Adaptive Business Services

APRIL 10, 2024

I remember 20 years ago selling a sign to an attorney. I’ve been in sales all of my life and I confess that I barely understand the changes to my profession that people are discussing on LinkedIn and other places on the web. I was a fairly early adopter of CRM (late 80’s) but have since avoided most sales enablement tools.

Hiring 71

Hiring CRM Training Sales 71

Allego

FEBRUARY 15, 2024

Advancements in AI have some people concerned. It’s the same for sales and enablement teams. Revolutionize Sales Excellence with AI Watch Revolutionize Sales Excellence with AI to learn how to harness AI to develop sales reps’ skills, leverage Conversation Intelligence to optimize limited managerial time, and more.

B2B 71

B2B Coaching B2C Tools 71

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Sales Management 81

Sales Management Face-to-face Social Selling Sales Leadership 81

Sales Readiness Group

OCTOBER 1, 2021

In our research report 5 Hallmarks of High-Impact Sales Organizations , we identified sales coaching as the top sales management action to improve sales team performance. One of the key benefits of sales coaching is that it helps managers transition from chief problem solvers to sales team enablers.

Sales Coaching 118

Sales Coaching Coaching Conversion Selling Skills 118

Connect2Sell

MAY 23, 2018

As a sales coach and trainer, people occasionally ask me, “Out of all the selling skills, which one is most important?” Hands down, the master skill in selling is knowing how to ask purposeful questions.

Analysis 160

Analysis Selling Skills Sales Coaching Coaching 160

Connect2Sell

SEPTEMBER 4, 2019

This is part three in a series of posts about why and how to build critical thinking skills you can use to excel in selling. The critical thinking skill we’re focusing on in this post is asking more purposeful questions. In the typical sales process, there’s a step dedicated to asking questions. Not everyone can do that.

Examples 154

Examples Sales Sales Process How To 154

The Pipeline

OCTOBER 26, 2017

There is a lot of discussion around the role of technology in sales, advances in AI (you decide what the A stands for), and its impact on the role of and future of sales people. In any given decade as technology is introduced, the sales tribe is the first to adopt.

Lead Rank 276

Lead Rank Lead Scoring Lead Nurturing Margin 276

Selling Energy

MAY 3, 2023

To become a sales professional, you must first realize that: Energy-related products, services and programs all require effective selling. Professional sales skills make you more successful at advancing any energy initiative, regardless of your role in the process.

Energy 70

Energy Relationals Sales Marketing 70

Awarathon

APRIL 12, 2024

Understanding the role of Generative AI in training The rise of Generative AI is transforming fields with the ‘adapt or perish’ mantra, and sales training is no exception. Generative AI is on the cusp of revolutionizing sales training programs. Let’s go through this in detail.

Coaching 52

Coaching Training Ideal Customer Profile Face-to-face 52

Hubspot Sales

JANUARY 17, 2023

If you have an interest in tech — and an even greater interest in helping people — a career in tech sales could be a smart move. Here, we'll cover the basics of tech sales, the pros and cons of working in this industry, and how you can kickstart a career in tech sales in 2023. What is tech sales? What is a tech sales rep?

How To 108

How To Sales Qualified Lead Networking Software 108

MTD Sales Training

MAY 14, 2019

Selling to businesses is an ever-changing kaleidoscope of ideas, techniques and co-operations that can enhance or destroy careers in a very short time period. If we are still selling in the same way we did last year, we are out-of-date and run the risk if being fodder to those companies advancing in the sales world.

B2B 150

B2B Social Media LinkedIn Influencer 150

Highspot

FEBRUARY 28, 2024

Sales operations managers are the unsung heroes behind a high-performing sales team. They design sales processes, sift through sales data, and predict futures. Their role is to set up the sales team for success. What Does a Sales Operations Manager Do? To improve sales outcomes.

Sales Operations 52

Sales Operations Face-to-face Hiring How To 52

Smooth Sale

MARCH 29, 2024

Career coaching allows you to examine your skills and experience as an employer would, looking for ways to improve them and taking advantage of what you can do. Adult Education Adult education can help you advance your business skills or even build new ones. . __ Breathe New Life Into Your Career Image Credit.

Education 93

Education Hiring Coaching Networking 93

Shari Levitin

DECEMBER 5, 2023

Artificial intelligence (AI) and technological advances are forcing sellers to re-evaluate their role in the sales process and how they can add value to the buyer. Technology helps gather data and information and craft meaningful messages, but at the end of the day, the salesperson must finalize the sale using their human attributes.

Sales Process 62

Sales Process Exercises Buyer Sales 62

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity? What is sales productivity?

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Partners in Excellence

MARCH 2, 2024

I first met him years ago when he ran global sales for Tekelec (acquired by Oracle). He’s one of the most fascinating sales leaders I’ve worked with. My friend, Dave Brock challenged me to explore, “why I’m obsessed with selling.’ This does not reflect my conviction and passion for selling, not one bit.

Oracle 98

Oracle Negotiation Up-Sell Lead Rank 98

Smooth Sale

NOVEMBER 27, 2023

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Do You Want the Sales Success Secrets? Embracing the mindset of ‘never give up’ and ‘seek out the better path’ no matter the conversation(s) behind your back is a primary factor for the secrets of sales success.

Hiring 110

Hiring Follow-up Face-to-face Networking 110

Lead411

MARCH 27, 2024

The Lost Art of Empathy in B2B sales In B2B sales, where measurements, targets, and bottom lines frequently take precedence, empathy has unfortunately become a lost skill for many people. The persistent pursuit of results can sometimes overwhelm the human aspect of sales encounters.

