MEDDIC

MARCH 27, 2024

Sales Leadership Course Bundle In today’s competitive landscape, the quest for sales mastery is relentless. Recognizing this, MEDDIC Academy proudly introduces our groundbreaking Sales Leadership Course Bundle. It’s a versatile solution in sales leadership training, crafted to adapt to your specific sales approach.

Course 52

Course Sales Leadership Enterprise Enterprise 52

Sales and Marketing Management

JULY 30, 2017

Here are five rules of megavalue selling: Verify value drivers – Accurately identifying each customer's value drivers is the chief priority for sales professionals. Understand the buy – Knowing the customer’s buying process, timeline and decision influencers is like having the blueprints for constructing a building.

Construction 168

Construction Policies Buyer Influencer 168

Mindtickle

SEPTEMBER 16, 2022

You may not feel like you’ve got time in your busy schedule to regularly coach every individual sales rep, but in reality, those who make the time to coach will reap the rewards in the form of improved performance, more closed deals, and greater generated revenue. Best sales coaching techniques to optimize your time.

Sales Coaching 52

Sales Coaching Coaching Sales Follow-up 52

Xvoyant

NOVEMBER 26, 2019

Travis Huff, Director of B2B Sales for Wayfair has driven growth that resulted in Wayfair being recognized as one of the fastest growing stocks in 2017. His blueprint is simple: Talk is Cheap. Too many leaders talk about key things like onboarding, metrics, playbooks, and coaching. Travis builds process around them.

Scale 62

Scale Coaching B2B Revenue 62

Understanding the Sales Force

JULY 13, 2016

Verne Harnish is the President of Gazelles - the coaching organization that helps fast growth companies. Verne really liked Greg's emphasis on how to drive sales. It's a blueprint! Image Copyright 123RF Stock Photo. Isn't that a great quote? But it's more than a quote.

Scale 120

Scale Revenue Coaching Up-Sell 120

Janek Performance Group

SEPTEMBER 12, 2022

However, for sales professionals, one thing provides security: the foundational pillars of a high-performing sales organization. Janek Performance Group is an award-winning global leader in sales training and coaching. Processes need refining, and sales professionals must adapt and adopt new skills.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Janek Performance Group

DECEMBER 29, 2021

Like in a post-apocalyptic movie, sales heroes valiantly fought a formidable foe, developing and broadening their skills to combat the challenges of uncertain markets, supply-chain chaos, rising inflation, and the great resignation. Here are the top sales training trends to watch in the coming year: Delivery Methods. Sales Assessments.

Trends 118

Trends Training Retention Face-to-face 118

SBI Growth

AUGUST 27, 2012

The most important function an HR leader can perform to support Sales is to help attract and retain top sales talent. Based upon our research interviews conducted with VPs of Human Resources, it is clear that most don’t really understand how to help Sales attract top talent. Is this opportunity limited to just Sales?

Compensation 244

Compensation Commission Territories Quota 244

Sales Evangelist

OCTOBER 11, 2023

If you don't understand why people buy, you may want to kiss your career as a sales rep goodbye. In this episode, Donald interviews Eric, a business strategist and coach, about understanding the reasons behind customer buying decisions and how to improve sales conversion rates.

Banking 40

Banking Prospecting Hubspot How To 40

Janek Performance Group

OCTOBER 13, 2021

Sales are up and it’s time to expand the sales department. But before you do, you need to find a new sales manager to support the additional sales reps. Peter was your first business development rep hired in the sales department. He was promoted to sales development and currently, he is the senior SDR on the team.

Promotion 118

Promotion Sales Management Hiring Coaching 118

Understanding the Sales Force

SEPTEMBER 22, 2014

Understanding the Sales Force by Dave Kurlan. Last week, when speaking on the Inbound Stage at Inbound14, my topic was Hiring for the Inbound Sales Role. I asked the question, "Is this a sales or a marketing role?". The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales.

