is critical to high sales performance. Here’s what you need to know to help your reps develop and master critical questioning skills. Identifying and adapting to buyer styles is a key component of IMPACT-U online sales training.

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Buyer Examples Proposal Intent 45

OnePageCRM

FEBRUARY 6, 2017

That’s the cost of a sales rep mis-hire, according to research by Dr. Brad Smart of Topgrading Inc., a firm that helps companies assess sales candidates. But how do you identify a great sales hire? Not all sales people come from the same aggressive ABC (Always Be Closing) mold. Teams that use coaching see 161% more sales.

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Hiring Lead Rank Lead Scoring Sales Qualified Lead 52

ExecVision

JUNE 10, 2019

Every smart seller understands that a great sales team is more than the sum of its parts: it also showcases a well-honed sales culture that enhances productivity and wellbeing, making it possible for those people to outperform their comparably-competent competitors. This guest post comes from Kayleigh Alexandra at Micro Startups.

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Hiring Incentives Incentive Distribution 40