The Pipeline

JULY 18, 2013

Not that I want to look past the end of the summer, but as successful sales people we always have to be planning ahead. So if you are in Toronto, or driving or flying distance, mark down August 27 in your calendar, that is the day that we will be present the Proactive Prospecting Workshop. See full details here.

Prospecting 275

Prospecting Cold Calling Discount Maximizer 275

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. What would you include?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Sales and Marketing Management

FEBRUARY 9, 2020

Author: TIM HOULIHAN Sales reps and rewards go hand in hand. Managers use rewards because they reliably deliver recognition and motivation. This came to light in a recent conversation with Jana Gallus from UCLA’s Anderson School of Management at a Behavioral Science workshop in Philadelphia. What rewards can signal.

Sales Management 259

Sales Management Loyalty Compensation Social Media 259

MEDDIC

MARCH 28, 2024

Here’s what a strong review process entails: Three Whys from Sales Wins: Ask the champions within the accounts you closed: Why did they sign anything? Use this feedback to refine your sales approach and value proposition. Analyze win rates, deal sizes, and sales cycle lengths. What exact pain were they addressing?

Enterprise 52

Enterprise Enterprise Account B2B 52

MEDDIC

OCTOBER 11, 2023

Are you a Sales leader, Sales enablement manager, Sales ops guru, or HR honcho wondering how to deploy MEDDPICC at your Sales Kick-Off? Get ready for the ultimate sales training extravaganza: your annual Sales Kick Off (SKO). Each zeroes in on a specific aspect of your sales strategy.

How To 52

How To Commence Course Motivation 52

Smooth Sale

DECEMBER 30, 2023

Group Cooking Or DIY Workshops Getting hands-on can always be a fun activity for all, and it helps to get out of the “we need to bond” office mindset. Group cooking lessons can be a great place to begin, and DIY workshops or pottery crafting sessions can be fun, too. You might enjoy a wonderful time together in that space.

Hiring 98

Hiring Licensing Sports Networking 98

Sales Hacker

JUNE 7, 2021

Sales customer insights. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales. Persona and market insights come in here – even though we’re at an early point in the sales process. But what are these insights that will transform the conversations salespeople have?

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

The Center for Sales Strategy

FEBRUARY 12, 2020

The majority of participants that attend a “typical” training program or workshop will forget 70% of what they were taught within two weeks. Our goal for the Talent Focused Management (TFM) workshop is to provide clients with strategies and tactics that they can actually put into practice immediately.

Sales Management 79

Sales Management Training Strategy Sales 79

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. For example, as sales people, we know–without a doubt that: We’ve got to prospect and fill our funnels. I contribute my fair share to the clutter.)

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Top of Funnel Funnel Pipeline Exercises 103

SMEI

JANUARY 16, 2024

What is a GPT and how can it enhance my sales and marketing productivity? Personal Assistant Functions : GPT can function as a virtual assistant, scheduling appointments, reminding you of important tasks, and managing to-do lists. The post GPT Tools for Sales & Marketing appeared first on SMEI.

Tools 62

Tools Marketing Face-to-face Webinar Metrics 62

Partners in Excellence

MARCH 4, 2024

I originally met him about 10 years ago, when he led the sales effort for a specialized product line for his company. I took that job in 1997, and I’ve been working in sales ever since. Though sales, I have traveled much of the world, experienced different cultures, learnt so much, and have come in contact with wonderful people.

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Cold Calling Travel Call-back Up-Sell 73

MEDDIC

OCTOBER 9, 2023

In the fast-paced world of sales, where every deal counts and every opportunity is a potential game-changer, mastering the art of effective sales training is non-negotiable. A successful sales training can have a huge impact in revenue. Participation in the workshop, whether in-person or virtual, is equally vital.

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Training Hiring Negotiation Pivotal 52

Smooth Sale

OCTOBER 3, 2023

Retreats can include team-building activities, workshops, or meditation sessions to help employees relax and recharge. These programs can include activities like yoga or fitness classes, nutrition workshops, and even mental health support sessions. Observing creativity from management will spill over to those so inclined.

Lead Rank 78

Lead Rank Hiring Motivation Networking 78

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.

InsideView 223

InsideView Scale Exercises Call-back 223

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

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. Managing Director. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post The Best Way To Generate New Leads appeared first on MTD Sales Training. 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.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Sales Hacker

JULY 1, 2021

Sam Nelson and Brooke Bachesta, both SDR managers at Outreach, have the answers. Join their workshop to learn how to set up an effective sequence, adjust your messaging, evaluate your cadence, and more. Manager, Sales Development at Outreach. The post Workshop: Effective Sequences appeared first on Sales Hacker.

Outbound 65

Outbound Comparison Follow-up Video 65

The Pipeline

FEBRUARY 21, 2012

The Pipeline Renbor Sales Solutions Inc.s Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. A collection of three top sales books, including my award winning book on Trigger Events. EDGE Sales Process.

