Sales and Marketing Management

AUGUST 16, 2015

Issue Date: 2015-08-17. Teaser: While the demands on sales reps have grown dramatically in recent years, training approaches have remained stagnant. Our company has enjoyed tremendous success with a blended learning format. Our company has enjoyed tremendous success with a blended learning format. read more

Training 120

Training Research Meeting Company 120

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

Score More Sales

JANUARY 5, 2015

There are 20 leads on this list, plus I have a separate referral from an executive who was a client of mine at another company I used to work for. He is now at a new company and wants to connect me to their IT executives for a potential meeting. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Sales Qualified Lead 120

Sales Qualified Lead Lead Rank Lead Scoring Referrals 120

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Still, other than those opportunities you bring with you, where will your 2015 business come from? How many WINS from new name business?

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Score More Sales

OCTOBER 15, 2014

A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Where are you? Expand Your Pipeline.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Customer Centric Selling

DECEMBER 12, 2014

Sales Tips: How to Take Control of Your 2015. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! Image courtesy of Stuart Miles at FreeDigitalPhotos.net.

How To 90

How To Sales Qualified Lead Lead Rank Lead Scoring 90

The ROI Guy

JANUARY 26, 2015

2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI). Unfortunately, according to the psychologist and a pioneer in the study of memory and learning, Ebbinghouse, 87% of this training will be forgotten within weeks according to.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

Your Sales Management Guru

DECEMBER 29, 2014

The One Must Do Action Step to Ensure a Great 2015. The first action they need to do is reach out to every one of their existing clients, in a physical meeting if possible, and discuss with them their use/satisfaction and impact of the salespersons product/services on their company. What is your plan to get a jump start on 2015?

Penetration 99

Penetration Exercises Motivation Referrals 99

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. Sales training is moving to a mobility mode. This is a new trend that will evolve quickly in 2015-16. Enjoy and may 2015 be your best year ever.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Steven Rosen

DECEMBER 3, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. I believe that the best and most rewarding way I can achieve my mission is by coaching, training, mentoring and transforming sales managers into STAR sales coaches, thereby elevating their careers, income, and professional success.

Hiring 272

Hiring Coaching Survey Sales Coaching 272

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. Companies want sales reps that can function as trusted advisors who can provide fresh insights and new ideas for solving business problems. Selection.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

Selling Essentials RapidLearning Center

SEPTEMBER 28, 2021

In the workplace, studies show that employees can reduce their stress, lower their blood pressure, enhance their memory, cultivate empathy with others, improve their performance and raise their engagement level through mindfulness training. But that’s unlikely to happen in the context of a work-sponsored mindfulness training program.

Training 52

Training Journal Study Groups 52

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 innovation (one of my interests within growing companies), it was interesting to see these statistics among the participant mid-market companies: 53% use cloud computing.

Hiring 198

Hiring Wireless Policies Travel 198

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. How well are companies meeting the challenge? And if buyers change how they buy – salespeople need to change how they sell.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. Learn More.

Journal 40

Journal Territories Groups Coaching 40

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. IES programs provide both the opportunity for companies to support the professional development of the women on their teams and to reach their stated equity goals.”.

Sales Leadership 131

Sales Leadership Oracle SAP SalesForce 131

The Pipeline

OCTOBER 9, 2014

How organizations deal with this is often the difference between great sales companies, and a bunch of also-rans. Certain habits and changes take more than 12 moths to evolve, sales culture, processes and habits are one, but most companies spend silly time tying one to the other. Sales Skills Sales Training Tibor Shanto'

Government 296

Government Face-to-face Incentives Incentive 296

Steven Rosen

OCTOBER 14, 2014

STAR Results) has launched its global 2015 STAR Sales Manager Survey. Steven Rosen founder of STAR Results says, “For companies to achieve better sales results they need to invest their resources into the proper training, support and coaching of their sales managers,” said Steven Rosen, founder of STAR Results.

Survey 273

Survey Sales Management Hiring Pharmaceuticals 273

Sales and Marketing Management

OCTOBER 1, 2017

You may already have a solution in place for your company, you may be looking for one, or maybe you’re just familiar with the term. Before sales enablement platforms existed, many companies had no definitive way to ensure their sales teams were fully knowledgeable about products, services, go-to-market strategy, buyer base, etc.,

Sales Enablement 261

Sales Enablement Marketing Vendor Infusion 261

OpenSymmetry

MARCH 24, 2015

2015 started strong for us at OpenSymmetry in Singapore. With such great activity, we took part as a speaker and exhibitor at the Anaplan Hub in Singapore on 18 th March 2015. The event ended with Anaplan doing a deep dive into their modeling, which is a continuation of their advanced training for partners. Connect on LinkedIn.

