Igniting Sales Transformation

DECEMBER 1, 2019

Though the “goal” is to set the stage for sales success, SKO agendas are dominated with things that do not help salespeople be better at the craft of selling. Use your SKO time to train your sellers how to be better at selling; otherwise scrap the meeting. Lack of training? SKO’s are expensive!

Meeting 130

Meeting Decision Maker Revelation ACT 130

Anthony Cole Training

NOVEMBER 20, 2012

You don't need to know why we want to move away from our current vendor. We're going to stay with our current vendor (who you learned earlier has been screwing the crap out of them). These weaknesses can neutralize entire skill sets, from Hunting skills to Consultative Selling skills to Qualifying skills to Closing Skills.

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

Hubspot Sales

MAY 25, 2018

Sales leaders and businesses are paying a hefty price for not developing the selling skills of their people. They’re not only selling less than they could be, they’re also being forced to sell at lower prices than they should be! There are so few in sales who are truly professional sellers.

Vendor 111

Vendor Lead Rank Lead Scoring Call-back 111

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Guest post Monday and we have Owen Van Syckle of the Van Syckle Group , a sales training and consulting group. Today he offers key points on how your questioning skills can reveal if you are a sales amateur or a sales professional.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

DECEMBER 22, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. It’s great to make the salesperson believe I have multiple vendors I’m considering. Even if there is not another vendor, the salesperson doesn’t need to know that. Copyright 2011, Mark Hunter “The Sales Hunter.”

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

Women Sales Pros

JANUARY 22, 2019

Think about different ways you can inject humor into your sales meetings. In the sales training and consulting world, smart consultants know the brilliance is in the room. That also is true of sales organizations. I’d listen for great ideas from sales team members throughout the year. It’s sales kickoff time.

Energy 97

Energy SalesForce Consultative Selling Vendor 97

Partners in Excellence

OCTOBER 3, 2022

We will look at designing people based sales interventions into this engagement process. Who is it for : Yeah, the knee jerk reaction is, “It’s something managers and sales enablement foist on us and keeps CRM vendors selling more seats… ” Sadly, that’s not untrue.

Ideal Customer Profile 90

Ideal Customer Profile System Up-Sell Sales Process 90

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. The same is true of phone calls — many people who normally let all calls rollover to voice mail will suddenly start answering the phone or actually return a vendor’s phone call. ” Sales Motivation Blog.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Attend sales training.

Film 138

Film Hubspot Sales Cycle Lead Rank 138

Emissary

SEPTEMBER 30, 2022

After a three-year hiatus, Dreamforce came back with dozens of venues, hundreds of vendors, thousands of sessions, and millions of steps. Thought starter: Make sure that as you deploy tools, you aren’t unintentionally de-emphasizing interpersonal selling skills, methodologies and hiring profiles. Learn a training program.

Sales Enablement 52

Sales Enablement Scale Hiring Buyer 52

Gong.io

JUNE 8, 2022

Decision criteria : What technical, vendor, and financial criteria will you face on the buyer’s side? As Gong’s research has shown time and again, unless you’re using software that uncovers real trends in each rep’s selling skills, these coaching efforts are largely shots in the dark.). You have a training plan, right?

Sales Process 62

Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

The Digital Sales Institute

SEPTEMBER 10, 2018

We don’t sell products or solutions, we sell stories, ideas, commitments, results, satisfaction, relief, trust, confidence, assurance etc. Sales tactics include building up trust with the buyer, having credibility, using existing customer references, reports, studies, getting introduced by a mutual contact, free assessments etc.

Face-to-face 55

Face-to-face Cold Calling Selling Skills Buyer 55

Sales Training Connection

FEBRUARY 17, 2012

Sales Role Plays. If you are a sales person and have been to a sales skills training program in the last 25 years, there is a 99% chance you have participated in a role play. They are the most common type of learning activity used by training vendors and in-house training departments.

Training 84

Training Coaching Buyer Up-Sell 84

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech.