B2B 52

B2B Quota Motivation Churn 52

Awarathon

NOVEMBER 9, 2023

In the ever-evolving landscape of sales, artificial intelligence (AI) is paving the way for a revolutionary approach to training by aiding roleplay for sales. Specifically, roleplay for sales training, powered by advanced AI software, offers a transformative experience by providing lifelike interactions and immersive scenarios.

Training 52

Training Construction Negotiation Video 52

BuzzBoard

FEBRUARY 16, 2024

Understanding the Relevance of AI Tools for Sales in the Context of Small Businesses There’s no denying that artificial intelligence (AI) is revolutionizing sales tools, particularly for small businesses. These aren’t just daydreams – they’re tangible opportunities readily available with AI tools for sales.

Small Business 52

Small Business Small Business Tools Lead Rank 52

Vendor Neutral

NOVEMBER 14, 2023

Sales Tech and Innovation Hub A Critical Look: Opportunities and Limitations of AI for Sales Professionals REGISTER NOW Sales professionals always seek ways to stay ahead of the competition and improve performance. Previously he hosted the top-rated sales podcast, Sales Enablement with Andy Paul.

Outsourcing Services 52

Outsourcing Services Opportunity Webinar Metrics Telecommunications 52

SalesLoft

APRIL 25, 2024

Chris Turner and Rebby John get this question a lot: what does a sales engineer do? In Episode 3 in our RevTalks series, you’ll hear the experts define the sales engineering role in their own words, how they think AI will change sales engineering in the future, and what it takes to be a world class pre-sales professional.

Engineering 52

Engineering Industry Face-to-face Education 52

BuzzBoard

DECEMBER 8, 2023

The true mark of a successful sales team lies in their ability to transform hurdles into stepping stones. In their pursuit of conquest, large sales teams demand strategic finesse and collaborative ingenuity. In their pursuit of conquest, large sales teams demand strategic finesse and collaborative ingenuity.

Scale 89

Scale Infusion Face-to-face Analysis 89

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Nutshell

MAY 11, 2023

One thing’s for sure: It’s quickly becoming more advanced and widely available. 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. How can sales teams use AI?

Sales Process 118

Sales Process Lead Rank Lead Scoring Sales Automation 118

Allego

JANUARY 13, 2022

Life remains turbulent, but Allego maintains a steady course—continuing to advance, innovate, and achieve new levels of success. Innovative Sales Training and Enablement Technology. Allego took home the coveted gold award for Best Advance in Sales Training Online Application , besting its previous bronze awards in this category.

Lead Rank 157

Lead Rank Lead Scoring Journal Sales Enablement 157

Allego

JANUARY 11, 2024

Generative AI is advancing faster than any technology I’ve experienced. People in all industries use generative AI tools such as OpenAI’s ChatGPT to create content, analyze data, write software, create sales strategies, develop employee training, manage teams, and more. Want a GPT for sales content? How does SPIN selling work?

Ideal Customer Profile 71

Ideal Customer Profile Customer Social Media Negotiation 71

Carew International

APRIL 15, 2021

“This may be driven by the fact that only 42% of sales reps report managers at their organization are actually held accountable for providing good coaching,” it continues. Many would say sales coaching is an incredibly valuable part of a sales manager’s job, so the statistics above are shocking. Achieving sales call objectives.

Sales Coaching 97

Sales Coaching Coaching Lead Rank Lead Scoring 97

Highspot

MAY 9, 2023

While these use cases are entertaining, it’s only the beginning of how generative AI advancements will impact our work and our lives. How Leveraging AI Improves Sales Processes For marketing, sales enablement, and sales teams, the potential of AI is vast. And the best part? Co-Creation – never look at a blank page again.

Sales Enablement 98

Sales Enablement Face-to-face Scale Coaching 98

Janek Performance Group

APRIL 21, 2023

Products and solutions have become more complex, buyers better informed, and this convergence has created a demand for highly skilled sales professionals, not just sales reps who know how to overcome objections and learned a few rebuttals. Critical thinking is an underemphasized skill needed to be successful in modern selling.

Construction 62

Construction Discount Distribution Sales 62

Gong.io

MARCH 12, 2020

60-something years ago, sales was a very different game. . Back then, salesmen – I mean sales people (glad that’s changed) – would button up their best suits, court prospective clients in-person with bone-in steaks, and discuss business over a handful of dirty martinis. . Sales pros aren’t just letting f-bombs fly, for fox sake.

Call-back 153

Call-back Selling Skills Buyer Social Media 153

Alice Heiman

FEBRUARY 22, 2022

Podcasts are a convenient way to stay up to date on current industry trends, learn new things, and of course, they can be entertaining (not all of the podcasts I like are sales-related!). . But there are hundreds if not thousands of sales and business podcasts out there. Sales Enablement Podcast hosted by Andy Paul. What’s Next!

Scale 150

Scale Outside Sales B2B Influencer 150

Janek Performance Group

APRIL 21, 2023

Products and solutions have become more complex, buyers better informed, and this convergence has created a demand for highly skilled sales professionals, not just sales reps who know how to overcome objections and learned a few rebuttals. Critical thinking is an underemphasized skill needed to be successful in modern selling.

Construction 62

Construction Discount Distribution Sales Management 62

The Digital Sales Institute

OCTOBER 13, 2023

Free sales training can be a step in the right direction for those of you who may be new or newer to sales. Selling is changing rapidly and having a longer term career as a salesperson now depends on having a far wider of value added sales skills than even five years ago. What Is Free Sales Training?

Training 52

Training Webinar Metrics Channels Video 52

Janek Performance Group

MARCH 6, 2024

Once dominated by a homogeneous group, the selling profession is recognizing the value of diversity and inclusion (D&I). Further, these not only help shape the culture of sales teams but also the outcomes they achieve. In a LinkedIn/Forrester study, 60 percent said their sales team’s diversity contributed to their success.

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62