Inbound 205

Inbound Hiring Airlines Marketing 205

Xvoyant

OCTOBER 21, 2019

Meg Kopka of BetterManager joins us and talks with Rob about the crisis facing companies today: research shows that 70% of sales reps leave their jobs because of their managers.

Coaching 48

Coaching Research Training Company 48

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. Why Sales Managers Fail. Onboarding.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Mindtickle

JANUARY 29, 2021

It’s been reported by the Sales Management Association that the average sales new hire spends 10 weeks in training, only becoming productive after 11.2 Onboarding new sales talent is a huge investment for most organizations, and getting it right can be a make or break for your business. Build a blueprint.

Hiring 93

Hiring Revenue Face-to-face Quota 93

Mereo

OCTOBER 24, 2019

Sales training has been a popular prescription for dried up pipelines and below-par performance. While effective when properly administered, there is ample amount of malpractices and over-promises when it comes to sales training. Read on to learn about the top sales training myths and their counterpoint facts.

Training 53

Training Sales Enablement Sports Coaching 53

Mindtickle

MAY 25, 2021

Organizations with a dedicated sales enablement program increase average quota attainment between 45% to over 52%. Sales readiness and enablement are now an essential part of the sales ecosystem, influencing selling skills before, during and after buyer interactions to accelerate win rates and optimize the sales cycle as a whole.

Software 80

Software Software Conversion Hiring 80

BrainShark

JANUARY 11, 2023

By Beverlie Heyman, Bigtincan/Brainshark Director of Sales Enablement and WiSE Chapter Lead/Enablement Strategist/Coach. In fact, 65% of sales reps prefer to learn from their peers versus a sales manager or sales enablement practitioner (Salesloft). Why peer learning is important for remote sales teams.

Scale 62

Scale Lead Rank Lead Scoring Sales Enablement 62

Janek Performance Group

OCTOBER 31, 2023

In sales and sports, the difference between victory and defeat often depends on leadership. The strategic vision, the belief in the process, and coaching excellence set exceptional leaders apart. Imagine a leader who turned around a struggling sales team’s performance and increased results by 300 percent.

Hiring 62

Hiring Sports Coaching Film 62

Highspot

FEBRUARY 2, 2024

Not only do you need a unified sales enablement platform to equip, train, and coach your sales reps on making effective use of this content—you also need to consciously structure your site to be intuitive and aligned with your business objectives. What information, training, and coaching do they need to win?

Sales Enablement 52

Sales Enablement Infusion Intent Government 52

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be? ” What are they mad about?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

BrainShark

MAY 31, 2023

While employee cutbacks and attrition are widespread across sectors and roles at the moment, these numbers are especially concerning for sales— a department with historically high turnover at the best of times. What is time to competency in sales onboarding? Because of quota attainment,” said Zines. “If

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

Sales Hacker

OCTOBER 26, 2020

Every successful sports coach will tell you that games aren’t just won on the field or court. The same can be said for sales enablement. From that, and many other experiences, I’ve learned a thing or two about the planning that goes into a successful sales enablement program. Sales Onboarding. Sales Leadership Coaching.

Sales Enablement 104

Sales Enablement Top of Funnel Hiring Ideal Customer Profile 104

Understanding the Sales Force

APRIL 29, 2013

Understanding the Sales Force by Dave Kurlan I am asked quite often about the Challenger Sales model. I am certainly not the only one scratching my head about why The Challenger Sale is getting so much attention. One of the premises of the Challenger Sale is that Relationship Selling and Solution Selling are dead.

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

Sales Training Connection

NOVEMBER 7, 2014

Sales Manager and Sales Coaching. Yesterday we got a call from a company about helping their sales managers do a better job of sales coaching. They’ve had already done “everything right” when it comes to training their sales managers to do a better sales coaching.

Sales Coaching 92

Sales Coaching Coaching Face-to-face Call-back 92

Score More Sales

SEPTEMBER 27, 2013

But how does this relate to midmarket sales teams? Does your sales team function in the same way? Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard? Do customer-facing reps take actions that help ease a sales or up-sell opportunity?

