Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar.

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InsideView Scale Exercises Call-back 223

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. When you’ve created a portfolio of valuable information, place them where people look. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. Happy selling!

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Leads Marketing Qualified Lead Cold Calling LinkedIn 197

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person. Myth 1: Field sales reps sell primarily in person.

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Lead Rank Quota Face-to-face Hiring 339

Smooth Sale

APRIL 26, 2024

Worse, some names are up for sale at very steep prices. Sales Tips: Choose An Impactful Small Business Name Know the needs and desires of your audience, including your next new employer, in detail. Develop related branding strategies such as public speaking, class workshops, and social media to create an extensive reach.

Hiring 88

Hiring Lead Rank Lead Scoring Leads 88

Allego

DECEMBER 13, 2023

In 2024, we’ll see plenty of top-notch conferences for professionals in all industries, especially sales enablement. Sales enablement conferences and other events offer the ideal opportunity for you to build your career skills, learn about new technologies, and hear about new approaches to sales enablement. See you out there!

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Conference Sales Enablement Biotechnology Insurance 77

SalesProInsider

AUGUST 18, 2023

Stop, Drop, and Roll through Sales Concerns and Objections When someone shares information that is a concern, objection, or unfavorable decision, the strategy that keeps the conversation moving and increases your probability of a good outcome is to: Stop – Stop our mind from thinking ahead and stop our mouth from talking. Then pause.

Opportunity 112

Opportunity Intent Objections Face-to-face 112

Sales Gravy

AUGUST 4, 2023

Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. As for salespeople, you’ll find out why it’s critical to continue advancing your skills and investing in yourself throughout your sales career.

Sales Enablement 82

Sales Enablement Hiring Face-to-face Training 82

Hubspot Sales

NOVEMBER 14, 2022

This can be especially helpful in sales. While prospects should be able to find information on your website and other resources, your sales team needs to take a consultative approach. Business acumen training can teach your sales reps how to better understand your prospects. Start with your sales team.

Training 67

Training Scale Hubspot Lead Rank 67

Smooth Sale

APRIL 22, 2024

Whether you’re operating out of a chic downtown office or a bustling workshop on the outskirts of town, this insurance isn’t just important—it’s a must. Sales Tips: Protect Your Business Assets Better Know the needs and desires of your audience, including your next new employer, in detail. Think of it as the moat around your castle.

Insurance 93

Insurance Insurance Real Estate Hiring 93

Partners in Excellence

MAY 1, 2023

The “new” sales mantra seems to be all about activity. Our managers measure us on activities, and it seems our performance is based on how many activities we complete. Sales people and managers are overwhelmed with the data around activities we are held accountable to perform. Did the customer respond?

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Proposal Examples Conversion Account 102

SalesFolk

MARCH 2, 2021

In other words, how do you define your target audience or ideal customer when doing sales outreach? Too often I see sales and marketing leaders defining their buyer personas as “Marketing” or “C-Suite.” How to build solid “Buyer Personas” for more effective sales campaigns. More free Cold Email treats from my sold-out workshop

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Ideal Customer Profile Buyer Persona Prospecting Hiring 64

Anthony Cole Training

JUNE 23, 2015

For additional information, please go to hirebettersalespeople.com. Sign up for our next workshop in the Extraordinary Sales Manager Series – Hire Better Sales People. Get a free pre-hire sales candidate assessment.

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Hiring Sales Sales Management 120

Anthony Cole Training

MARCH 4, 2014

When we evaluate a sales organization using the Objective Management Tool - Sales Force Evaluation and Impact Analysi s, we uncover the Sales DNA that drives sales results for the individuals and therefore the company. How the sales person has been taught to sell - they must demonstrate their expertise.

Decision Maker 180

Decision Maker Analysis Education eBook 180

Sales and Marketing Management

JANUARY 1, 2018

Davis In a SMMConnect webinar I delivered to over 100 sales managers recently, I talked about eight instincts they developed as salespeople that are now harming their effectiveness as team leaders. Interestingly, about 30 percent of the participants said that the sales instinct they struggle with the most is “avoiding conflict.”.

Hiring 260

Hiring Webinar Metrics Forecasting Proposal 260

Allego

FEBRUARY 11, 2020

Shelly King, Manager, Sales Force Development, CooperVision, faced a challenge. Her team supports a multi-generational sales force, dispersed across the U.S. As her team began planning the company’s annual sales conference, King knew they needed to rethink the meeting to prepare reps better. The group includes 200 U.S.

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Conference Lead Rank Face-to-face Groups 83

Nutshell

MAY 11, 2023

You might be wondering, can you use AI for sales? Sales is a field that relies heavily on human interaction, but technology has always played a significant role in enhancing its efficiency and effectiveness. AI is one of the latest technologies that’s making a big impact on the world of sales. How can sales teams use AI?

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Sales Process Lead Rank Lead Scoring Sales Automation 118

Anthony Cole Training

JULY 3, 2012

I'd like to gather some data from those in sales executive positions as to "why" people fail to meet expectations. The other thing I wanted to share about sales success is my informal polling over the last 20 years of conducting sales training and sales management development classes and workshops.

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eBook LinkedIn Groups Positioning 186

Your Sales Management Guru

SEPTEMBER 21, 2015

What Happened at the End of the Sales Leadership Training Workshop? It was an interesting out come at the end of the two day Sales Management Training Workshop last week… We discussed the Role of Sales Management, what Strategies face sales managers and focused on the Execution of sales management tactics.

