Understanding the Sales Force

NOVEMBER 10, 2014

Our new White Paper, The Modern Science Behind Sales Force Excellence is available today - Download it. One of the stand-out findings that jumps off the pages of our new White Paper is about sales training. Over the years, many reports have highlighted all of the money that has been wasted on ineffective training.

Study 241

Study Report Sales Operations Follow-up 241

SBI Growth

JANUARY 22, 2014

Why do you need customized sales training program? A customized sales training program will do both of these. Customizing a sales training program is easier than you think. If you only have one style of training, (i.e. You won’t dismiss the “training event” entirely. Do you have the right training content?

Training 281

Training Customer Hiring Education 281

Selling Essentials RapidLearning Center

OCTOBER 24, 2023

Why do high-performance organizations train employees in financial literacy, even if they don’t handle money for the organization? Withstanding the shocks Of course, financial education and training isn’t a panacea. You could also make some financial literacy training part of the new-employee orientation process.

Retention 52

Retention Training Incentives Incentive 52

Zoominfo

MARCH 10, 2021

There are extra costs for bigger firms because large CRM implementations are complex ; they include voluminous data migration, more record cleaning, and heavier employee training compared to smaller projects. Source: ZoomInfo. Over 10,000 CRM Installations Happen Quarterly. There are four types of bad CRM data: Incomplete records.

Analysis 246

Analysis CRM Remedy SalesForce 246

The ROI Guy

SEPTEMBER 13, 2011

It is very easy for us to maintain and continue to evolve the content within the Interactive White Paper , and the personalization rules. No custom software application development / programming is needed to specify the content or rules.

Tools 40

Tools Ideal Customer Profile Demand Generation Agencies Software 40

Janek Performance Group

SEPTEMBER 12, 2022

Janek Performance Group is an award-winning global leader in sales training and coaching. Our new white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , outlines these principles. Over the years, Janek has developed an extensive, award-winning catalog of training and coaching programs.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

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

Janek Performance Group

MAY 2, 2023

How to Upskill Your Sales Team Hiring Onboarding Enablement Sales coaching Sales training Of course, you can’t upskill new hires—at least not yet. Consider the skills and competencies needed to perform their roles effectively and design training to develop these skills. Hand in hand with coaching is sales training.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

The ROI Guy

SEPTEMBER 13, 2011

Yes, we have several customers and partners who are authoring their own Interactive White Papers. Anyone with basic spreadsheet / Word skills can be taught how to create and publish Interactive White Papers on the Alinean platform, with no custom application development skills required / needed.

Marketing 40

Marketing Tools Training Customer 40

The Pipeline

DECEMBER 16, 2011

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday. JF Corporation.

Pipeline 230

Pipeline Training Twitter Hiring 230

Understanding the Sales Force

JANUARY 26, 2012

I thought it could signify the importance of additional findings in Objective Management Group's Sales Candidate Assessments, and it could influence how we train salespeople in the future. Read the White Paper to learn what they sell. What will change about how you train them? For your industry? For your salespeople?

Hiring 192

Hiring Insurance Insurance Survey 192

No More Cold Calling

NOVEMBER 7, 2013

Check out what he has to say (and be sure to download his company’s white paper for a guide to strategic coaching best practices): “Great sales coaching creates great sales results. In LSA Global’s recent Best Practices White Paper , we outline these two mistakes and provide solutions to your sales coaching challenges.

Coaching 237

Coaching Sales Coaching Margin Small Business 237

Zoominfo

MARCH 10, 2021

There are extra costs for bigger firms because large CRM implementations are complex; they include voluminous data migration, more record cleaning, and heavier employee training compared to smaller projects. Source: ZoomInfo. There are four types of bad CRM data: Incomplete records.

Analysis 130

Analysis CRM Remedy SalesForce 130

SBI Growth

JANUARY 22, 2014

Why do you need customized sales training program? A customized sales training program will do both of these. Customizing a sales training program is easier than you think. If you only have one style of training, (i.e. You won’t dismiss the “training event” entirely. Do you have the right training content?

Training 120

Training Customer Hiring Education 120

MTD Sales Training

AUGUST 10, 2018

Or a person who has proved through their articles, blogs, newsletters , white-papers and others, that they know what they are talking about, have the experience to be an asset to you, have gotten results through their expertise and proficiency, and have been reviewed by successful companies for providing great results? Happy selling!

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

Partners in Excellence

MAY 25, 2022

It promoted a white paper going much more deeply into the research. I filled out their form, my name, email, title, company… I download the white paper. What in my response to that white paper indicates that I have an interest in their products? My interest is, clearly, about the research.

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

Jeffrey Gitomer

APRIL 16, 2013

Write an industry white paper. White paper, or brochure? Get in front of people who can say yes to you and become known as an expert. CEOs want to create great reputations, keep customers loyal, keep employees loyal, have no problems, maintain safety, and make a profit. You tell me… Which one gets you invited in the door?

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

Sales Training Connection

SEPTEMBER 23, 2011

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs. The focus was on optimizing the results from the $100 billion that world-wide companies spend every year on performance skill training in areas ranging from performance management to sales techniques.

Training 103

Training Sales Conversion Company 103

Sales Training Connection

SEPTEMBER 13, 2012

Recently Booz & Co published an interesting white paper about this alignment issue – The Adaptive Sales Force. For this blog let’s restrict our discussion to the performance skills of sales people and examine what the “adaptation” requirement means for sales training. Create more innovative training designs.

