Sales Training Connection

JUNE 4, 2014

Sales Managers. If you want to get better at management a good first step is – stop annoying you staff. People complain about their managers regardless of their position inside the organization or the type of business all the time. This good idea also holds true for sales managers.

Sales Management 123

Sales Management Face-to-face Pivotal Sales Leadership 123

Anthony Cole Training

SEPTEMBER 4, 2014

I stopped reading, highlighted the passage and made the following note: “This pertains to sales managers and sales professionals in their relationship AND should also be applied to sales professionals and buyer relationships!”. How does this fit in sales and sales management?

Sales Management 168

Sales Management Negotiation Insurance Insurance 168

SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or training to add emerging practices to your sellers’ skill sets. Or sales recruiting to staff a new go-to-market channel. Improved sales feeds improvement to the rest of the organization.

Hiring 288

Hiring Incentives Incentive Benefit 288

Customer Centric Selling

JULY 2, 2014

Sales Tips: How to Boost the Remainder of Your 2014. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Early in my sales management career, I was astounded by how hopeful salespeople were that had achieved 35% of their annual quota going into the fourth quarter.

Face-to-face 69

Face-to-face Negotiation Proposal Pipeline 69

SBI Growth

AUGUST 23, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Learn why a customized sales process is the ultimate competitive advantage. Not Just a Regular Sales Process. The problem with a regular sales process is that it is misaligned with the buyer.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

Sales Training Connection

MAY 9, 2014

Jason Kanigan at Salestactics.org interviewed Richard about sales training trends earlier this week. Some of the points raised were: Upgrading sales teams is a continuous challenge given the changing sales environment. Most companies have purchased some sales training – especially around basic selling skills.

Trends 115

Trends Training Sales Coaching Coaching 115

SBI Growth

AUGUST 27, 2013

There are certain trainings that can produce these results. Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. Recognize the deals that are moving faster than the buyer moving. Specific Seller actions that can get the buyer to take action. Yet most reps don’t understand it.

Closing 306

Closing Pipeline Buyer Call-back 306

SBI Growth

AUGUST 4, 2013

Converting to Agile Performance Reviews will help you Make the Number in 2014. Unfortunately, none of these apply to a modern sales organization. Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training. Persona and Buyer Process Map skills.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

Customer Centric Selling

AUGUST 5, 2013

Sales Training Article: "When Is This Deal Going to Close?". By Scott Gruher, Sales Benchmark Index (SBI) Image courtesy of imagerymajestic at FreeDigitalPhotos.net "When Is This Deal Going to Close?" The worst question a sales leader can ask a rep. Bring the buyer value that isn''t related to your solution.

Training 63

Training Sales Management Forecasting Coaching 63

Your Sales Management Guru

MARCH 24, 2015

The 10 Traits Buyers Seek in Sales Superstars. Most sales training courses emphasize the importance of addressing the customer’s needs. Those discussions are critical for making sales. Our research indicates that, from the buyer’s point of view, the best salespeople: 1. Make the buyer a hero.

Buyer 40

Buyer Journal ROI Training 40

SBI Growth

SEPTEMBER 2, 2013

We write frequently about aligning your sales process to your ideal customer''s buying process. If you don’t do this, you’re mis-aligned with your buyers. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Team meetings are run by sales managers.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

JUNE 30, 2013

Consider this: Buyers are buying differently today. You are hiring a new breed of rep and implementing a new sales methodology in response. Training organized in “sprints”. The sales manager owns the process and is paid on average ramp time. Training happens in the field, not in the class room.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

Hubspot Sales

APRIL 6, 2020

They rely on manually-entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers. In inbound sales — the modern methodology for sales teams — companies base their sales process on buyer actions.

Webinar Metrics 120

Webinar Metrics Strategy Hiring Hubspot 120

Sales Training Connection

MAY 5, 2014

Sales role plays. From time to time we hear disparaging words about the use of role-plays in sales training programs. Here are some fundamentals for designing sales role-plays that will create an experience that will be well received by salespeople and sales managers – provide a platform for real behavior change.

Construction 117

Construction Training Groups Buyer 117

Sales Training Connection

MARCH 19, 2014

Applying this proposition to sales training, let’s use role-plays as an example, recognizing that the points apply to other types of exercises, too. Sales managers or selected top sales performers play the customer role, orchestrate the feedback session and share best practices. Alternative.

Lead Rank 117

Lead Rank Training Face-to-face Coaching 117

Sales Training Connection

MAY 30, 2014

Because of the scope of the change on the buyers’ side of the equation, a comprehensive perspective of innovation is required: sales force designs need revisiting – sales processes should be reviewed – roles and responsibilities deserve a new look and that is just the short list. ©2014 Sales Momentum, LLC.

Sales Leadership 111

Sales Leadership Government Guarantee Vendor 111

Sales Training Connection

AUGUST 1, 2014

Second, while professional services staffers may consider their products as separate silos, many buyers do not. Underpinning these characteristics is the role sales management plays. You can take a deeper dive into team selling, along with the other sales skills needed to develop business – register here.

Incentives 93

Incentives Incentive Guarantee Engineering 93

Sales Training Connection

MAY 7, 2014

Buyers today have more information available about the products they wish to purchase than ever before. This is one of the reasons why today buyers may be 50% through their buying cycle before they even contact selling organizations. Where possible the sales manager needs to help the sales rep manage and minimize these risks.

