Understanding the Sales Force

JUNE 13, 2012

Understanding the Sales Force by Dave Kurlan CEO's are much more likely than Sales Leaders to pay companies in the sales development space for help yet Sales Leaders are much more likely than CEO's to attend workshops, seminars, and briefings. Why is that? It increases the value of the company. (c)

Sales Leadership 188

Sales Leadership Sales Methodology Groups Sales 188

Jeff Shore

AUGUST 28, 2018

So you sign up for a seminar or a training session about perfecting your closing questions. The customer says this, you respond with that. Too often salespeople mistakenly believe that the entire sales process is relational, but that the close is procedural. Your customer will sniff it out in a New York second.

Closing 65

Closing Video Relationals Follow-up 65

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

Paul Cherry's Top Sales Techniques

MAY 18, 2010

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. Sales Management Training.

Sales Management 40

Sales Management Pharmaceuticals Distribution Sales Leadership 40

Increase Sales

SEPTEMBER 7, 2012

Some of the more forward thinking business leaders continually seek small business sales training to improve their business results. The reason so many small businesses have failed to increase sales is because of poor marketing. One of my favorite ones is developing rapport as a sales skill. People buy from people.

Small Business 147

Small Business Small Business Training Decision Maker 147

Julie Hanson

APRIL 29, 2019

You can prepare for a customer meeting until you’re blue in the face, but eventually you will be confronted with something you did not anticipate. In my book, “Yes and” is the 1 improv technique salespeople must know in order to successfully navigate any unanticipated customer comment or situation. Denies your customer’s reality.

Face-to-face 119

Face-to-face Sports Pivotal Objections 119

Increase Sales

OCTOBER 16, 2013

Unless people (potential customers) know about you, your company, your solutions (products or services), you will remain as poor as a church mouse. Gone for the majority of top salespeople are the days when corporate invested in marketing departments or outside marketing firms to find sales leads. Self starting ability.

Real Estate 147

Real Estate Social Media Small Business Small Business 147

DiscoverOrg Sales

AUGUST 16, 2017

This simple, 5-step cold email technique works especially well for sales development reps who regularly email: CEOs. Steal this exact process to book meetings with your future customers.). Instead, it’s designed to open to door to a conversation that leads to a meeting/partnership/interview/sale/etc. Marketing VPs. HR directors.

Conversion 186

Conversion How To Skype Film 186

The Digital Sales Institute

JUNE 21, 2023

Sales training program expert tips for anyone involved in sales management or sales enablement some insight into planning any form of sales training. It sounds simplistic to say that sales training is the act of training salespeople or the sales team on the product and sales process.

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

Pipeliner

DECEMBER 19, 2019

With close to three decades of selling excellence and award-winning performances, Allan Langer can deliver memorable keynotes for your events, or sales training seminars and workshops for your teams. Is your sales career good, but not great? Your customers like you but don’t love you!

Social Selling 69

Social Selling CRM Pipeline Coaching 69

Product Management University

JUNE 21, 2023

It’s about meeting your target customers in their comfort zone with insightful content that strikes an emotional chord. The end game is to open more doors for sales at the decision-maker/influencer level and give them higher quality leads that are warmer from the start. Use words and phrases that are common among your target customers.

Webinar Metrics 52

Webinar Metrics Strategy Marketing Distribution 52

Nutshell

OCTOBER 30, 2020

Interactive workshops. Interactive workshops, also known as breakout sessions, are usually small trainings that allow attendees to get “down and dirty” with specific topics, ask questions, and otherwise participate much more than they can during standard keynotes. Custom landing pages. Audience polls.

Webinar Metrics 127

Webinar Metrics Software Software Conference 127

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. Today, we do the same for sales reps. 2. Sales Hacker.

Channels 187

Channels Face-to-face Video Hubspot 187

Jeffrey Gitomer

APRIL 21, 2011

Online Training. Tweet Share Sales Truth: Salespeople become known by the questions they ask. This is a 100% price driven sale. Find out a little bit about the prospect’s business so you can go into the sales call with answers and ideas that may get the prospect excited enough to buy. See Jeffrey Live! Hire Jeffrey.

Hiring 335

Hiring Social Media Loyalty Commission 335

Vengreso

DECEMBER 21, 2023

Ever felt like you’re on a treadmill, running after sales targets but never quite catching up? Sales training : two words that hold the potential to change your game entirely. This post is your metaphorical guide through different types of sales training programs available and their benefits.

Training 52

Training Revenue Lead Rank Retention 52

The Digital Sales Institute

SEPTEMBER 29, 2022

The sales experience on your website is critical to gathering leads or even to get your visitors converting to paid customers. Only focusing on the features, services, and items is not enough if you want to outpace your rivals in online sales. You should provide a seamless customer experience.

Social Media 59

Social Media Top of Funnel Retail Analytics 59

Partners in Excellence

SEPTEMBER 11, 2018

” Hank’s posts happen to be a lot of fun, but we see hundreds of articles every day about poor sales and marketing execution. My own posts, often, focus on huge gaps in sales and marketing execution. We know we must be customer focused. We know we must create value in every customer interaction.