Training 108

Training Hiring Territories Sales 108

Zoominfo

AUGUST 5, 2021

Balancing the various content types (blog posts, white papers, webinars) will allow you to reach your customer and map the buying process in a scalable way. Higher-value assets like ebooks and white papers allow prospects with deeper interest to get a more rounded sense of the value of your product.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Smooth Sale

MARCH 10, 2024

One proven way to avoid a sales mishap is to train your sales department and work with them to achieve common goals. Therefore, consider providing them with the requisite training and equipment to help increase sales. Studies show ebooks and white papers can also impact the customer decision-making process.

B2B 104

B2B Top of Funnel How To Sales Qualified Lead 104

Jeffrey Gitomer

AUGUST 17, 2011

Online Training. Write a white paper on safety, their industry, productivity, or leadership. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? How Are You Using The Power of First Impression? Gitomer | August 18, 2011 | 1 Comment. Tweet Share You have THE meeting. The CEO has agreed to give you 30 minutes. A thought book.

Hiring 294

Hiring Training Social Media Loyalty 294

Shari Levitin

AUGUST 19, 2019

We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. Your junk drawer provide a perfect metaphor for your sales process. Your junk drawer, like your sales process, undergoes a natural sort of entropy. We assume if one taco sauce is good, fifty must be better.

Sales Process 106

Sales Process How To Sales Coaching 106

Pointclear

JULY 16, 2013

Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. A healthcare company recently received a white paper download from Dr. Kildare at the MASH Hospital Unit. And who knows if this information is accurate. Competitive landscape documented.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Bernadette McClelland

SEPTEMBER 8, 2014

Write a white paper and send to your clients for discussion or feedback or to prompt a conversation – not just for the sake of writing a white paper. So, give this some thought… 1. The Time is Now, don’t you think?

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

Write a white paper and send to your clients for discussion or feedback or to prompt a conversation – not just for the sake of writing a white paper. So, give this some thought… 1. The Time is Now, don’t you think?

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Janek Performance Group

NOVEMBER 16, 2022

Recently, Janek Performance Group partnered with Selling Power for a comprehensive white paper on hiring, onboarding, and retaining sales talent post COVID. Here, we’ll discuss the best onboarding practices for the new sales environment: Product Training. Technology Training. This is what makes price more than a number.

Hiring 62

Hiring Sales Methodology Sales Talent Survey 62

Altify

JANUARY 27, 2020

In addition to learning about the products or services they are selling, sales leaders should also be trained to model the right behavior. To learn more about how account planning can help you maximize customer revenue and reach sales goals, download our white paper. Download our White Paper.

Account 52

Account Lead Rank Education SalesForce 52

Sales Training Connection

NOVEMBER 11, 2011

Optimizing Sales Training Investments. Some time ago we posted an article based on an October 2010 white paper in the McKinsey Quarterly entitled – Getting More from Your Training Programs. At the time we noted there was more to be told about the McKinsey white paper. This blog completes the story.

Training 71

Training Coaching Consumer Sales 71

Lessonly

JANUARY 19, 2022

Now is the time to make big moves when it comes to your sales enablement training goals. Enablement is often used as an umbrella term to describe all things onboarding, training, coaching, content management, social selling, and more. Content that converts—which white papers, ebooks, and one-pagers lead to the highest quality leads?

Sales Enablement 49

Sales Enablement Training Handbook Comparison 49

Score More Sales

SEPTEMBER 11, 2012

There was all sorts of things that they needed from you and your company – proof of concept, white papers, data sheets, demos and more. Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. They found you online, after lots of research.

Opportunity 214

Opportunity B2B Research Pipeline 214

Allego

JULY 29, 2021

>> For more guidance on how to adapt to change, listen to the complete episode of The Adapter’s Advantage: Sales Training in a Virtual World. . Training makes the most impact when salespeople receive it on their way to a call or during the actual sales process,” says Cespedes. Customize Your Sales Training and Development.

Strategy 152

Strategy Top of Funnel Lead Rank Hiring 152

Sales Training Connection

SEPTEMBER 30, 2013

When selling a new product, top sales performers follow three best practices, which are the focus of the white paper – Don’t Let Your Next Product Launch Fail. This means the sales training investment should be made and sales training implemented before the new product is launched.

Training 113

Training Competition Coaching Revenue 113

Zoominfo

AUGUST 5, 2021

Balancing the various content types (blog posts, white papers, webinars) will allow you to reach your customer and map the buying process in a scalable way. Higher-value assets like ebooks and white papers allow prospects with deeper interest to get a more rounded sense of the value of your product.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

The Pipeline

SEPTEMBER 19, 2011

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Companies have shown selectivity with other training or development programs. Given that, why train them?

ROI 243

ROI Pipeline Training Twitter 243

The Pipeline

OCTOBER 6, 2016

Vendors are happy to supply the case studies, ROI calculators, white papers, and all the rationale one needs to at that next app to their stack. Seems to me if McDonald’s can train their counter clerks to if you want fries with that shake , how hard should it be for your team to do that without an app?

Case Study 291

Case Study Fashion Exercises Buyer 291

Score More Sales

MARCH 26, 2013

In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”. Mid-sized companies need better tools to help understand what customers need and want.

CRM 235

CRM Guidelines Data Compensation 235