Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. They can be coached up very quickly if they get the right training and coaching at a pace that challenges them! The Talent Warp.

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Training Coaching Comparison Territories 246

SBI Growth

APRIL 3, 2013

Formal training materials. Content is the backbone of the pre-launch introduction. Essentially the priming of the pump requires quality supporting content. Internal pre-launch announcements. Momentum building teasers and presentations. The launch involves significant content to generate awareness and interest.

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Campaigns How To Demand Generation Demand Generation Targets 300

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. A 4 day training at corporate. The Old Model.

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Training Top of Funnel Hiring Hotels 293

Sales and Marketing Management

OCTOBER 31, 2013

Issue Date: 2013-11-01. Teaser: Two factors conspire against the stickiness of most sales training – the amount of content delivered and the timing of the content being delivered. Here's how to better manage both. Here's how to better manage both. Author: Jason Jordan. read more'

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Training Sales How To 174

SBI Growth

MAY 29, 2013

Sales training eats up a lot of this non selling time. As Sales Leaders we know sales training is key though. The ASTD(American Society for Training & Development) reports an 18% increase in productivity for every 3 hours spent training. But traditional training methods cost more with fewer results than before.

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Maximizer Training Face-to-face Webinar Metrics 306

SBI Growth

MARCH 22, 2013

Taking the “easy” route, they decided to do Sales Process and Rep training first. Unfortunately, the implementation failed because the SMs were not trained on change management. Current front-line SMs needs wide training to do their job effectively. This curriculum has 40 different training modules. Sales Leadership.

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How To Sales Leadership Exercises Proposal 312

Score More Sales

NOVEMBER 1, 2013

How do you demonstrate it? Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

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Lead Rank Lead Scoring How To Buying Cycle 236

Understanding the Sales Force

MARCH 14, 2014

So why didn''t the training on consultative selling stick? That same finding is used to determine how quickly a new salesperson will ramp up and apply what they learned from training. When you provide sales training, it''s not just new skills that you ask people to learn. c) Copyright 2013 Dave Kurlan'

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Consultative Selling Training Conference Coaching 253

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." How to keep the people you currently have. Training your sales team how to social sell will immediately improve your sales pipeline.

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Hiring Top of Funnel How To Social Selling 325

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. At this time of the year everyone is working on your sales business plans for 2013 and finishing budgets and forecasts. It may appear on your internal letterhead, made into a banner and hung in your sales area and used to reinforce your training programs.

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Sales Leadership Incentives Incentive Motivation 82

Score More Sales

MARCH 26, 2013

The ability to meet the demands of the customer to collaborate when and how they feel most comfortable engaging with the company. How to Get Started: Put guidelines in place for getting data entered in real-time. . • New insights into their customers, giving the company competitive advantages. •

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CRM Guidelines Data Compensation 235

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar.

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Face-to-face Top of Funnel Call-back Social Media 132

SBI Growth

NOVEMBER 5, 2013

Sign up for our 2013 Tour and receive the Talent Retention Checklist to start planning for your new year. Start training them two to three months prior to year end. Ask for solutions on how to fix it. If you’re lucky, you fill gaps with mediocre talent. If you’re caught totally unprepared, the territories are vacant for months.

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How To Territories Hiring Quota 296

Increase Sales

AUGUST 5, 2013

Years gone by, sales training was provided by small businesses (under 500 employees) be it through human resources or recognized sales training coaching consultants. Sales training is still needed. Yet who now pays for it and how it is delivered has dramatically changed. August 7, 2013 from 4-5pm.

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Training Hiring Small Business Small Business 118

SBI Growth

OCTOBER 4, 2012

For example, use the money that was allocated for employee training or continuing education to bring on a sales consultant that will complete the job alongside your sales team. You’re faced today with some projects you need to get completed going into 2013. How to Turn a Liability into an Asset.

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Sales Qualified Lead Hiring Face-to-face Territories 267

Customer Centric Selling

JANUARY 7, 2013

Sales Training Article: How to Build Customer Loyalty in the New Year By Geoffrey James, Inc. As we enter 2013, the business world remains in a state of uncertainty. Have a great 2013, everyone! Take a look at the sales training workshops available to you and improve sales performance. Will the economy recover?

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Loyalty Training Trade Show Customer 51

Sales Training Connection

FEBRUARY 15, 2013

Sales training curriculum. Planning your sales training curriculum for 2013? At this time of year most sales training managers are into planning for the year ahead. In previous blogs we have touched on the idea that what you do before and after the sales training is as important as the sales training itself.

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Training Hiring Face-to-face Compensation 105

Score More Sales

APRIL 19, 2013

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management for 2012 and 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

How To 237

How To Outbound Engineering B2B 237

Increase Sales

DECEMBER 10, 2012

Hmm, I just received another webinar email on sales training offered by some experts. I am continually amazed of all the sales training or sales coaching being offered that avoids the personal aspect of each salesperson. Yet, nothing, zero, zilch on the personal aspects of each salesperson. Share on Facebook.

