The Brooks Group

DECEMBER 10, 2018

In over 40 years in the industry, we’ve learned that the ROI for a sales training initiative is greatest when live instructor-led training is followed up by a strategic sales training reinforcement program. Research reveals that on average it takes 66 days (two months or so) for a new skill to become habit. Increase in sales volume.

Maximizer 40

Maximizer ROI Training How To 40

The Brooks Group

DECEMBER 10, 2018

In over 40 years in the industry, we’ve learned that the ROI for a sales training initiative is greatest when live instructor-led training is followed up by a strategic sales training reinforcement program. Research reveals that on average it takes 66 days (two months or so) for a new skill to become habit. Increase in sales volume.

Maximizer 40

Maximizer ROI Training How To 40

SBI Growth

JANUARY 29, 2019

You identify budget allocations and expected ROIs. As CEO, you are responsible for driving your corporate strategic direction: You identify objectives and goals, initiatives and timelines. You set revenue targets both short and long term. You are placing a big bet on being a.

ROI 237

ROI Strategy Objections Revenue 237

The Pipeline

FEBRUARY 1, 2013

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Gong.io

OCTOBER 20, 2021

Cold Email Stat #2: DON’T talk ROI. In many cold call sales 101 workshops, we are taught to include ROI in your pitch. The Gong data doesn’t lie: Using ROI language in cold emails decreases success rates by 15%. Here’s why: There is a difference between believability and effectiveness, especially when talking about ROI.

Cold Calling 118

Cold Calling ROI Call-back Buyer 118

Gong.io

APRIL 2, 2021

What could be a more persuasive email pitch than the promise of a solid ROI? Except here’s the problem—using ROI language in sales prospecting emails doesn’t work. The Gong Labs team analyzed 132,552 cold emails to uncover how ROI language affects your success rates. . That’s because ROI stats lack context.

Meeting 124

Meeting Prospecting Cold Calling ROI 124

Gong.io

DECEMBER 14, 2021

Sales Email Statistic #2: Do NOT talk ROI in a cold email. Everyone loves a good stat, a killer metric, an ROI number that proves their product’s worth. There is a time and place to discuss ROI … just not in that cold email outreach. ROI = the exact phrase “ROI” or any ROI-related statistics like multipliers (2x, 30x, etc.)

ROI 62

ROI Negotiation Sales Cycle Buyer 62

The ROI Guy

NOVEMBER 16, 2016

From CSO Insights, we learn that taking your ROI selling skills from “good” to “great” can improve win rates from 37% to 51%. And, according to IDC, those who apply business value / ROI to deals discount much less, elevating deal sizes by 20% compared to deals where business value / ROI was not used.

Closing 77

Closing ROI Survey Discount 77

Partners in Excellence

OCTOBER 6, 2022

Sellers tend to talk about price, budget, discount, and sometimes a very rudimentary ROI. Our customers tend to talk about revenue/earnings growth, EBITDA, cashflow, margin, ROI, capitalized/expensed, risk, investment, total implementation costs. They do comparative performance analysis using ratio analysis.

Conversion 80

Conversion Customer How To ROI 80

Gong.io

JUNE 25, 2021

Sales Stat #1: DON’T use ROI in cold emails. Sharing ROI stats in cold emails is often shared as a “best practice.” Turns out: Using ROI language in a cold email decreases success rates* by 15%. Then back those claims with strong ROI. Sales Stat #18: Don’t sell on ROI. Provide context. .

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Carew International

MARCH 4, 2019

He makes a good point about the considerable investment in sales skill development and how training ROI can be compromised without proper reinforcement. Following any dedicated sales training event, there will likely be sales “wins” that can be directly attributed to a sales professional’s newly acquired selling skills or process.

ROI 49

ROI Selling Skills Maximizer Sales Meeting 49

The Digital Sales Institute

MARCH 29, 2021

So, they need training that develops not only a salespersons hard selling skills, but their soft selling skills, digital engagement, and the more emotional skills. The final why’s of “Why You” and “Why Now” are the sales elements covering your product or service, company, ROI, etc. Use Micro-Learning.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

Hubspot Sales

JANUARY 10, 2018

There’s clearly a gap between perceived and actual ROI when it comes to sales training, with good money being spent on ineffective practices. The Sales Management Association (SMA) and Allego examined the highest-ROI sales training methods and the training topics most important to reps and managers.