Inside Sales 85

Inside Sales Training Hiring Outsourcing Services 85

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. Length: How will you fit training into your and/or your sales team’s schedule?

Training 145

Training Vendor Top of Funnel Workbooks 145

Partners in Excellence

SEPTEMBER 26, 2022

If they are qualifying themselves and their commitment to change, they probably haven’t begun to think seriously about solutions and vendors. Afterword, I’m writing a series of posts on “ Basic Selling Skills ,” just to remind us what/why we do what we do. Call me up, let’s discuss these ideas.

Ideal Customer Profile 68

Ideal Customer Profile BANT Pipeline Margin 68

Vengreso

NOVEMBER 18, 2020

Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. A 2020 study by the RAIN Group found that pre-pandemic, only 27% of respondents reported conducting more than half of their sales activities virtually.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Customer Centric Selling

FEBRUARY 15, 2017

Some of the most creative selling was done to convince the manager that numbers would be made. As a sales manager I noticed something curious…. I believe the most significant thing a sales manager can do for sellers is have them realize the difference between activity and progress during buying cycles.

Pipeline 64

Pipeline Buying Cycle Quota Call-back 64

Partners in Excellence

JUNE 1, 2014

I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along with Mike Kunkle’s 22nd Century Selling Skills presentation, it’s stirred up some interesting discussions. We see thoughtful books like Jill Konrath’s Agile Selling offering similar observations.

ROI 99

ROI Lead Rank Segment Analysis 99

Sales Hacker

NOVEMBER 22, 2017

It may not reflect immediately on top line figures, but their follow through moves the needle on other metrics — productivity, discovery of new tools or techniques, and sharpened selling skills — any one of which will eventually translate to higher performance and attained goals. Our sales manager is living on another planet.

Ideal Customer Profile 87

Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 87

Customer Centric Selling

APRIL 18, 2017

Sales Tips: Never Negotiate Unless You Are the Selected Vendor. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling®.

Negotiation 58

Negotiation Vendor Channels Sales 58

Customer Centric Selling

FEBRUARY 22, 2017

At that time I worked with a CRM vendor. During a workshop I was teaching I asked the VP Sales (Phil) if he was using their offering to forecast. In my next article I’ll discuss how first level sales managers should be grading opportunities based upon buyer actions rather than seller opinions.

Hiring 63

Hiring Forecasting Pipeline Discount 63

Customer Centric Selling

FEBRUARY 27, 2017

Sellers less than YTD against quota want their managers to believe they’ll catch up in the coming months. In my experience as a sales manager, once unqualified opportunities enter the pipeline they’re difficult to extract as sellers merely push back close dates (enter self-serving and inaccurate data).

Pipeline 40

Pipeline Forecasting Proposal Vendor 40

Sales Hacker Training

SEPTEMBER 5, 2018

If talent acquisition, development, and retention are top-of-mind for you as a sales leader, here are 40+ of the best sales training programs to check out! In contrast, unleash a team of smart sales reps and success pours like rain. Great Sales Training = The Best Sales Outcomes. Action Selling.

Training 103

Training Scale Lead Qualification Lead Rank 103

Customer Centric Selling

MARCH 15, 2017

As we documented in our latest book, Rethinking The Sales Cycle (McGraw-Hill, 2010) , buyers are leveraging the vast resources of the internet BEFORE they ever engage with a salesperson or vendor. In fact, many salespeople/vendors are eliminated from evaluations that they never even knew they were part of.

Social Media 40

Social Media Media Facebook Vendor 40

The Digital Sales Institute

JUNE 19, 2018

Technology, data, content, AI and social channels will drive the sales process of the future. The key sales skills needed to flourish within this new reality will reflect the way buyers will and want to interact with vendors. The post Key Sales Skills Development appeared first on Online Sales Training Courses.

