SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Harvard Business Review research suggests that companies on average deliver only 63% of the financial performance their strategies promise.

Strategy 293

Strategy Analysis Quota Resources 293

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. It simply reinforced the strategies she was already employing. A 4 day training at corporate. Does this ring a bell?

Training 293

Training Top of Funnel Hiring Hotels 293

Sales and Marketing Management

NOVEMBER 17, 2013

Issue Date: 2013-11-01. Teaser: Post-mortoms on failed sales training reveals common threads as to why companies are wasting their training budgets. Post-mortoms on failed sales training reveals common threads as to why companies are wasting their training budgets. Author: Dave Stein. read more'

Strategy 259

Strategy Training Company Sales 259

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.

Maximizer 306

Maximizer Training Face-to-face Webinar Metrics 306

Score More Sales

OCTOBER 9, 2013

Either way, I’d like to personally invite you to an action-packed, full-of-ideas webinar we are calling Kick Butt Strategies to Close the Year Strong. Actionable strategies to close more deals by year-end. We’ll be strictly sharing tips and strategies for successful deal-closing, something I think most of us could use.

Webinar Metrics 214

Webinar Metrics Closing Strategy Lead Rank 214

Mindtickle

AUGUST 28, 2023

With those unique circumstances in mind, the importance of effective sales training cannot be overstated. In this blog post, we’ll outline the unique challenges faced in pharmaceutical sales training and provide practical solutions. What are some challenges in pharmaceutical sales training?

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

A Sales Guy

DECEMBER 7, 2012

If you buy into the premise that it’s people behind success, which we should, then understanding your teams strenths and weaknesses should be at the core of your 2013 planning. Knowing that achieving your 2013 goals is directly dependent on your team, have you asked yourself are they up to the task? Not everyone makes it.

Sports 107

Sports Exercises Objections Positioning 107

Score More Sales

JUNE 25, 2013

Soon, you’ll gain more confidence and strategies that work — and by doing that, you’ll gain more opportunities. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. Close More Deals.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

Score More Sales

MARCH 26, 2013

I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips.

CRM 235

CRM Guidelines Data Compensation 235

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

Increase Sales

JANUARY 6, 2015

Sales enablement continues to increase in popularity within the sales training community. However, enablement should not just be relegated to sales training instead enablement should become a fully integrated business strategy, let me explain. The word enablement comes from the verb, enable, which means “to make able.

Training 70

Training Strategy Lead Rank Face-to-face 70

HeavyHitter Sales

FEBRUARY 23, 2013

Based upon my experience, here’s my list of the best companies to sell for in 2013. Cadence Design Systems  www.cadence.com – 2012 was a big year for Cadence with revenues growing to $1.326 billion… 2013 promises to be even better.  Other Steve W.

Company 152

Company Analytics Enterprise Enterprise 152

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. This particular company wanted to reinforce the sales process, sales strategy execution as well as increasing the focus on customer service.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

Score More Sales

DECEMBER 3, 2012

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” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Territories 220

Territories Distribution Outbound Outside Sales 220

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

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. This is likely because enablement strategies are wide-ranging in scope, meaning it can be difficult to know which aspects to prioritize.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales Training Connection

OCTOBER 18, 2013

Sales strategy – defeating the invisible competition. Having a clear picture of the competitive landscape is crucial to crafting a successful sales strategy. To win the second sale salespeople need a strategy for overcoming the no-decision momentum. ©2013 Sales Momentum ®.

Strategy 117

Strategy Competition Face-to-face Resources 117

Increase Sales

JUNE 20, 2013

Believe it or not in spite of all the articles, books, sale training coaching and enterprise consulting on creating a culture of high performance, there are still Fortune 500 companies who are clueless when it comes to creating a united sales strategy where there exists a culture of collaboration among their sales management and team members.

Strategy 137

Strategy Hiring Coaching Conference 137

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. When building your strategies, start with the needs of your customers' customers and work backwards to discover how you can be the most helpful.