Training 97

Training Survey How To ROI 97

Highspot

JULY 6, 2023

Now, let’s explore each category to understand these important sales skills. Product and Market Knowledge Product and market knowledge is foundational to navigating product questions and articulating ROI. However, it’s a top challenge for sellers, but it is one of the crucial selling skills to possess.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

The ROI Guy

DECEMBER 1, 2014

The number one issue is not the lack of leads, social selling skills or product knowledge, but an inability for sales reps to effectively articulate and quantify your value, this according to research from SiriusDecisions. Why are your sales reps not making quota?

Lead Rank 76

Lead Rank Lead Scoring Discount ROI 76

BrainShark

MAY 2, 2022

This decision has implications for the entire sales training process — from adding new training materials to evaluating the training programs’ ROI. Assessing whether reps are ready to sell. Tracking training progress and evaluating your program’s ROI. Tracking training progress and evaluating your program’s ROI.

Training 71

Training How To ROI Course 71

Janek Performance Group

MARCH 8, 2024

A 200 percent ROI is always impressive. And they must expertly demonstrate the value of their solutions—skills developed through training. If virtual selling was once a niche skill, it is now a requirement. This alone makes virtual selling skills a necessity of any training curriculum.

Training 62

Training Face-to-face Education Negotiation 62

Janek Performance Group

JANUARY 8, 2024

1 Put simply, retaining, and nurturing current clients provides better ROI for your business. By mining sales data, you can identify opportunities to: Cross-sell – Cross-selling is the practice of offering customers additional products and services that complement or supplement their previous purchase.

Analysis 118

Analysis Segment Lead Rank Data 118

Gong.io

FEBRUARY 1, 2019

Sign up for our Customer Stories That Sell Training Course : 6. Don’t Prove ROI During Your Product Demo (Do This Instead). Attempting to prove ROI during your product demo can be just as damaging as using social proof. When you show a buyer how you calculated their ROI, they’ll challenge your assumptions. Why is that?

ROI 132

ROI Face-to-face Lead Rank Buyer 132

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. For example, if the budget is a concern, the sales rep will highlight the long-term value and ROI of the solution. It plays a pivotal role in nurturing top selling talent who contribute to company growth.

B2B 52

B2B Training Top of Funnel B2C 52

Vengreso

JUNE 16, 2022

A virtual sales training program can and will help remote selling teams and sales management grow sales opportunities and close more sales pipeline. Leveling up selling skills and keeping sales reps selling virtually will also drive more virtual meetings and allow your sales enablement team to do more with less.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

Gong.io

OCTOBER 18, 2021

As you share the story, be sure to talk numbers (ROI), but don’t let it be your primary focus. For example: Notice how we present numbers (and arguably, ROI) on the actual slide. Here is another example of a “backdrop” slide we use at Gong: This story is not really about ROI … though it does have concrete numbers and data. .

Examples 71

Examples ROI Buyer Call-back 71

Gong.io

FEBRUARY 1, 2023

Budgets are tightening, and ROI is even more critical – companies must do more with less, and every decision comes freighted with the need for finer accuracy and greater efficiency. We’re proud to be the platform that winning sales teams trust.

Face-to-face 62

Face-to-face Forecasting ROI Research 62

The Digital Sales Institute

MARCH 12, 2024

When the salesperson uses this technique, they focus on ROI, the investment, future proofing their position or business. This closing sales technique taps into the pain or consequences by stressing what the customer will miss or the impact on their situation if they do not implement something now.

Closing 52

Closing Objections Buyer Proposal 52

Braveheart Sales

JUNE 23, 2020

This is part selling competency and part mindset. Value Selling Skills – In tight economic times, your potential customers are making decisions about how to spend their money. Your salespeople must be able to discuss in a way the prospect cares about, ROI and value. Budgets are being heavily scrutinized.