Social Media 49

Social Media Channels Influencer Buyer 49

Allego

JUNE 24, 2022

Our The Sales Enablement Technology Report , which surveyed 330 B2B sales leaders earlier this year about their use of sales tools, found that 50% of companies deploy up to five tools to support sales efforts, with another 39% using more than five tools. New Features Empower Sales Teams. Award-Winning Products.

Buyer 62

Buyer Company Face-to-face Sales Enablement 62

The Digital Sales Institute

NOVEMBER 13, 2023

Sales Methodology Training – Why you need it. OK, we can now say that the primary role of a sales methodology is that it provides a common language throughout the sales organization. This helps everyone communicate and measure their progress on a sale based on deal potential and qualification criteria of an opportunity.

Sales Methodology 52

Sales Methodology How To Decision Maker Consultative Selling 52

The Ultimate Sales Executive Resource

MARCH 9, 2010

In other cases, there first buyer contact will be helping validate a solution the buyer has already envisaged on its own or even later helping to hedge cost and risk to find the best vendor. Current economic conditions do no longer allow us to continue with such investments even though they seem to be needed more than ever.

Sales Process 45

Sales Process LandSlide Lead Rank Sales Qualified Lead 45

Understanding the Sales Force

APRIL 19, 2012

The consultative sales process is more than just a sales approach. When customers buy transactionally they tend to repeat the same behavior, calling or clicking vendors for pricing, choosing the lowest price or most convenient option. which salespeople have strengths that support consultative selling. leading by example.

Hiring 180

Hiring Consultative Selling Incentives Incentive 180

Accent Technologies

NOVEMBER 10, 2018

It is true that sales reps are often apprehensive about learning and using a CRM. But fortunately for sales managers, there is no reason to believe their salespeople will “never” use a CRM. Demystifying your CRM platform by making it a part of new sales-rep training. CRM vendors are no different.

CRM 55

CRM ROI Commission Vendor 55

Vengreso

JUNE 27, 2022

In this article, I will go over the most important elements of B2B sales that both sales leaders and individual sales professionals need to know about, and how B2B sales work. We’re going to help you also understand the B2B sales processes, strategies, and more. b2bsales #leadership #sales Click To Tweet.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Jeffrey Gitomer

APRIL 29, 2011

Online Training. When you stand out from other vendors you will be talked about and earning a testimonial will be simple. Sales Management. Sales Videos. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Ways To Earn A Testimonial. Gitomer | April 29, 2011 | 2 Comments. Tweet Share 1. Be proactively remarkable.

iContact 284

iContact Hiring Social Media Loyalty 284

Gong.io

MARCH 11, 2021

Gong Gives Genesys Sales Managers The Ability to “Ride Shotgun” With Any Deal. Shopify Creates a Learning Environment for Their Sales Team. Onboard new CSMs while providing continuous training and coaching to keep teams productive and increase their effectiveness. The above are 3 actual headlines from Gong case studies.

Churn 62

Churn Customer Hiring Case Study 62

LeveragePoint

APRIL 17, 2019

An analytical person on the commercial team, perhaps a product manager or a presales professional, jumps into the fray, putting in extra hours to come up with a spreadsheet and a presentation to put out the fire. They are only useful for the next fire if a sales manager is aware of them and communicates the war story among his or her peers.

Sales Process 22

Sales Process Case Study Sales Cycle Engineering 22

Gong.io

AUGUST 16, 2018

If you’re a sales manager reading this, your action item is simple: Get involved in competitive deals early on. Every time a competitor is discussed on a sales call, we can an immediate alert and review that section of the call within minutes. Change Your Strategy Based on Sales Cycle Stage. Is there a common pattern?

Competition 110

Competition Comparison Buyer Education 110

SBI

NOVEMBER 7, 2019

One of the great things about working for a relatively small company is that it trains you to be very pragmatic. Sales Enablement. Join us for “From Vendor to Strategic Partner: Uncovering Insights to Generate Customer Value” webinar. Sales Enablement. Sales Coaching. Sales Enablement. Sales Enablement.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52