Sales Training Connection

JANUARY 16, 2015

According to Bain & Company , B2B sales executives have seen a tremendous disruption in recent years – and there’s every reason to believe the trend will continue. In most B2B markets the buying process has changed dramatically. So what are some things a company can do right now to do a better job getting ready for 2015?

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

Score More Sales

DECEMBER 18, 2014

Midsize business owners (and their c-level execs) are optimistic and have put dollars into their 2015 budgets to invest in: Technology (85%). When it comes to hiring, 74% plan to hire in 2015, although 61% of the respondents feel there is a shortage of qualified talent. Others are predicting a strong 2015 for business as well.

Hiring 198

Hiring Wireless Policies Travel 198

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. The predictions may not be off the mark. Smaller Treadmills.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. The folks at Bain surveyed 550 B2B sales executives. ©2015 Sales Momentum, LLC. So how do you select the right colors?

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Alice Heiman

MARCH 25, 2021

IES started its WIS program in 2015, and now runs several initiatives specifically for the professional development of women in business-to-business (B2B) and enterprise sales. It is an unbiased and trusted partner for the delivery of sales programs, speakers, training, services and products.

Sales Leadership 131

Sales Leadership Oracle SAP SalesForce 131

LeadFuze

JULY 16, 2019

In the last few years, considerable attention has been paid to improving customer experience (CX) in the B2C world, however, research by Accenture Strategy makes it clear that CX is equally, if not more, important for B2B buyers as well. . Talking about expectations, B2B buyers seem to be much more demanding than B2C customers.

Influencer 63

Influencer B2B Customer B2C 63

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. What is your plan to grow and improve your presence in 2015? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. They are having search engines find insight about you.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. Know the Modern B2B Buyer.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Score More Sales

DECEMBER 23, 2014

Sales organizations need to take advantage of this scenario and leverage it in 2015. How are you helping your reps in 2015 with tools and systems that allow them to do their job better? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Close More Deals.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Vendor Neutral

JULY 30, 2021

Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training. Prior to that, he led Mid-Market Sales and Sales Development teams in the B2B Data Services space helping sales and marketing teams optimize their go-to-market plans.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

Score More Sales

JANUARY 9, 2015

Join hundreds of others who have already signed up for 5 Productive Strategies to Crush Quotas in 2015. Let’s all work together to make 2015 be the most PRODUCTIVE and effective in generating revenue, helping our teams, and hitting our goals. If you see a mention on Twitter about it, please re-share. Expand Your Pipeline.

Webinar Metrics 120

Webinar Metrics Twitter Inside Sales Google 120

DiscoverOrg Sales

DECEMBER 4, 2017

A similarly scary statistic came from Docurated’s State of Sales Productivity 2015 study, which found that salespeople only spent 1/3 of their time actually selling. Training, training, training. In particular, focus on areas of training and coaching if you are looking to improve sales performance.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Score More Sales

SEPTEMBER 30, 2014

There is no question that the ease of collaboration in 2014 and 2015 is helping businesses and making better use of everyone’s time. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. In addition to collaboration, by using the cloud there is a lot of flexibility for expansion and growth.

Real Estate 249

Real Estate Compensation Vendor Intent 249

Score More Sales

DECEMBER 22, 2014

How different would it be to begin 2015 with some solid appointments and opportunities rather than a blank slate? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now?

Prospecting 262

Prospecting Ideal Customer Profile Decision Maker Twitter 262

Zoominfo

OCTOBER 19, 2021

What you see in ZoomInfo today is a lot of the vision that I had for DiscoverOrg in 2015, 2016, but I never built a good enough engineering and product team to make that vision come to life,” Schuck said. Go Big on Data Privacy Like many B2B services, ZoomInfo collects the type of data about professionals that you find on a business card.

Engineering 130

Engineering Hiring Software Software 130

Sales Training Connection

SEPTEMBER 22, 2015

Online Sales Training. The good news is there are more effective and affordable training options to correct that deficiency than in times past. Most companies with a B2B sales team have investigated or implemented online sales training in the distant past. Recent years have seen tremendous disruption in how customers buy.

Training 50

Training Knowledge Base Exercises Travel 50

Janek Performance Group

OCTOBER 4, 2022

My reply is, you trained them to talk to prospects and trust them to do that. It would make sense to provide some training and give them the ability to leverage their network for the company. It allows you to identify the top skills in your industry based on the title and see the change since 2015.

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 62

The Pipeline

FEBRUARY 19, 2016

In 2015 they hosted over 30,000 attendees—and this year is going to be even bigger, better and more exhilarating. Grant Cardone , CEO of Cardone Training Technologies. Lori Richardson, B2B Midmarket Sales Expert. Dave Mattson, CEO and President Sandler Training. There will be something for everyone. Sign up here!

