Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster.

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Steven Rosen

FEBRUARY 11, 2024

Steven Rosen and Colleen Stanley discuss the strategy of simultaneously setting learning and sales goals. They explore the intricate relationship between continuous learning and improving skills for sales leaders, stressing the need for a balance. We’ll explain why it’s essential for sales leaders to establish both.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Sales Gravy

AUGUST 4, 2023

Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. As for salespeople, you’ll find out why it’s critical to continue advancing your skills and investing in yourself throughout your sales career.

Sales Enablement 82

Sales Enablement Hiring Face-to-face Training 82

The Digital Sales Institute

MARCH 12, 2024

A guide to closing sales with ABC, or “Always Be Closing,” is a learning journey for salespeople looking to improve their sales performance, or “Return on Sales Effort (ROSE). Closing sales is about consistently moving customers towards a desired action or outcome. Points to consider to close more sales.

Closing 52

Closing Objections Buyer Proposal 52

Emissary

SEPTEMBER 20, 2022

Most technology revenue teams include a sales enablement function, but its mission has been evolving over the last several years. Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers. Train Early, Often, and in Small Doses.

Sales Enablement 130

Sales Enablement Strategy Hiring Face-to-face 130

Steven Rosen

APRIL 6, 2020

Sales Leadership Roundtable Discussion. I had 8 senior sales executives join me for an open discussion. In part 1 of this two-part series, they shared how they have kept their salespeople productive and motivated over the last couple of weeks. I really enjoyed a round table discussion that I facilitated a couple of weeks ago.

Face-to-face 359

Face-to-face Motivation Groups Training 359

The Digital Sales Institute

MARCH 29, 2021

Now more than ever it is important to have some sales training ideas to engage the remote or home based salesperson. Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The Importance of Sales Training.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

Janek Performance Group

MAY 15, 2023

The Dunning-Kruger Effect is a cognitive bias in which people with less skill, experience, or expertise overestimate their ability and knowledge. Their 1999 study focused on logical reasoning, grammar, and social skills. It found that the bottom quarter of participants rated their skills in a specific area far above average.

Negotiation 62

Negotiation Course Buyer Lead Rank 62

Janek Performance Group

AUGUST 24, 2021

While this can present challenges for sellers, it also presents opportunity for consultative sales pros to achieve more than a mere short-term sale. Now, the question for sellers is how to do more for buyers who need more than just a salesperson. The most important soft skill sellers must master is their ability to communicate.

Film 118

Film Buyer Decision Maker Case Study 118

Janek Performance Group

SEPTEMBER 22, 2021

So why do so many sales reps continue to sell like they were in 2001? The changing dynamics of sales have not been an overnight revolution. Imagine a job posting describing the sales function like this…. You know the type, who will sell you something whether you need it or not.

Hiring 118

Hiring Call-back Training Up-Sell 118

Allego

OCTOBER 25, 2022

Great sales reps aren’t born. Even the best reps need training and reinforcement to effectively convey value and successfully navigate buyer interactions. For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. 5 Tips to Improve Sales Coaching.

Face-to-face 96

Face-to-face Coaching Scale Video 96

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Hiring 100

Hiring Salary How To Ideal Customer Profile 100

The Digital Sales Institute

FEBRUARY 4, 2021

In this article we discuss the essential sales skills that every salesperson should seek to master as selling moves into the next phase of its evolution. Nearly every sales skill that is essential for engaging buyers today can be acquired with regular sales training. Soft Essential Sales Skills.

Negotiation 85

Negotiation Lead Rank Lead Scoring Social Media 85

The Digital Sales Institute

MAY 20, 2021

Soft skills sales training is becoming just as important as the hard skills training, we are most familiar with in the world of training. We know we live in unprecedented times but most of all, when it comes to the sales profession, these are times of profound change. Soft Skills Sales Training Checklist.

Training 52

Training Proposal Social Media Sales 52

Close

DECEMBER 7, 2022

Want to supercharge your sales? Learn the 7 soft skills salespeople need for success and actionable tips on how to help improve them.

Sales 52

Sales How To 52

Hubspot Sales

AUGUST 1, 2022

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. 30 Interview Questions and Answers for Sales Ops. Optimization.

Sales Operations 106

Sales Operations Hiring Top of Funnel Analysis 106

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

Hubspot Sales

DECEMBER 12, 2023

We expect the sales game to change every year, but 2023 has stood out as a uniquely transformative one. But salespeople also had to work against a backdrop of economic uncertainty, which will likely carry into 2024. To help you stay ahead of the curve, I spoke with top sales professionals to get their tips for selling in 2024.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Scale 98

Allego

JANUARY 28, 2021

found herself asking the very question she poses during leadership conferences and sales training alike, this time to herself: . “Do Sales IQ is relatively meaningless without sales EQ , emotional intelligence. . The value of emotional intelligence in executing sales pitches, meetings, and more. They’re not.”.

