Sales Training Connection

NOVEMBER 28, 2012

Selling with to hospitals and physicians - 2013 trends. As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. Let’s take a look at four critical issues affecting hospitals and physicians as 2013 unfolds. Hospital consolidation continues.

Health Care 90

Health Care Referrals Trends Lead Rank 90

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 5 Insights From Latest Sales Organization Studies. 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. Top 16 Problems with CRM.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

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NOVEMBER 22, 2013

On October 7, IBM released their annual CxO study identifying opportunities for C-level executives in companies of all sizes. Since we talk about midmarket companies here, I’ll focus on the results from the midmarket portion of the study. See the whole study here. Also of interest: IBM State of Marketing Study 2013.

Study 216

Study Influencer Lead Rank Lead Scoring 216

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.

Face-to-face 132

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

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. Finally, I believe these challenges have also directly influenced the top business-to-business sales trends for 2013. Other Steve W.  '

Study 146

Study B2B Penetration Lead Rank 146

Sales Training Connection

DECEMBER 2, 2013

Sales Training. The idea is simple: by using technology students spend time at home getting up-to-speed on a given area of knowledge, then in the classroom the teacher, instead of lecturing from the front of the room, spends time floating from table to table as the students work on exercises that apply the knowledge they studied before class.

Training 112

Training Travel Exercises Call-back 112

Selling Essentials RapidLearning Center

NOVEMBER 28, 2023

And it’s a big training and development challenge in all organizations. A recent study at a German medical school suggests a source of help. ‘Near-peers’ In the study, researchers divided a class of third-year med students into two groups. The study called these trainers “near-peers.”

Study 52

Study Groups Lead Rank Lead Scoring 52

Score More Sales

JANUARY 13, 2014

If you consider yourself a sponge in the first year at your new position, you will have the opportunity to learn much more than someone who come in or transfers over thinking they know it all. We see this in training sessions quite often – people come in with their arms crossed tight. Study the components of salespersonship.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

Your Sales Management Guru

JUNE 16, 2013

Your July Sales Training Tip: YouTube.com. Normally at this time of the year, I am reminding my clients that it’s time to begin building their 3 rd Quarter sales training plans. Those of you that are regular readers know that Acumen Sales Mangers plan their entire quarter sales training plans at the beginning of each quarter.

Training 90

Training Video Meeting Sales Leadership 90

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JULY 23, 2013

For starters: How do you get trained in your company – in a methodical way, or as you fly by the seat of your pants? Training with reinforcement, such as follow-up coaching, yields more revenue to your company in the form of better trained sellers, more client retention, and longer employee tenure. Increase Opportunities.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

Score More Sales

SEPTEMBER 27, 2013

Also, in their study, customer expectations were exceeded only 16% of the time. Do customer-facing reps take actions that help ease a sales or up-sell opportunity? Increase Opportunities. This means that 84% of the time, expectations were often not met, and were not exceeded. Just Make it Simple for Me and Keep Me as a Customer!

Retention 254

Retention Company Customer Lead Rank 254

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

JANUARY 8, 2013

Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless. 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

Score More Sales

DECEMBER 16, 2013

Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. Increase Opportunities. Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Expand Your Pipeline.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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.

Channels 112

Channels Video Training Hiring 112

Sales and Marketing Management

JUNE 8, 2017

This data is from the Incentive Marketplace Estimate Research Study published by the Incentive Federation and available at IncentiveFederation.org.). The score of 26 percent is down from a recent high trend surpassing 50 percent that began in the fall of 2013, but it is still considerably higher than the extreme dips seen in 2009 and 2011.

Travel 205

Travel Incentives Incentive Lead Rank 205

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APRIL 29, 2013

Depending on the study and your industry, you’ll see that it takes 6-12 connects (or touches) with a potential buyer to bring a sales opportunity to closure. Finally, it is about the system and process that you go about moving sales opportunities forward in your follow-up that helps you win. Increase Opportunities.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

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MAY 28, 2013

Host Jay Baer was a breath of fresh air – he studied the event ahead of time and always had thoughtful and helpful questions in addition to some fun and even funny comments at times. Marketing Study Update. Procurement Study. It was fascinating to hear about the new procurement study benchmarking top Chief Procurement Officers.

Company 208

Company Film Study Lead Rank 208

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. How do your sales reps track sales opportunities? This is a big opportunity to fix in 2013 and there has never been a better time with more resources at a lower cost than now.

CRM 238

CRM Outbound Tools Study 238

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FEBRUARY 4, 2015

Studies for years have shown lack of adoption in companies or failed use. In 2013, Merkle Group polled executives in $1B+ companies and found a 63% fail rate. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

Sales Training Connection

SEPTEMBER 9, 2013

According to a McKinsey & Co study, the traditional linear sales process – customers take in information; narrow down their choices; kick the tires, and submit the purchase order – is not really how customers buy. In an HBR article Steve Martin reported on a win-loss analysis study. ©2013 Sales Momentum ® LLC.

Buying Cycle 120

Buying Cycle Study Sales Process Proposal 120

Customer Centric Selling

NOVEMBER 8, 2013

Sales Training Article: 5 Proven Steps to Sell Smarter. There is now an updated 2013 SBI Research Review which you can sign up for here. But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). Analyze your time study results to pinpoint yours. of a seller''s time. of a rep''s time.