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Training Webinar Metrics Sales Coaching Coaching 137

Sales Training Connection

APRIL 16, 2014

Planning your sales training curriculum for 2014? At this time of year most sales training managers are into planning for the year ahead. In previous blogs we have touched on the idea that what you do before and after the sales training is as important as the sales training itself.

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Training Hiring Face-to-face Compensation 98

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 5 Success Factors for a Sales Training Initiative. Top 25 Prerequisites for Successful Sales Training and Sales Development. Top 10 Sales Training Realities Versus What You Believed. 10 Types of Sales Advisers and How to Choose the One That''s Best For You.

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Hiring Sales Management Decision Maker Cold Calling 249

Allego

JANUARY 10, 2023

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. The founding team realized that traditional sales training was broken. a leading sales and presentation training firm. The “Aha” Moment.

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Unica Sales Enablement Vendor Lead Rank 118

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. 5) Brian Tracy.

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Channels Video Training Hiring 112

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. This is very different than product training. To get an understanding of how prepared your sale force is for a launch, register for one of these sessions here to receive the Sales Enablement Gap Tool. They don’t know how to do it. 2013 is around the corner.

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Sales Enablement Tools Territories Campaigns 267

Sales Training Connection

JULY 24, 2013

Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve. A Classic – ’63 Corvette.

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Training Maximizer Face-to-face Discount 105

Increase Sales

DECEMBER 16, 2012

With all the sales consultants, small business coaches not to mention all the sales training books to webinars, the question of how to increase sales can easily be found. This free webinar, Be True to You, on Thursday, January 3, 2013 from 12-12:30pm CST supports you in better understanding your talents and decision making style.

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Webinar Metrics How To Small Business Small Business 156

The Science and Art of Selling

JANUARY 2, 2014

Most sales training is geared towards extroverts, chiefly for the fact that few introverts entertain sales as a viable means of generating an income, but when the introvert joins the ranks, they can bring a lot to the table that extroverts cannot. Here are some ways that you can tailor your sales training to include the introvert.

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Training Lead Rank How To Lead Scoring 61

Sales Training Connection

DECEMBER 13, 2013

As the intensity of the spotlight on inside sales increases, attention needs to turn to training. In the past, the level and rigor of the sales training for inside sales has not matched that provided to outside sales groups. Training Design. So the question of how to coach the inside sales group needs to be a priority.

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Inside Sales Training Scale Outside Sales 118

Sales Training Connection

MARCH 27, 2013

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? What are some of the traps that need to be avoided?

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Coaching Sales Management Training Consultative Selling 115

The Sales Hunter

NOVEMBER 23, 2013

You have to understand how to use your most critical asset. To see what I mean about valuing time, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Consultative Selling Professional Selling Skills Sales Training Tip time management video video sales tip' ” Sales Motivation Blog. .

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Video Consultative Selling Selling Skills Motivation 199

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. Learn how to leverage the technology to build awareness, reach new customers and drive new business. Companies are trying to grow new business. There’s a lot written these days on Social Selling.

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Social Selling Top of Funnel Marketing Ideal Customer Profile 321

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. How can you squeeze more out of your team? Excellence in 2013 starts with you. Read on to better understand HOW to leverage resources to Make the 2013 number. Train your team on areas of deficiency. It went up. You barely made the number last year. Your Prospects.

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Resources Networking Face-to-face Quota 321

Steven Rosen

NOVEMBER 15, 2012

The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” To achieve better results and retain top sales talent, Rosen advises investing resources into the proper training, support and coaching of sales managers instead. Now available in paperback.

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Hiring Pivotal Sales Talent Small Business 296

Score More Sales

FEBRUARY 27, 2014

Devon discussed “selling the best candidates on you” – how the best sales candidates have many options so your organization needs to do a very good job of telling potential new sales hires why they should come work for you. Gen Y workers want feedback, and training, and a career path.

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Hiring Sales Talent NetSuite Lead Rank 223

Score More Sales

DECEMBER 31, 2012

Sit down with a coffee or tea and gain some insights to help you kick 2013 off as the best sales year ever. Finally, sites we urge you to check out to help 2013 get off to a great start: Top Sales World. We use Hubspot and these guys know how to engage viewers. Wishing the best in 2013. 3 Tips to Keep Your Sales Focus.

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Sales Hacker

NOVEMBER 6, 2017

If you want to learn how to manage a sales team, you’ve come to the right place. Before you learn how to manage a sales team, you need to build one. 500 list of Fastest Growing Companies for 2013. “Training matters”- David Baga. “Identify where you are and what you need”- Aaron Ross.

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Hiring Lead Rank Lead Scoring Oracle 90

SBI Growth

DECEMBER 22, 2013

It will focus on how to sustain results through the acquisition of new capabilities. People get disappointed with sales training events. They satisfy a box checking exercise around providing training. So, how can you deploy an easy solution to a hard problem? So, how can you deploy an easy solution to a hard problem?

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Scale Compensation Exercises Follow-up 282