Hiring 77

Hiring How To Face-to-face Pivotal 77

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

The Digital Sales Institute

JANUARY 26, 2022

Learning sales skills online is the quick and convenient way for salespeople to master a whole range of skills. Today, it is worth noting that learning sales skills online is not limited to basic topics or a few simple sales training videos. How Learning Sales Skills Online Works.

Course 52

Course Retention Face-to-face Cost per Lead 52

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work?

Closing 52

Closing Training Lead Rank Negotiation 52

Highspot

MAY 7, 2021

We’ve all had to make significant changes in response to the global pandemic, and sales teams are no exception. As the global economy was upended, the pandemic forced a shift to both virtual selling and virtual sales training. Sales teams that were able to adapt to life during COVID-19 showed their resilience.

Pivotal 59

Pivotal Survey Decision Maker Face-to-face 59

Score More Sales

FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. Ineffective listening skills – empathy and interpersonal skills.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Sales Training Connection

NOVEMBER 21, 2014

Develop soft sales skills, too. Crafting sales strategy. Check out any sales training program and you’re likely find some of these sales skills being taught. They are the fundamentals and they are critical to sales success. 6 soft sales skills critical to sales success.

Hiring 125

Hiring Face-to-face Lead Rank Study 125

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

Alice Heiman

JULY 8, 2020

A great and cost-effective way to keep your sales team learning is to have them read the latest sales books. It’s a great way for them to sharpen their skills and continue to grow! . F inding great sales books can be overwhelming. When you type “sales books” into Amazon, there are over 100,000 results. .

Hiring 154

Hiring Sales Leadership Follow-up Quota 154

Hubspot Sales

SEPTEMBER 26, 2023

While this sounds appealing, especially for time-strapped salespeople, there’s a catch: not all AI tools are created equal. What is the most important soft skill to have in sales?”), they arrive at different answers. Which AI Tool is the Best Sales Writer? Let's dive in. all use OpenAI? all use OpenAI?

Tools 91

Tools Lead Rank Face-to-face Case Study 91

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. more deals and the profit margin on sales-won improved by 12.2%.

Film 132

Film Hubspot Sales Cycle Lead Rank 132

Highspot

OCTOBER 24, 2023

Sales training can be like sailing the high seas – an always-on adventure where focus, navigation, and teamwork are vital. We’ve curated a collection of the best sales training tips so you can build a program that will put wind in your team’s sails to navigate an uncertain selling landscape and outperform every quarter.

Training 52

Training Hiring Coaching Course 52

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

Julie Hanson

MAY 10, 2021

And want to know the ONE THING you can do to immediately improve your connection with your customer and increase interaction on virtual sales calls? 90% of the salespeople I coach are making the mistake of starting a video call already in a PowerPoint. Learn the Skills that will take you to the Next Level in Virtual Sales: .

Video 86

Video Face-to-face Up-Sell Coaching 86

Pipeliner

MARCH 19, 2020

Many salespeople looking to amplify their success and have more impact with their customers will look towards sales skills and things that they can do in the room or on the phone with their customers. A sales organization is made up of many different kinds of people and workers. Impacting Success With Understanding.

Customer 95

Customer Influencer Groups Sales 95

Hubspot Sales

OCTOBER 28, 2019

Let's say you're working with two salespeople from competing companies at the same time. The other salesperson comments on a few of your recently shared LinkedIn posts, sends you a personalized email, and, after learning a little more about your business needs, asks for a demo. So what exactly is a soft sell?

Face-to-face 107

Face-to-face Advertising Advertising Call-back 107

The Sales Hunter

JULY 18, 2013

Failing to ask for the sale. We in sales are a finicky group. We tend to breathe each other’s exhaust and believe too strongly in the mythical belief that if salespeople were truly in charge, the world would be a better place. There are two simple questions we all need to ask ourselves: How is my follow-up?

Cold Calling 241

Cold Calling Customer Service Consultative Selling Selling Skills 241

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important?

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Hubspot Sales

OCTOBER 19, 2020

While yes, the ability to secure and win new business is important for every company’s bottom line, successful salespeople need to be well-rounded professionals with business acumen and relationship-building skills. It’s important to note, however, that these skills don’t come out of nowhere. Collaborative.

Sales Coaching 129

Sales Coaching Coaching Construction How To 129