Cost Per Thousand 40

Cost Per Thousand Forecasting Revenue LinkedIn 40

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

Openview

JULY 18, 2018

Delayed retirements and the increased prevalence of university education mean it is now also common for people from older generations to be managed by people from younger generations, meaning there is no longer a clear generational hierarchy in most companies. Varied Training Methods. Cross-Gen Collaboration.

Training 62

Training How To Education Demographics 62

Steven Rosen

APRIL 28, 2015

Although millions of dollars are spent supporting sales reps with initial training programs, product training and ongoing skill development, front line sales managers are not getting the training and development they require to do their jobs effectively. Rosen Tel: (905) 737-4548 or email me @ steven@starresults.com.

Leads 120

Leads Marketing Qualified Lead Survey Report 120

Janek Performance Group

OCTOBER 4, 2022

“There is no reason to do anything, other than act like a media company in today’s digital age,” said Gary Vaynerchuk, five years ago. Responding as Company to Any Post. LinkedIn now allows company page users to comment on or respond to any post in your feed as the company. LinkedIn GitHub Skills Explorer.

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 62

Steven Rosen

DECEMBER 9, 2015

10, 2015 – Star Solutions That Achieve Results Inc. For companies to achieve better sales results they need to invest their resources into the proper training, support and coaching of their sales managers,” said Steven Rosen, founder of STAR Results. Insights from the 2015 STAR Sales Management Survey.

Survey 120

Survey Sales Management Study Report 120

Steven Rosen

DECEMBER 9, 2015

10, 2015 – Star Solutions That Achieve Results Inc. For companies to achieve better sales results they need to invest their resources into the proper training, support and coaching of their sales managers,” said Steven Rosen, founder of STAR Results. Insights from the 2015 STAR Sales Management Survey.

Survey 120

Survey Sales Management Study Report 120

Steven Rosen

DECEMBER 9, 2015

10, 2015 – Star Solutions That Achieve Results Inc. For companies to achieve better sales results they need to invest their resources into the proper training, support and coaching of their sales managers,” said Steven Rosen, founder of STAR Results. Insights from the 2015 STAR Sales Management Survey.

Survey 120

Survey Sales Management Study Report 120

Steven Rosen

AUGUST 26, 2021

Companies that fail to communicate the compensation plan in the first month of the year tend to lag compared to their proactive competitors. Given that your company has already rolled out their plan, you must address your reps’ questions or concerns. If you have 8 or more, then you are going to have a great year in 2015.

Compensation 386

Compensation Lead Rank Lead Scoring Quota 386

Alice Heiman

JANUARY 17, 2023

There is no other function in a company that is as unproductive as sales. There is no other function in a company that is as unproductive as sales. [03:16] 06:54] We’re going to own siloed data, not just within companies, but between companies. 07:33] Sales is the lifeblood of companies.

Hiring 131

Hiring Sports Scale CRM 131

Score More Sales

DECEMBER 23, 2014

Bring-your-own-device (BYOD) policies are growing at mid-sized companies with many organizations giving new sales reps a tablet rather than a desktop or laptop now. Sales organizations need to take advantage of this scenario and leverage it in 2015. This conversation continues with more about other mobile tools in a future post.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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

Steven Rosen

MAY 1, 2015

What if you are left to sink or swim because your organization is going to send you out in the field without any formal training? One, companies lose not only a top performing sales rep but, they may also end up with a lousy sales manager. Top performers may end up leaving the company. Unheard of?

Survey 120

Survey Promotion Incentives Incentive 120

Sales Training Connection

SEPTEMBER 22, 2015

Online Sales Training. They expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before. They expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before. What happened on the first look?

Training 50

Training Knowledge Base Exercises Travel 50

Score More Sales

AUGUST 28, 2014

In fact, look up your company’s website as well as your industry counterparts and competitors. There are a few of the “big guys” in this space, and then there are tons of smaller companies. It is an evolution, and now is clearly the time to be thinking about this and planning for Q4 into 2015. No more 2001 stuff, please.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

Hubspot Sales

MARCH 25, 2019

The reality is that most companies offer sales incentives — we at HubSpot do, too. But this takes time, a thoughtful approach, and the support of your entire company. I'd grown up with these men, they'd trained me, but I knew in my heart of hearts that there was no way I was going to curve that behavior. Source: PFX. says Baker.

Incentives 93

Incentives Incentive Motivation Company 93

Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers. As a result, very few companies realize the gains promised by these studies. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Vendor Neutral

JULY 30, 2021

Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training. Founder of the Evolved Selling Institute and currently Chief Evangelist for Mediafly.

Top of Funnel 132

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