Training 51

Training Lead Rank Lead Scoring Referrals 51

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APRIL 22, 2013

” Now consider that according to a Gallup study, 71% of workers are either “not-engaged” or “actively disengaged” with their work. Deliberate practice, as talked about by Julliard-trained violinist (now sports psychologist) Noa Kugeyama is intentional and purposeful. This Webinar Might Help: .

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 212

Miller Heiman Group

JANUARY 25, 2019

That’s because sales enablement is a framework for predictably increasing sales productivity by providing content, training, and coaching to sales professionals. percent better win rate, according to CSO Insights’ 4th Annual Sales Enablement Study. percent in 2013. better win rate compared to the study’s average.

Sales Enablement 77

Sales Enablement Quota Survey Face-to-face 77

Score More Sales

OCTOBER 10, 2013

The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Increase Opportunities. Most of us in selling do not spend enough talk time with prospective buyers. Expand Your Pipeline. Close More Deals. email: lori@scoremoresales.com.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

SBI Growth

JANUARY 28, 2013

You are losing an opportunity to improve your work force. Training needs. The Human Capital Institute conducted a study on the Value & ROI of Recognition. Fortune recently released its 2013 list of 100 Best Companies to Work For. If you aren’t doing them, you’re missing an opportunity to keep your best people happy.

Sports 332

Sports Compensation Lead Rank Lead Scoring 332

Sales Training Connection

JULY 15, 2013

Selling – technology definitely provides new opportunities for sales managers and sales reps. Research studies report that adults make eye contact 30% to 60% of the time in an average conversation. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sales Coaching 121

Sales Coaching Coaching Analytics ACT 121

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MAY 10, 2013

Ongoing use is a big issue in the SaaS marketplace – studies show that people who do not engage with their software-as-a-service don’t renew it. I also recommend people visit LinkedIn Training and Support Resources for videos and webinars specific to sellers. Increase Opportunities. Expand Your Pipeline.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

Selling Essentials RapidLearning Center

FEBRUARY 18, 2019

In fact, a recent analysis of the available research found that, yes, managers are critical to the success of workplace training – specifically because they are in a unique position to coach their employees throughout the learning process. Below are the most important behaviors identified in the study. Mentoring and feedback.

Study 40

Study Journal Coaching Survey 40

Selling Essentials RapidLearning Center

FEBRUARY 18, 2019

In fact, a recent analysis of the available research found that, yes, managers are critical to the success of workplace training – specifically because they are in a unique position to coach their employees throughout the learning process. Below are the most important behaviors identified in the study. Mentoring and feedback.

Study 40

Study Journal Coaching Survey 40

Lessonly

SEPTEMBER 1, 2020

The purpose of training and development at an organization is to teach valuable skills to employees and to encourage them to continue strengthening those skills over time to bring their performance to the next level. Increased employee retention and performance are just a couple of the many benefits of training. It eliminates errors.

Training 26

Training Microsoft Course Benefit 26

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? 2013 has been a struggle. Studies show that buyers are anywhere from 50-80% through their buying cycles before contacting sellers. A watershed event for sellers is realizing that opportunities must be qualified to determine if buying decisions are likely to be made.

Training 45

Training Buying Cycle Hiring Vendor 45

Sales Training Connection

AUGUST 7, 2013

But a warning … you don’t have many opportunities to get it right and if you get it wrong the first time, you probably won’t have a second time. Martin interviewed 1,000 customers as part of a win-loss analysis study. ©2013 Sales Momentum ® , LLC. Selling to senior executives.

Buying Cycle 111

Buying Cycle Analysis Training Competition 111

Miller Heiman Group

APRIL 30, 2019

By tracking contacts, activities and opportunities, CRMs lent transparency to sales operations, allowing companies to better forecast revenue. In 2013, 37 percent of sales teams reported widespread use of CRM systems. As new AI-based systems enter the marketplace, there are integration and training issues for companies to consider.

CRM 64

CRM Data Tools System 64

Mindtickle

AUGUST 2, 2018

New Employee Orientation isn’t just an HR initiative, as most businesses think, but a unique opportunity to catapult your new employees into a high-performance orbit in the pursuit of business objectives. In one of its studies, Aberdeen interviewed 466 companies that were running some form of new employee orientation.

Hiring 40

Hiring Research Strategy Harte Hanks 40

Mindtickle

MARCH 12, 2016

New Employee Orientation isn’t just an HR initiative, as most businesses think, but a unique opportunity to catapult your new employees into a high-performance orbit in the pursuit of business objectives. In one of its studies, Aberdeen interviewed 466 companies that were running some form of new employee orientation.

Hiring 52

Hiring Research Strategy Harte Hanks 52

Selling Essentials RapidLearning Center

MARCH 27, 2019

A recent study out of Kent State University explored how problematic multitasking is among learners using e-learning compared to traditional classroom learning. Another study out of a South Korean university may have some answers. Another study out of a South Korean university may have some answers. The research. doi: [link].

How To 40

How To Face-to-face Sage Social Media 40