Sales Coaching 109

Sales Coaching Coaching Buying Cycle Commission 109

Your Sales Management Guru

OCTOBER 27, 2014

Emotion has always been a major element in the sales environment, buyers today are more risk adverse, salespeople are more cautious and less self confident and worse the relationships between buyers and sellers are caught up in cost vs value. What are your action steps to reduce fear and finish off 2014?

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Sales Training Connection

OCTOBER 7, 2014

Mark Roberge – Chief Revenue Officer of Inbound Sales Products for HubSpot – published an interesting article answering this question in the SMM Monitor. The challenge for sales management is to develop the mindset and skills to leverage that potential. ©2014 Sales Momentum, LLC. It’s definitely worth a read.

Hiring 108

Hiring Hubspot Inbound Analytics 108

Your Sales Management Guru

DECEMBER 9, 2014

My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. In fact I will recommend it as an internal sales training book club tool as well! Ken has written 5 books, his latest book is: SLAMMED!

Handbook 87

Handbook Negotiation Call-back Sales 87

Sales and Marketing Management

JUNE 1, 2018

I like numbers when I want to look at quantitative data from a sales manager role, but the power of storytelling is way underrated,” says Carter Young, director of sales training and operations at SaleScout Data Solutions, a B2B sales intelligence provider.

Marketing 226

Marketing Telemarketing Scale Education 226

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Andy has put together 40 chapters of concise, practical and most important the right information that when implemented can drive your sales to the next level.

Top of Funnel 82

Top of Funnel Lead Rank Lead Scoring Maximizer 82

Platinum Rules for Success

DECEMBER 26, 2018

You can be well prepared with information and sales tools, but if you are not in the appropriate frame of mind, or if you do not appear professional to the buyer, you might not get the sale. Targeting explores the markets or groups you may target as prospective buyers. Ultimately, we are all our own ‘sales manager’.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Sales managers love ClearSlide for the insight it offers into their team’s activities, and sales people love the automatic activity logging. That’s me with Sassy. Bloomfire ToolSkool. CallidusCloud.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Hubspot Sales

JANUARY 17, 2018

Make It Happen Mondays -- B2B Sales with John Barrows. The Sales Podcast. After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube. Hosts: Sales trainer Bryan Neale and author, speaker, and coach Bill Caskey.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Increase Sales

JUNE 4, 2014

A crafty buyer will sometimes set a trap for a salesperson by casually mentioning their displeasure with their current vendor to see how the rep responds. Although lasting trust is developed over time, these three steps will accelerate the process of creating sales-winning credibility with your prospects.

Vendor 135

Vendor Face-to-face Exact Competition 135

Your Sales Management Guru

NOVEMBER 17, 2014

The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Lead Rank 90

Lead Rank Lead Scoring Analytics Benefit 90

Customer Centric Selling

MAY 30, 2016

We were lucky to get tidbits of competitive intelligence when interviewing buyers about markets, products, and growth trends the old fashioned way—over the telephone. Win Loss Analysis explains why buyers choose the winning vendor in competitive sales opportunities, and why they don’t choose the losing vendors.

Fashion 40

Fashion Competition Analysis Vendor 40

Pipeliner

JUNE 13, 2018

He is the Managing Director of Specialized Sales Systems and founder of United Sales Resources. s origins, in 2014 when he wrote Simple Rules for Leading Sales Teams in the Social Selling Era , which garnered a significant amount of views considering the magazine’s infancy. His contributions date back to SalesPOP!’s

Lead Rank 58

Lead Rank Cancellation Sports Coaching 58

Sales Hacker

AUGUST 2, 2019

But studies are showing that the old B2B sales and marketing mix isn’t working anymore. In fact, BrightFunnel report found that from 2014 to 2015: It took 52% more marketing touches to close a deal. The total number of touches were evenly split between pre-sales (53%) and the sales cycle (47%). As it worked. For a time.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

APRIL 28, 2020

Sam Jacobs: We’re excited to have on the show, Lori Richardson, a really well-known thought leader and speaker in the sales community. So, all sorts of PCs and peripherals and training and services. And that’s why training is such a big industry with so much waste in it. How much did that help you, Sam?

Sales Leadership 71

Sales Leadership Hiring Lead Rank Lead Scoring 71

Sales Hacker

APRIL 22, 2019

Why training is so important. Don’t Be Afraid to Re-Train [35:33]. Showpad is the leading sales enablement platform for the modern seller. Using the most comprehensive data on successful sales interactions, Showpad fuels AI to discover, replicate, and automate what works for top performers. What You’ll Learn.

Company 54

Company Hiring Scale How To 54

Cience

MAY 7, 2019

What is a Sales Lead? In the B2B selling process, a sales lead is a decision maker (and her/his contact data) at a company that you hope will become your client. Potential buyers bear this title in mind mainly when they are in the top of a purchase funnel. There are many sales leads out there. people change their jobs.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

Cience

MAY 7, 2019

What is a Sales Lead? In the B2B selling process, a sales lead is a decision maker (and her/his contact data) at a company that you hope will become your client. Potential buyers bear this title in mind mainly when they are in the top of a purchase funnel. There are many sales leads out there. people change their jobs.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

LeadFuze

AUGUST 5, 2021

Here are the best sales blogs in Slideshare form, or below the presentation are all the individual sales blogs with a little more detail. Sales Hacker. The Gist: Tackling topics that shape the next generation of sales. Unbiased, detailed content for both buyers and sellers from a range of informed authors.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98