Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. If one believes the “horse with a different color” message, then the question for those of us concerned about the field of sales training becomes: What are we going to do about that? Customers need fresh ideas and creative insights for addressing a set of needs and opportunities that are both new and challenging.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Janek Performance Group

OCTOBER 4, 2022

First, you can directly send invites to prospects who are connections. There is an opportunity to build rapport and establish credibility. For example, if you follow a prominent prospect, you will be the first to be notified if you clicked the bell icon on their profile.

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 62

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. So you pay your sales reps money to prospect and find buyers – it makes sense that you also invest in having the best representation of your company when they find it online. Increase Opportunities.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. And it’s still among the fastest-growing career opportunities. The growing use of mobile-optimized click-to-call puts reps at the beck and call of prospects. It’s a powerful sales enablement tool for digital prospecting and outbound sales calls.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Vengreso

MAY 28, 2020

What are the ongoing costs to support these tools and what training is required to maximize them? That includes tracking prospecting, networking, email outreach, calls, meetings, pipeline growth, deal velocity, and, of course, closed-won and closed-lost outcomes. Why did you choose certain tools over others? The result?

ROI 122

ROI Sales Tools Tools How To 122

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. So, he dusted off his old vision document and asked the new engineers if what he wanted was too hard.

Engineering 130

Engineering Hiring Software Software 130

Zoominfo

NOVEMBER 1, 2022

Here are 10 of the strongest insights from the discussions, including the importance of effective go-to-market strategies across sales and marketing teams, and how the current wave of economic uncertainty is affecting companies’ ability to make the most of their market opportunities. Get a Demo 3.

Hiring 100

Hiring Intent Data Intent Scale 100

The Pipeline

FEBRUARY 4, 2020

The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. What is the impact of that on the use of freed resources, training, managing, and more? Shouldn’t the freed-up time, resources, training, and more – resulted in increases in output? Smaller Treadmills.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Score More Sales

DECEMBER 29, 2014

So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client. Increase Opportunities.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

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. Listen for Prospective Buyers. Listen for prospective buyers who are asking about which products / brands are best in your industry niche.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Janek Performance Group

MARCH 27, 2023

Sales Skills Definition: Indeed defines sales skills as a specific skill set that facilitates identifying sales opportunities, building a rapport with customers, and successfully closing sales. The more friction you require your prospects to tolerate in your sales process, the longer the decision-making process.

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

Hubspot Sales

JANUARY 26, 2022

Personal Growth Opportunities : You’ll grow both your professional and interpersonal skills in a sales role. While cold calling is part of most sales jobs, especially during the prospecting process, it can’t make up the bulk of what you do or you’ll quickly face burnout. You can bring in well over $100K/year in the right sales role.

Sales Qualified Lead 103

Sales Qualified Lead Scale Salary Commission 103

Anthony Cole Training

APRIL 30, 2015

Evaluate your “opportunity cost” to maximize the investment of your time. Ask the right questions to eliminate prospects that aren’t going anywhere. When I was in the leadership position with a transportation company, I told my people to be aware of their “Opportunity Cost”. Make a list of the “Gotta Do’s”… and then do them.

Transportation 120

Transportation Maximizer Intent Resources 120

DiscoverOrg Sales

JUNE 14, 2017

In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. As DiscoverOrg found itself in uncharted territory, learning a new tech stack with a newly divided sales team, AJ also found himself in a new landscape – with new opportunity. “As

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

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. Step 3: Optimize these activities.

How To 80

How To Quota Sales Enablement Survey 80

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. In addition to Prospector which has been improved greatly over time, they have a new tool called Cadence which helps SDRs to know how and when to attempt to connect with their prospects.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

Customer Centric Selling

JANUARY 4, 2015

Sales Tips: How to Get Your 2015 Started Right. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Many take comfort in having large numbers of opportunities in their pipelines. The two most likely outcomes: The prospect doesn’t contact you. I hope 2014 was a good year.

Proposal 40

Proposal How To Face-to-face Vendor 40

Hubspot Sales

MARCH 23, 2018

In sports, much of the science focuses on the athlete: genetics, biomechanics (movement techniques, training regimen), nutrition, and psychology (for mental toughness, behavioral modifications, and positive visualizations). Make it something the prospect can be infected by. Set the agenda and stay in control.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. In fact, a demo without discovery can often leave a prospect feeling left out in the cold.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged. Why Change Now? – Why Your Solutions?

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged, with little reason for optimistic spending growth predictions. YoY decline from 2014. increase compared to 2014.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

Customer Centric Selling

DECEMBER 31, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. I’d like to discuss how sellers initiate opportunities and then revisit inbound inquiries from researchers. This allows early qualification (or disqualification) of opportunities.