Retention 254

Retention Company Customer Lead Rank 254

Mindtickle

SEPTEMBER 14, 2021

The reality is that as much as 90% of our content goes unused by sales, and according to Sirius Decisions , marketing efforts are far less effective unless they’re aligned with the needs of a sales organization. That’s why we’re excited to announce Asset Hub from Mindtickle, the first sales content management software built for sales.

Remedy 105

Remedy Sales Enablement Face-to-face Consumer 105

Hubspot Sales

MAY 25, 2021

Welcome to Breaking the Blueprint — a new blog series that dives into the unique business challenges and opportunities of Black business owners and entrepreneurs. Small business owners are known for doing it all: marketing, finance, operations, sales, project management, admin, HR, and more. How can one person do it all?

Cost per Acquisition 118

Cost per Acquisition Hiring Licensing Face-to-face 118

Miller Heiman Group

AUGUST 24, 2019

It’s time to begin making resource requests for your 2020 budget—and that means the resources that you’ll need to implement to grow your sales enablement strategy. What sales-related challenges do you anticipate facing in 2020 and how will you overcome them? of organizations reported running sales enablement in a formal way.

Sales Enablement 77

Sales Enablement ROI Lead Rank How To 77

Sales Evangelist

JANUARY 22, 2024

You might have already realized this, but the sales world is changing. Start by listening to this episode of “The Sales Evangelist Podcast” to learn how to adopt SaaS marketing skills. Adapting to the Changing Sales Landscape Aaron begins the conversation by shedding light on the evolution of sales.

Cold Calling 40

Cold Calling Hubspot How To LinkedIn 40

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? But before we dive into sales training ideas, let’s clarify what we mean when we talk about sales training. What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

Marc Wayshak

DECEMBER 9, 2020

Ever find yourself in a selling situation where you thought things were going well… but then suddenly the prospect disappeared , or the sale just didn’t go the way you expected? Most of the time, sales situations that unexpectedly go wrong are the result of missing a fundamental step in your sales approach.

Cold Calling 90

Cold Calling Follow-up Sales Qualified Lead Cost per Acquisition 90

BrainShark

AUGUST 7, 2022

Even worse, these inefficiencies have been accepted by sales organizations as “the way we’ve always done it.” By identifying sources of waste and taking steps to plug the holes, sales teams can improve overall results. Unfortunately, that’s exactly what sales leaders do with inflated pipeline-to-quota ratios. Except for one.

System 62

System Revenue Top of Funnel Quota 62

Highspot

JANUARY 4, 2024

A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building. The strategy ensures reps are well-prepared to meet and exceed sales targets.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Mindtickle

JANUARY 4, 2023

For B2B sales teams, meeting customers’ needs and expectations has become more challenging than ever — and also more important. To meet these market demands and support revenue goals, companies must have deep insight into the front-line conversations their sales teams are having, as well as their team’s level of sales readiness.

Conversion 52

Conversion Lead Rank Hiring How To 52

Highspot

OCTOBER 5, 2021

Company brings together sales enablement experts from FedEx, NVIDIA, Okta, Vodafone and many more to help businesses everywhere do the extraordinary. This virtual event will bring together leaders and practitioners across enablement, sales and marketing to embrace innovation and invent the future of sales enablement.

Conference 52

Conference Customer Scale Sales Enablement 52

Gong.io

APRIL 23, 2021

Too often, sales teams spend a significant chunk of their workday in a black hole of subjectivity. How (uber-successful) sales teams use this “film” is the key. Here are five hacks to use sales call recordings to beat your personal best. Here are five hacks to use sales call recordings to beat your personal best.

Coaching 62

Coaching Film Software Software 62

Showpad

JANUARY 5, 2021

The employment life cycle of every sales rep always starts in the same place — with a set of strong training and onboarding processes that establish a blueprint for these rookies to find success in their time with the company. However, a number of challenges can prevent timely, efficient and effective coaching.

Sales Coaching 52

Sales Coaching Coaching Scale Lead Rank 52