Selling Essentials RapidLearning Center

DECEMBER 15, 2020

It’s safe to say that thanks to the Covid crisis, most of us are now accustomed to conferring with colleagues, holding team meetings, and following training courses through virtual platforms. This idea goes back well before the pandemic, to 2014, when Harvard Business School was launching its HBX online education initiative.

Training 52

Training Skype Groups Follow-up 52

Selling Essentials RapidLearning Center

MAY 30, 2023

If you train rank-and-file employees to train others, you not only multiply your effectiveness, you improve the breadth and depth of the trainers’ own skills and knowledge. In one of these studies , students were randomly assigned to learn complex math problems. Unsurprisingly, they also did better at solving them.

Journal 52

Journal Study Groups Education 52

Sales Training Connection

DECEMBER 3, 2014

Sales training. Each year lots of companies spend lots of money on sales training. Is sales training as effective as it needs to be? Today, sales training is significantly better than it was ten years ago. Only 32% described their own organization’s training as effective.

Training 99

Training Survey Sales Coaching Report 99

SBI Growth

JULY 21, 2013

CMO’s can help sales make the number in 2014. WANTED: CMO’s to Guide Sales to Make the Number in 2014. Role of Marketing : Training and quick reference guidance on social selling best practices. Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Marketing Leaders Guide the Way.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

The ROI Guy

JUNE 4, 2014

The top challenges was not what most expected: Not the need for more leads, the ability for sales to find more content, new social selling skills, or more sales training. Instead, the study results revealed that the Value Gap is by far the top challenge, indicated by a whopping 71% of execs as their top issue for 2014.

Lead Rank 70

Lead Rank Lead Scoring Face-to-face ROI 70

Understanding the Sales Force

SEPTEMBER 17, 2014

Half of my own training, coaching and consulting clients are inside sales forces! OMG is working on a major sales effectiveness study that looks not only at traditional sales effectiveness, but also inside, inbound and social selling effectiveness. And the brochure for the 2014-2015 Top Sales Academy is available here.

Inside Sales 212

Inside Sales Outside Sales Study Distribution 212

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. The #1 reason sales reps do not achieve quota goals is not a lack of leads, products, CRM or training – but a failure to effectively communicate value to today’s more frugal / skeptical prospect.

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

SBI Growth

JULY 23, 2013

Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014. As the following BMW case study illustrates, Social Selling impacts the entire organization. SBI’s 7th annual research tour has begun.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Score More Sales

DECEMBER 18, 2014

So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. You can see more about the study here. 85% of these companies hired employees in 2014 with 40% of those who replied saying they hired fewer than desired this past year. Expand geo footprint (61%). participated.

Hiring 198

Hiring Wireless Policies Travel 198

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Performance culture is studied in depth in our 2014 Research Tour. Continually develop and train on new strategies. By investing in both in 2014, you will set yourself up for long term success. The comp plan must incentivize the right behavior.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

AUGUST 4, 2013

Converting to Agile Performance Reviews will help you Make the Number in 2014. Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training. In a recent study , 57% of employees either "never had a performance review or rated their most recent performance review as neutral to not useful.".

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

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." Results - In a study in 2010 by McKinsey showed that 75% of solution selling projects fail. This will help you ensure you beat the 2014 number. The best way to do that is “Train the trainer”.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

Score More Sales

APRIL 29, 2014

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. Click here to download the study. According to the study, one-third of leads submitted NEVER receive a phone call.

Retail 239

Retail Lead Rank Lead Scoring Study 239

Score More Sales

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. What do you see changing for your business in 2014 and beyond?

Study 216

Study Influencer Lead Rank Lead Scoring 216

SBI Growth

AUGUST 7, 2013

Get a copy of our 6 Sales VP Essential Skills Scorecard when you register for this event: How To Make Your Number in 2014 : A Sales Strategy You Can Execute. Skills Training: Unless directed, the sales manager takes an ad-hoc approach to skills. She recommends reading the latest books or product training.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. The fast-paced, online, data-driven sales environment requires new sales training programs to empower the team. Why are Sales Training Programs Important.

Training 52

Training Hiring Trends Retention 52

The Sales Hunter

MARCH 20, 2014

A number of books have been written and studies conducted on what it takes to become an expert. There are plenty of arguments that say it takes 10,000 hours of concentrated study or whatever. Copyright 2014, Mark Hunter “The Sales Hunter.” Blog leadership Professional Selling Skills sales motivation sales training'

Motivation 205

Motivation Selling Skills Study Engineering 205

Sales Training Connection

JANUARY 15, 2014

In Carlson and Shu’s study , more claims were better – until the 4 th. If you want to read a brief summary of the study, you can find it in the New York Times.]. But, as is always the case, it’s wise to examine the study details. But the study was about B2C sales. ©2014 Sales Momentum ®.

B2B 117

B2B Construction B2C Study 117

Sales Training Connection

JANUARY 29, 2014

Recently the TAS group in partnership with SalesforceWork.com published a study on how well things are going out there. To increase 2014 sales, one resolution every sales manager might consider is: remove roadblocks to free up more time for salespeople to sell. ©2014 Sales Momentum ®.