Lead Rank 40

Lead Rank Lead Scoring Hiring Face-to-face 40

Babette Ten Haken

SEPTEMBER 5, 2018

How are your best value added customer experience efforts sabotaged, both pre- and post-sale? The sales-engineering interface®, where business and operations intersect, creates value added customer experience. Alternatively, do you promise deliverables or information which never reach the client? What does it look like?

Customer 109

Customer SME Retention Engineering 109

Anthony Cole Training

OCTOBER 13, 2014

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The General Agent was Dave and his manager was Bob. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have. Tom introduced me to an idea of a sales cookbook.

Sales Management 204

Sales Management SME Incentives Incentive 204

Carew International

APRIL 1, 2021

How Top-Management Involvement Impacts the Sales Process. One of the most interesting and conflicting circumstances sales managers, leaders and executives find themselves in is whether to get involved in the sales process with one of their sales professional’s customers. The Five Types of Involvement.

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Study Face-to-face Policies Sales 84

Sales Hacker

AUGUST 19, 2022

Content is one of the most critical components of your sales engagement strategy. As a sales content manager, it’s strongly recommended to review your content strategy if you’ve been using the same sequences, templates, and snippets that you initially launched with. The final stage is the “expert” level.

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Strategy Government Lead Rank How To 90

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. 4. Make your key objective to help the customer, not to close a sale. 4. People management. And the basics of selling are….? salespeople today don’t execute on the basics.

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Selling Skills Negotiation Sales Leadership Margin 317

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

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Training Lead Rank Hiring Course 92

SBI Growth

APRIL 10, 2013

This post is for small business CEOs struggling to hire top sales talent. I’m conducting a workshop on SBI’s Topgrading for Sales methodology. The goal is to help CEOs find better sales people. Topgrading for Sales takes the guesswork out of hiring. Below are the 5 phases of SBI’s talent management methodology.

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Hiring Sales Talent Small Business Small Business 276

Pipeliner

FEBRUARY 23, 2024

The concept of customer service has evolved from a post-sale afterthought to a key driver of business success. But why is this shared responsibility crucial, and how can sales teams lead this collaborative effort? Yet, only 54 percent say it generally feels like sales, service, and marketing don’t share information.

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Customer Service Customer Company Lead Rank 59

Partners in Excellence

MARCH 4, 2024

Unlike a love-at-first-sight experience, my affection for selling developed over time, leading me to embrace the role of a salesperson and integrate coaching skills to enhance not just my sales, but also to help others sell more effectively. I started to sell because I was building a new business alone without any prior sales training.

Coaching 77

Coaching Data Territories Lead Rank 77

Anthony Cole Training

JANUARY 13, 2014

Yes, the title, "Improve Sales Forecasting to Improve Sales Performance?" It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools.

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Sales Forecasts Forecasting Margin Incentives 189

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. This means sales teams need more than a website to gather product and pricing information. Here are some tips for communicating effectively with sales teams.

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Face-to-face Automotive Webinar Metrics Conference 197

Anne Miller

OCTOBER 6, 2022

How do you attract people to a field (sales) that they think has a notoriously suspect reputation? How do you turn perceptions of sales as a “pushy,” “manipulative,” and “untrustworthy” endeavor into a respectable opportunity that could launch participants into a world of respectable and lucrative work? Selling Sales with Stories.

Face-to-face 118

Face-to-face Journal ACT Up-Sell 118

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Training 98

Training Hiring Construction Case Study 98

Mindtickle

JULY 10, 2020

Leaders in sales enablement and marketing have a big role to play here, aligning all remote team members on messaging, sales processes and requirements. For example, a CEO’s concerns will be different than that of an HR manager. Sales processes they go through. Field requirements for collateral. Common buyer objections.

Collateral 71

Collateral Face-to-face Sales Enablement Objections 71

Julie Hanson

FEBRUARY 19, 2024

Add to this managing tools, trying to engage passive prospects (who often aren’t on video) and it’s a wonder virtual audience’s stay awake! The New 80/20 Rule in Sales Like the tip of the iceberg, your customer forms an impression of you from the 20% of you they can see on their screen. Otherwise, you are just a messenger.

Energy 62

Energy Lead Rank Lead Scoring Face-to-face 62

Carew International

JUNE 3, 2021

Making effective and impactful sales presentations can make or break an opportunity with a client or prospect. Too often, presenters allow their PowerPoint to become the sales presentation, providing only voice-over and thus casting themselves in a supporting role to their slides. Manage Your Time with a Functional Process.

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Competition Benefit Training Positioning 98

Julie Hanson

JANUARY 26, 2020

While you may get occasional “drive-by” coaching from a manager, a peer or at a workshop, without a consistent and clear way to gauge progress, many presenters fall back on old habits or end up reinforcing ineffective behaviors. If you’re ready to take the next step, contact me for information on Presentation Workshops and Coaching.

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Coaching How To Scale Face-to-face 111

Increase Sales

JANUARY 24, 2013

With information doubling, tripling, staying ahead of the constant information drip is difficult especially when it comes to a small business owner or sales professional own professional development. Yet I ask my clients if you won’t invest in yourself why should any company invest in you? Share on Facebook.

Conference 151

Conference Webinar Metrics Small Business Small Business 151

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. Then they must craft an effective approach that will quickly convey value and lead to conversion.

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Decision Maker Ideal Customer Profile Top of Funnel Networking 98