Hiring 52

Hiring Decision Maker Comparison Buying Cycle 52

Mindtickle

JUNE 19, 2020

Personalizing and adapting two-way communication, enabling new and upgraded remote selling skills while enabling visibility and the ability to intervene with proactive coaching (even at a distance) is a North Star for the emerging normal. Enabling this requires the following: .

Coaching 90

Coaching Face-to-face Sales Enablement Trends 90

Hubspot Sales

APRIL 30, 2020

The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. But although sales terminology might have changed, the basic principles of the selling process haven’t changed that much. A lot has changed since then — or has it?

Sales Process 142

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 142

Highspot

APRIL 14, 2023

Sales managers will train and certify sellers on new selling skills, yet find that these skills aren’t being used when engaging with customers. in return, which is the equivalent to a 353% ROI. Building a seller’s sales skills helps them sell more effectively.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Sales managers will train and certify reps on new selling skills, yet find that these skills aren’t being used when engaging with customers. in return, which is the equivalent to a 353% ROI. Building a rep’s sales skills helps them sell more effectively.

Training 52

Training Scale How To Hiring 52

The ROI Guy

JUNE 4, 2014

The top challenges was not what most expected: Not the need for more leads, the ability for sales to find more content, new social selling skills, or more sales training. Instead, the study results revealed that the Value Gap is by far the top challenge, indicated by a whopping 71% of execs as their top issue for 2014.

Lead Rank 70

Lead Rank Lead Scoring Face-to-face ROI 70

Vengreso

AUGUST 21, 2023

It’s crucial to invest in comprehensive education that equips employees with the necessary skills and understanding for maximum effect from such strategies. Why Social Selling Matters Digital and social selling skills are a must-have for successful salespeople in the digital age. Every training program is different.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

The Sales Hunter

FEBRUARY 8, 2013

I’m confident by having a list you follow you will increase the ROI you receive from the sales calls you make. Certainly the list above is not complete. If I were making a sales call, I would have more questions on the list, but you get the idea. Copyright 2013, Mark Hunter “The Sales Hunter.”

ROI 234

ROI Meeting Motivation Sales Meeting 234

Miller Heiman Group

DECEMBER 16, 2019

Are the numbers masking the truth about your sellers’ performance and lack of effective selling skills? Now, while the economy remains strong, is the time to push for learning and development initiatives that make an immediate impact on your sellers’ skills.

How To 50

How To Sales Cycle Quota Sales Methodology 50

The Digital Sales Institute

SEPTEMBER 17, 2018

Ultimately, it’s about measuring the impact of our social selling activity, ROI factors such as Conversions, Mentions, References and Leads. To have conversations that win, your messages, content, and social selling skills need to work together. CONVERSATIONS. Great social conversations should happen on purpose.

Social Selling 55

Social Selling LinkedIn Ideal Customer Profile Decision Maker 55

Highspot

JANUARY 19, 2022

or a 353% ROI. Here are a few courses that ASLAN offers: INTelligence – Inbound Selling Skills : How to change inbound sales calls into collaborative, consultative conversations. Other-Centered® Selling for Business Development (Field and Inside Sales) : How to navigate emotional resistance to sales pitches and earn trust.

Training 92

Training Lead Rank Hiring Course 92

The Digital Sales Institute

FEBRUARY 21, 2019

The truth is that whether delivered in class, in house or online sales training programs have helped thousands of salespeople to improve their selling skills. In B2B sales today even selling smaller ticket items means a longer sales cycle with probably 3 or 4 people involved in the buying decision.

Training 56

Training Lead Rank Social Selling Top of Funnel 56

Sales Hacker

FEBRUARY 17, 2021

As my product knowledge increased and selling skills became more polished, I felt I could really own the deals in my pipeline – proving to myself that I could win deals solo. AE (Ham): I’ll walk them through the cost justification to ensure they can bring this forward to their Exec Team with clear ROI.

Energy 121

Energy Up-Sell Call-back Case Study 121