Sales Management 131

Sales Management Top of Funnel Face-to-face Funnel 131

SBI Growth

AUGUST 22, 2013

Read on and you''ll be ready to Make the Number in 2014. Questions - after studying the package, the candidate is allowed to ask 5 clarifying questions about the sales opportunity. Analysis - the candidate studies the data provided, does independent research and determines the prospect''s needs. Sales can learn a lesson here.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Sales Training Connection

JUNE 25, 2014

Gallup studied 2,500 entrepreneurs to understand the actions and decisions that would answer that question. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC. Sales managers – success.

Sales Management 123

Sales Management Sales Leadership Promotion Study 123

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.). Average per-person spend has increased by 5 percent annually since fall 2014. Planners also expressed concern for the level of training for hotel managers and sales­people.

Travel 205

Travel Incentives Incentive Lead Rank 205

Sales and Marketing Management

AUGUST 20, 2020

On the professional level, athletes are paid exorbitant salaries, thus it only makes sense for owners to seek the best return on their investment by supplying elite training equipment that can help draw out every bit of their skills. A laboratory for studying work environments. the temperature, for example?—?can

Real Estate 120

Real Estate Hiring Incentives Incentive 120

SBI Growth

NOVEMBER 6, 2013

Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Role of Marketing: Training and quick reference guidance on social selling best practices. Carefully study your team’s performance against the benchmark capabilities. Social Prospecting Guidance. Marketing Team Assessment & Roadmap.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

Sales Training Connection

NOVEMBER 21, 2014

Check out any sales training program and you’re likely find some of these sales skills being taught. A study by Millennial Branding and American Express , for example, reported that 61 percent of managers surveyed felt that soft skills were more important in new hires than hard skills, or even technical skills. ©2014 Sales Momentum ®.

Hiring 125

Hiring Face-to-face Lead Rank Study 125

Customer Centric Selling

APRIL 2, 2014

Sales Training Article: 2014 - So Far, So Good? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Now would be a good time to attend a sales training workshop to learn how you can save the year and make your number. Here''s Your Post-Q1 Wakeup Call. Miss your Q1 target?

Training 59

Training Buying Cycle Engineering Sales Cycle 59

Sales Training Connection

MARCH 5, 2014

One was a post by Dean Newland and the other was a Bluteau DeVenny & Company white paper reporting on its research study. The Bluteau DeVenny research study involved respondents in a variety of organizations and companies across generations. ©2014 Sales Momentum ®. We came across two pieces about generational differences.

Sales Management 114

Sales Management Study Coaching Survey 114

SBI Growth

OCTOBER 11, 2013

He trained his sales leadership team at each company to expect change. They implemented a new competency model and case study method. Technology, training, process and tools. Complete this 2014 planning assessment. Why Jim is Good— He has figured out how to make the complex simple. Some of you might say, too many.

Outsourcing Services 314

Outsourcing Services Hiring Scale Trade Show 314

Sales Training Connection

JUNE 6, 2014

According to a recent Gallup study – “To build and maintain patient loyalty and engagement in an era when consumers can shop around for the best value, healthcare organizations must not only provide quality care but also surpass patient expectations.”. ©2014 Sales Momentum, LLC.

Pharmaceuticals 103

Pharmaceuticals Health Care Pivotal Sales Cycle 103

Sales Training Connection

JUNE 9, 2014

According to a Corporate Executive Board study , as many as 25% of high-potential employees plan on leaving their jobs within a year. The CEB study shared these techniques that sales managers can use to better the odds: Ensure that work is stimulating and meaningful. ©2014 Sales Momentum, LLC.

Sales Talent 112

Sales Talent Hiring Sales Leadership Compensation 112

Sales Training Connection

FEBRUARY 5, 2014

Recently we can across an interesting study by Accenture about how to support idea generation through entrepreneurialism. Although the study focused on the business world in general, we thought several of the ideas were particularly important for how innovation can be infused into to the selling function. ©2014 Sales Momentum ®.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Score More Sales

APRIL 28, 2014

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. Click here to download the study. According to the study, one-third of leads submitted NEVER receive a phone call.

Retail 123

Retail Lead Rank Lead Scoring Study 123

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014. The top of the funnel is filling with highly qualified prospects.

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

Sales Training Connection

JULY 11, 2014

As it turns out – maybe a lot according to a recent study. Two types of motives were studied. For example, motives included a desire to get a good job later in life – considered to be an instrumental motive because the relationship was indirect – and a desire to be trained as a leader in the U.S. ©2014 Sales Momentum, LLC.

Motivation 103

Motivation Compensation Study Coaching 103

Sales Training Connection

OCTOBER 6, 2014

The Becker Hospital Review which shared the results of a 2014 Insigniam study that focuses on middle managers. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

No More Cold Calling

AUGUST 18, 2015

According to a study by Corporate Executive Board (CEB) , as many as 25 percent of high-potential employees plan to leave their jobs within a year. How much time and money will it take to recruit, hire, and train replacements for the top performers we lose? And high-potential salespeople have lots of opportunities to move on.

Hiring 120

Hiring Scale Cold Calling Compensation 120

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. But by now everyone knows that coaching and training are what turn salespeople into top performers.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296