Research 92

Research Buyer Buying Cycle Vendor 92

Your Sales Management Guru

JUNE 27, 2016

Selling to the Point by Jeffrey Lipsius is a unique sales training book and I have read many. When he understands how the salespeople are trained and sees firsthand the changed relationships they have with their clients he begins to believe-so much that he uses the sales training idea’s to improve his own “social dating opportunity”!

Top of Funnel 65

Top of Funnel Funnel Training Influencer 65

Vengreso

MARCH 22, 2022

We’ll also explain some essential things like why a good sales candidate is so important, where to find good candidates, how to make an offer, and how to hire and train your sales team to create successful salespeople who will improve your business. Want to train and develop talent in your company. It, however, was back in 2015.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

We’ll also explain some essential things like why a good sales candidate is so important, where to find good candidates, how to make an offer, and how to hire and train your sales team to create successful salespeople who will improve your business. Want to train and develop talent in your company. It, however, was back in 2015.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

LeadFuze

NOVEMBER 30, 2021

Sales Stack 2015 was an event with many passionate VPs about how to scale sales organizations. Need Help Automating Your Sales Prospecting Process? They need to know how to lay the tracks and direct where the train goes. Need Help Automating Your Sales Prospecting Process?

Hiring 52

Hiring Scale Banking Hubspot 52

Pointclear

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. direct mail, personalized tele-prospecting outreach).”.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Customer Centric Selling

NOVEMBER 25, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Companies continue to provide extensive product training to sellers. Reducing the emphasis on product training would allow more time to arm sellers with a better understanding of business issues for verticals they call on.

Hiring 81

Hiring Buying Cycle Education Software 81

The ROI Guy

MAY 7, 2015

In most cases, these appeared to be good opportunities, with many interactions and touch points. As a result, your prospect is more apt to stick with the status quo – their legacy solution and processes - versus moving forward with your proposal. So why did these deals fail to evolve to “Yes”? Our advice?

Lead Rank 77

Lead Rank Lead Scoring Proposal Decision Maker 77

Sales Hacker

JANUARY 15, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. Here’s a print version… The REPLY Method For Cold Prospecting. The fundamental principle behind every prospecting activity should be: Don’t prospect to make a sale, prospect to start a conversation. Watch the Video.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

Sales Evangelist

AUGUST 9, 2020

The challenge is, not all salespeople know how to use these virtual tools and it’s inhibiting sales growth. Jeb Blount has been doing virtual sales since 2015. The question was how to utilize all these virtual tools for sales and blend these into a viable way to sell and prospect. Are you part of this selling process?

Tools 52

Tools Face-to-face Video Channels 52

The ROI Guy

DECEMBER 2, 2014

The Q&A discussions focused on the latest SiriusDecisions sales enablement research and why it is so important to review and adjust current sales enablement strategies and investments in order to be effective in 2015. What does SiriusDecision’s research indicate as the top business issue for sales in 2015?

Lead Rank 86

Lead Rank Lead Scoring Proposal Buyer 86

SBI

AUGUST 22, 2019

.” “We use this feature every day internally — our sales managers use Recommendations to uncover calls with coachable moments, while our reps use it to handle crucial deals and personal training,” said Joe Caprio, VP of Sales at Chorus. Opportunity Management. Opportunity Management. About Chorus.ai. Each quarter we.

Coaching 57

Coaching Hiring SAP Lead Rank 57

Hubspot Sales

NOVEMBER 30, 2020

Whether it’s the Sandler Sales methodology’s "uncovering levels of pain" to get to the root cause of a prospect’s buying motivations, or the Challenger Sale’s "powerful requests" method to understand how serious a prospective buyer is, sales professionals use decades worth of research and experience to understand their customer’s buying motivations.

Ideal Customer Profile 99

Ideal Customer Profile Hiring Marketing Quota 99

Your Sales Management Guru

SEPTEMBER 26, 2016

Are you working the right opportunity-4 Questions to Test the Deal. Are you building value-Why Should a Prospect See You? What make it better is he then provides potential scenarios, examples and test situations where any salesperson can relate to their current list of prospects. Do you have a Plan?-A A Checklist to Validate it.

Closing 40

Closing Relationals Sales Cycle Quota 40

Your Sales Management Guru

APRIL 20, 2016

Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process. Salesperson Responsibility: Lead the Discovery Questioning with a Focus on landscape of the opportunity & Document Current Process.

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

MJ Hoffman

AUGUST 14, 2017

When salespeople are speaking with their prospects, they shouldn’t tell them what they want to do — they should simply do it. If reps want their prospects to take action, they should orient everything around what their prospects want. Announcing intent also dis-empowers prospects. Prospect: “Yes, that works.”.

Intent 40

Intent Comparison Hubspot Prospecting 40