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Pipeline Cold Calling Sales Qualified Lead Hiring 220

Julie Hanson

MARCH 11, 2021

Allow your customers to manage the amount of eye contact they take in. And learn how to make natural, inviting eye contact, as we teach in our Selling On Video Master Class and Workshops. For workshops, keynotes, and events, get in touch with us here. * My Recommendations: Don’t let up on eye contact. The post Sellers Beware!

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Video Face-to-face Study Up-Sell 139

Partners in Excellence

JUNE 21, 2023

Since writing it, I’ve had a lot of interesting conversations–and workshops on the language of coaching. Too often, it doesn’t happen–data shows sales managers spending less than an hour a week on any coaching. Not long ago, I wrote about Coaching Is A Language.

Coaching 85

Coaching Groups Conversion Data 85

Increase Sales

JULY 26, 2017

Social selling appears to have taken the spray and pray sales approach to tsunami proportions. Clueless or lazy salespeople now drown people with emails to postings with sales pitches. The idea of actually knowing your ideal customer , your target market to the sales leads never enters the minds of these individuals.

Social Selling 145

Social Selling Direct Mail Retention Facebook 145

Force Management

OCTOBER 8, 2020

This post is an extension of the Ten Reasons Why Our Sales Training Is Different. The impacts of the pandemic have left many sales leaders to shift priorities and find new ways to equip their sales teams to succeed. Like many companies, we’ve had to refine our sales engagement and delivery process. Read it here.

Training 147

Training Face-to-face Coaching Exercises 147

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. Strategy Workshops.

Training 67

Training Scale Hubspot Lead Rank 67

Babette Ten Haken

JUNE 30, 2020

Serving nothing more substantial than an inside-out marketing and sales purpose, via a pre-packaged library. If you are selling or engineering or managing a product the market is absolutely demanding (think toilet paper), then you probably do not need to tell stories at all. So you do not have to think about a thing! Contact me here.

Engineering 136

Engineering Face-to-face Retention Strategy 136

The Center for Sales Strategy

DECEMBER 11, 2019

Great sales managers truly want to grow and develop the salespeople that report directly to them. The best investment a sales organization can make is to commit to grow and develop its people. In fact, the 2019 Media Sales Report found that 95% of salespeople said that learning and development are important to them.

Hiring 72

Hiring Report Media Sales Management 72

Babette Ten Haken

AUGUST 23, 2018

Do management and leadership address these factors with you? Once they consummate the sale, and the contract is signed, they hunt up their next deal. Then, post-sales customer support teams often find themselves in fire-fighting mode. Not how awesome the pre-sale activities and customer courtship are. Every now and then?

Retention 154

Retention Customer Revelation Loyalty 154

Partners in Excellence

MARCH 22, 2024

His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. ” How I Ended Up in Sales – And Why it Worked I never wanted to be in sales. Sales was not a career that was discussed in our house, let alone promoted. I loved it.

Hiring 73

Hiring Retail Engineering Call-back 73

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.

Proposal 102

Proposal Examples Conversion Account 102

Adaptive Business Services

JUNE 2, 2021

This phenomenon will be particularly acute for salespeople who’s earnings are largely based on making sales. Our previous article discussed how CRM can increase your sales. An Implementation Workshop addressing the following should be performed to define how Nimble will be set up and configured for your business. Integrations.

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CRM Decision Maker Salary Commission 96

Anthony Iannarino

JANUARY 21, 2020

On May 6 and 7 and 8, my friends and I will once again host our annual conference, one we believe to be the very best sales conference on Earth. This year will be the fourth year for OutBound , with each year bringing more salespeople, sales managers, and sales leaders. I will offer a ninety-minute seminar.

Conference 104

Conference Outbound Lead Generation Networking 104

Engage Selling

NOVEMBER 29, 2019

I was working with a group of sales managers at a workshop a few weeks ago and one of them introduced this strategy. It was a very simple strategy of implementing an account plan when you didn’t have a sophisticated … Read More »

Account 88

Account Strategy Groups Sales Management 88

Babette Ten Haken

MAY 21, 2020

There’s nothing novel about virtual post-sale client abandonment. What is novel about this post-sale scenario, to you, is that now you have to sell virtually. Because what has not changed is that once a coveted contract is consummated, what is the next sales step? In spite of all your pre-sales assurances.

Revelation 141

Revelation Face-to-face Retention Distribution 141

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.

Small Business 93

Small Business Small Business How To Hiring 93

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. That’s it.

Opportunity 112

Opportunity Intent Objections Face-to-face 112

MEDDIC

MARCH 31, 2022

At MEDDIC Academy, our mission is to make Enterprise Sales easy and accessible to all. Starters may try the white variant (to sip with Full MEDDPICC® ), and managers can taste the rose variants produced in our other Château MEDDIC™s in Napa and Sonoma (to sip with MEDDPICC for Managers® ). But very, very (very!)

Hiring 83

Hiring Enterprise Enterprise Course 83

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