Loyalty 51

Loyalty Training Trade Show Customer 51

Anthony Cole Training

MARCH 19, 2013

During their annual conference, many topics, methods, strategies, and product evaluations are presented and discussed. Do you have the right people that, when aligned, motivated, trained and managed, will get you to your mission? Tony Cole – President, Anthony Cole Training Group. Sales POINT: You must have the right people.

Hiring 198

Hiring Banking Survey Conference 198

SBI Growth

SEPTEMBER 16, 2013

Recently we trained a team of 50+ sales reps from a B2B enterprise company. Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” This article will provide you with insights and strategies for still making the number in 2013. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

Increase Sales

AUGUST 23, 2013

In either instance, this simple increase sales strategy may help you. The premise of this goals clarification session as an increase sales strategy is to determine the real problem. Sales Strategy Explained. This sales strategy does work and will increase sales as I have employed it on numerous occasions.

Strategy 137

Strategy Hiring Small Business Small Business 137

No More Cold Calling

JUNE 30, 2021

I was working for a global consulting and training firm. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible.

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

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.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

Sales Training Connection

OCTOBER 11, 2013

Developing an account strategy. Let’s start by examining some of the fundamentals for developing an account strategy – beginning with an actionable definition: An account strategy is a plan of action for getting to the right person, at the right time, with the right message. So there are no winning generic account strategies.

Account 110

Account Strategy Negotiation Pivotal 110

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. Fast forward to 2013. Why I made referral selling my life’s work. The year was 1996. Yep, that was my experience as well.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. HBR backs me up on this, suggesting referral selling as a key strategy for gaining new-customer access: “Leverage referrals.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. Question : What Sales Productivity Problem should you Fix in 2013? H ow to Sequence.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

SBI Growth

MARCH 17, 2013

An athlete trains to make it to the pros, yet must continue to train to remain. Marketing strategy has evolved at breakneck speed. Don't think that marketing strategy is like an ageless classic car. New buyer-centered proceses are at the center of marketing strategy. Crush Your Number in 2013. Measurement.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

Sales Training Connection

JUNE 17, 2013

NBA Finals and Sales Strategy. Sales strategy and the NBA? Are there lessons to be learned for sales strategy ? If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Momentum ® LLC. In fact, that is the case with most of the NBA.

Strategy 104

Strategy Analysis Training Sales Enablement 104

Sales Training Connection

JULY 29, 2013

Successful major account salespeople sell differently – starting with crafting sales strategy. Fifteen tips are: Sales Strategy Formulation. Sales Strategy Execution. Deal with passive competition - when the buying process stalls and customer does nothing, by crafting strategies to overcome the no-decision momentum.

Account 115

Account Strategy Ideal Customer Profile Sports 115

Sales Training Connection

NOVEMBER 1, 2013

Here are four strategies for handling conflict in a sales negotiation : First do no harm. Point-counterpoint debate strategy is not an effective way to resolve a conflict in major account negotiations. Finding a way out of a difficult conflict depends more on joint problem solving than a strategy to win the debate.

Negotiation 122

Negotiation Strategy Face-to-face Proposal 122

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. 2) Jill Konrath.

Channels 111

Channels Video Training Hiring 111

Increase Sales

JULY 5, 2013

During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? My quick and direct response was “banks and other financial institutions continue to use the same training providers they have been using for the last 20 plus years.”

Banking 136

Banking Training Infusion Retention 136

Sales Training Connection

MAY 13, 2013

Sales Training. The second piece of the puzzle is getting Sales Training into the game. Salespeople cannot be expected to effectively and efficiently be an early warning mechanism for Value Migration without sales training. First of all – that type of sales training is feasible. ©2013 Sales Horizons, LLC.

Training 111

Training Trends Competition Sales 111

Score More Sales

MARCH 18, 2014

What’s in it for you, if you are a seller or sales leader is MORE revenues, and some great satisfaction in learning new strategies for building business. We will be sharing thoughts from the top colleagues in social selling and how they are shining a light on strategies that work. The basics that are often overlooked.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250