Top of Funnel 120

Top of Funnel Groups Funnel Analytics 120

No More Cold Calling

OCTOBER 30, 2016

One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “ The Death of the B2B Salesman.” These referral posts from October will help you get there: Think Robots Will Replace B2B Sales Reps? In 2015, 43.6 It’s the same problem over and over again for B2B sales.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

Seismic - Sales Effectiveness

AUGUST 25, 2019

The 2015 MHO Best Practices Study reveals that “having a strategy and knowing the right things to do [is] a huge differentiator between top performers and others” Sales Efficiency and Sales Effectiveness – What Do They Mean? Step 2: Give sales reps the proper training. A Few Key Stats.

How To 80

How To Quota Sales Enablement Survey 80

Sales Training Connection

DECEMBER 12, 2014

The second point relates to an important trend in the world of B2B buying and it is the strategic reason for making a big to-do about selling consultatively. Recently Ian Altman published a Forbes article entitled – Top 10 Business Trends that will Drive Success in 2015. Let’s take a look. Customers value subject-matter experts.

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. Not only will companies need more inside reps, but they will also need people well trained in the products and services they sell, people who can talk and engage prospects without a script. Given these forces, here’s what we anticipate.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Score More Sales

OCTOBER 15, 2014

One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Where are you? Listen for Prospective Buyers.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Score More Sales

DECEMBER 29, 2014

What can you put in place in 2015 to help sales reps be more effective in starting with the best data possible? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. You must find a way to regularly update your data, merge records, and delete bad records. Close More Deals.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Partners in Excellence

JULY 15, 2015

It’s brilliant in it’s simplicity and is a great starting point to look at the challenges of B2B Decision-making. ” It’s easy to understand this in the context of individual or personal purchases, but too often overlooked in B2B sales. There are actually two other things that happen as B2B buyers make decisions.

B2B 48

B2B Buyer Buying Cycle Groups 48

Score More Sales

JANUARY 8, 2015

Instead of full focus on new products and training for new products / services, be sure to make time for sales skills development. Unless everyone is at 100% quota, which is highly unlikely, have time for coaching and training. Contact us if we can offer more ideas to help you make 2015 the year that sales really take off.

Twitter 120

Twitter Inside Sales Groups Survey 120

Score More Sales

OCTOBER 24, 2014

Think of the questions sales and marketing needs to get answers to in order to better serve buyers in 2015 and beyond. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. There is a premium version for bigger capabilities. Answering Questions Like, “Which Deals Are Likely to Close?”.

Analytics 221

Analytics Analysis Compensation Data 221

Sales Training Connection

JUNE 23, 2014

Some 74% of B2B decision makers, for example, use LinkedIn for business reasons, while 42% use Twitter. Second, Millennials will outnumber Gen-Xers by 2015 and 75% of them use social networking versus 50% of Gen-Xers (and 30% of boomers). Technorati Tags: sales best practices , sales training , sales trends.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). LinkedIn is the most powerful research, connection and engagement platform on the face of the planet for B2B selling.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Crunchbase

MARCH 1, 2023

Mary Shea VP Global Innovation Evangelist, Outreach Mary Shea produces thought-provoking research on the sales technology landscape, the future of buying and selling, and the importance of having diverse, equitable and inclusive B2B sales organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Score More Sales

JANUARY 19, 2015

I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. I can’t wait for 2016. Close More Deals.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

Customer Centric Selling

DECEMBER 31, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. For complex B2B transactions I struggle to accept this statistic and wanted to suggest two (2) separate and distinct activities that must be completed before B2B buying decisions are made : Product/offering research and evaluation.

Research 92

Research Buyer Buying Cycle Vendor 92

Pointclear

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. In a recent SiriusDecisions study, 92% of B2B organizations said ABM is “extremely” or “very” important to their marketing efforts. ABM is “RAD” (helps with Retention, Acquisition and Development)!

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Sales Training Connection

MAY 15, 2015

According to Bain & Company, B2B sales executives have seen tremendous disruption in recent years – and there’s no reason to think it won’t continue. In B2B markets success is achieved when everyone comes to the party. The folks at Bain surveyed 550 B2B sales executives. ©2015 Sales Momentum, LLC. Are you ready?

Scale 50

Scale Buying Cycle Survey Sales Coaching 50

Alice Heiman

JUNE 12, 2019

He felt that his salespeople had adequate training in the product and were able to clearly articulate the value proposition, so he couldn’t understand the low close ratio. According to Gartner , The number of people involved in B2B purchase decisions rose from an average of 5.4 in 2015 to 6.8 in 2017.

Lead Rank 117

Lead Rank Lead Scoring Decision Maker Leads 117

Allego

MAY 11, 2018

Allego customers and partners came from all over the country to share ideas on how to best train and enable their sales teams. factor increase in platform usage between 2015 and 2017, in addition to repeated recognition by industry analysts as leaders in the emerging space of sales learning and coaching technology. Setting the scene.

Hotels 54

Hotels Commence Conference Consumer 54

Sales Training Connection

MAY 29, 2015

The first answer we heard was “follow-up” We smiled … MedTech and other B2B customers we’ve surveyed over the years have universally told us that what was most important to them in a salesperson is, “do what you said you will do” – or in other words, follow-up … keep your promises. ©2015 Sales Momentum, LLC.

Follow-up 50

Follow-up Survey Up-Sell B2B 50