Hiring 86

Hiring Segment Call-back Marketing 86

Increase Sales

AUGUST 23, 2012

Value creation or selling value continues to be hot within the sales training coaching industry especially as a solution to increase sales. Even though many sales people would like to believe they determine what is fair or the worth (this is the myth), in actually that determination is 100% in the buyer’s brain.

Webinar Metrics 138

Webinar Metrics Coaching Facebook Buyer 138

InsightSquared

MARCH 9, 2020

This International Women’s Day, we’d like to give a shoutout to women leaders in the tech industry, especially those in sales leadership positions. Looking for sales leaders to follow for inspiration and best practices? Jill Konrath is one of the most recognized women in sales. Jill Konrath. Tiffani Bova.

Energy 87

Energy SalesForce LinkedIn Decision Maker 87

SalesProInsider

OCTOBER 9, 2019

Identifying the Right “Touch” to Grow Your Customer Base. When we’re growing our business or customer base, we should consider the different efforts for growing our leads – what efforts will work best and what should we focus on? Free Training Workshop. What approach will yield us “fruit” (or vegetables) when we need it.

Lead Generation 79

Lead Generation Top of Funnel Leads Marketing Qualified Lead 79

Increase Sales

MARCH 3, 2015

Boy if today I was just starting out in sales, I would be greatly confused. Between the workshops, seminars, formal sales training sessions, books, the videos, the blogs and the social media postings from all the sales experts, I truly would not know where to turn. Sales is also about self-leadership.

Ideal Customer Profile 70

Ideal Customer Profile Decision Maker Sales Qualified Lead Negotiation 70

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like sales prospect research , sales outreach, and professional development. We strongly recommend you go check it out!

Channels 100

Channels Video Hubspot Face-to-face 100

Nutshell

OCTOBER 30, 2020

Interactive workshops. Interactive workshops, also known as breakout sessions, are usually small trainings that allow attendees to get “down and dirty” with specific topics, ask questions, and otherwise participate much more than they can during standard keynotes. Custom landing pages. Audience polls.

Webinar Metrics 71

Webinar Metrics Conference Software Software 71

Increase Sales

MARCH 5, 2014

Most salespeople want more sales. What I have learned after almost 40 years in sales, is one cannot walk away from doing what’s right and maintain any sense of personal responsibility or credibility. Yes, earning the sale is important. Yes the pressure is on to make sales quota or to keep the lights on. I disagree.

Small Business 101

Small Business Small Business Social Media Networking 101

Partners in Excellence

APRIL 23, 2017

It’s become trite to say “sales has changed more in the past 5 years than in all preceding history.” Usually, I look at these issues from the customer point of view, knowing that much of what has changed about sales has been a result of the changing buyers. Training has skyrocketed.

Lead Rank 53

Lead Rank Buying Cycle Sales Qualified Lead Conference 53

Mindtickle

JUNE 21, 2023

In the world of sales, effective communication is the cornerstone of success. Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Paul Cherry's Top Sales Techniques

JANUARY 29, 2010

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. Sales Management Training.

Competition 69

Competition Pharmaceuticals Margin Distribution 69

Paul Cherry's Top Sales Techniques

NOVEMBER 24, 2010

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. Sales Management Training.

Pharmaceuticals 56

Pharmaceuticals Coaching Distribution Sales Coaching 56

Paul Cherry's Top Sales Techniques

MARCH 4, 2011

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. Sales Management Training.

Salary 63

Salary Pharmaceuticals Distribution Sales Coaching 63

Partners in Excellence

JULY 3, 2019

Let me start with a couple of premises: Largely, in sales, we know “what” we should be doing. For example, we know we should be creating value, we should be customer focused, we have to keep quality pipelines, we have to prospect, and so forth. Before I go further, failure is not unique to sales.

Exercises 72

Exercises Hiring Examples Training 72

Paul Cherry's Top Sales Techniques

FEBRUARY 12, 2010

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. Sales Management Training.

Pharmaceuticals 63

Pharmaceuticals Distribution Sales Coaching Coaching 63

Paul Cherry's Top Sales Techniques

DECEMBER 15, 2009

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. Sales Management Training.

Account 75

Account Pharmaceuticals Distribution Sales Coaching 75

Paul Cherry's Top Sales Techniques

JUNE 16, 2011

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. Sales Management Training.

Pharmaceuticals 60

Pharmaceuticals Face-to-face Distribution Sales Coaching 60

Chorus.ai

JULY 9, 2019

Sales enablement is an art. That’s why smooth, well-executed sales enablement makes all the difference. Sales enablement starts by determining what your objectives are. Sales enablement starts by determining what your objectives are. And it begins with strategy. Define Your Objectives.

Sales Enablement 48

Sales Enablement Top of Funnel Ideal Customer Profile Lead Rank 48

Paul Cherry's Top Sales Techniques

JANUARY 28, 2010

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. Sales Management Training.

Customer 58

Customer Pharmaceuticals Distribution Sales Coaching 58

Paul Cherry's Top Sales Techniques

DECEMBER 25, 2009

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. Sales Management Training.

ACT 63

ACT Pharmaceuticals Customer Distribution 63

Paul Cherry's Top Sales Techniques

MARCH 8, 2011

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. → Web Seminars. Sales Management Training.

Positioning 56

Positioning Pharmaceuticals Promotion Distribution 56