Sales Training Connection

JANUARY 16, 2015

So what are some things a company can do right now to do a better job getting ready for 2015? A first step would be to take a fresh look at the selection profile for hiring new sales reps. The challenge is to provide these people with the sales skills required to get actively and effectively engaged in the sales process.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

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. Becoming “brilliant in sales execution” during each stage is critical. This is a new trend that will evolve quickly in 2015-16.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Systems/Processes/Tools.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

SalesLoft

MARCH 24, 2015

Last week, our Salesloft team members joined the TOPO webinar on the “7 Best Practices For Designing Your Sales Process.” Don’t confuse CRM with sales process… process is bigger than that. The “7 Best Practices for Effective Sales Process Design” by @funnelholic @topohq.

Top of Funnel 52

Top of Funnel Sales Process Webinar Metrics CRM 52

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. World-of-work. Positivity.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

The Pipeline

FEBRUARY 15, 2015

Sales Performance Summit. April 6, 2015. The Rotman School of Management. According to STAR Results’ global 2015 STAR Sales Manager Survey, the number one area of focus for sales leaders is Improving Performance Management. Sales Process Sales Success Tibor Shanto'

Sales Methodology 120

Sales Methodology Survey Promotion Quota 120

DiscoverOrg Sales

DECEMBER 4, 2017

This means that, in total, 44% of businesses have not aligned their sales processes to the customer journey in any meaningful way. Streamlining the sales process. Another important aspect of making your enablement strategy more focused and simple involves streamlining your sales content.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Your Sales Management Guru

APRIL 20, 2016

What is all this talk about a Sales Process? 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. If your sales teams execute that well you get the production Subway does!

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

SBI

OCTOBER 5, 2017

According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% of surveyed companies said that sales enablement was meeting all expectations. Tying strategy to the sales process.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

The Pipeline

MARCH 1, 2015

Sales Performance Summit, is an executive-level program for sales leaders invested in success—leaders who understand that their sales culture, as reflected by their sales teams at all levels, is the key to out-thinking and out-selling their competitors. Sales Process' It is a mission critical strategy.

Survey 120

Survey ACT Benefit Sales 120

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. A critical success factor for 2015.

Top of Funnel 82

Top of Funnel Lead Rank Lead Scoring Maximizer 82

Your Sales Management Guru

OCTOBER 6, 2015

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. This also is an opportunity to build a better sales team that will increase your market share as competitors lag.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Customer Centric Selling

OCTOBER 5, 2016

Darrelle Revis, recognized as the best lock-down cornerback in the game, chose to leave the Pats and return to the Jets prior to the 2015 season. In looking at enterprise revenue generation, a defined sales process can allow companies to emulate the Patriot approach of getting higher production from each member of the team.

Face-to-face 74

Face-to-face Enterprise Enterprise Coaching 74

Customer Centric Selling

DECEMBER 24, 2014

Sales Tips: Qualify Before Requesting a "Four-Legged" Sales Call. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In my first sales management position I soon noticed that one of my salespeople seldom made calls alone.

Engineering 81

Engineering Sales Cycle Resources Sales 81

Your Sales Management Guru

OCTOBER 3, 2016

As a Sales Leader or Executive these 3 secrets will also help propel your sales organization to the next level. In Chicago I took each bullet and discussed the specific actions sales management must implement to execute on each element. His blog has been rated in the sales blogs in the world! Ken@AcumenMgmt.com.

Hiring 92

Hiring Travel Compensation Coaching 92

Hubspot Sales

JANUARY 26, 2022

Always in Demand : Sales jobs are always available and are forecasted to continue growing. Mid-level sales manager roles are growing at a 7% rate , and that's without accounting for entry-level positions. Transferable Skills: Once you land a job in sales, you can do anything. Every sales process is different.

Sales Qualified Lead 100

Sales Qualified Lead Scale Salary Commission 100

Your Sales Management Guru

SEPTEMBER 29, 2014

In other organizations there is limited marketing of this nature with an expectation that sales will build relationships that lead to additional business opportunities. The question is, as a sales manager how should you structure your sales team’s expectations around prospecting? What is your sales process?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

No More Cold Calling

JANUARY 29, 2015

Now that the parties are over, many sales reps are coming to the realization that last year’s bonus means diddlysquat when staring at a quota reset to zero sales. So I’m starting this year with a great sense of gratitude and purpose because of the sales professionals I reach, and who reach out to me. Read more.).

Referrals 120

Referrals Hiring Cold Calling Top of Funnel 120

Bernadette McClelland

JANUARY 11, 2017

And regardless of the title a leader carries, whether it be general, sales manager or company owner, if they are not thoroughly trained, they too , will come up short. Sun Tzu knew this and so does every leader on the planet. Some choose to train their army and some choose to not make it a priority at all. It’s what I do.

Strategy 150

Strategy How To Competition Energy 150

Pipeliner

DECEMBER 13, 2017

In 2018, forward-thinking companies must embrace their millennials’ enthusiasm and fresh perspectives in order to revitalize tired sales processes. Since 2015, research by Demandbase has indicated that most marketers believe account-based marketing (ABM) is a “must have.” Account-Based Selling Continues Its Return.

Trends 105

Trends B2B Account Based Marketing Churn 105

Sales Training Connection

MAY 15, 2015

Has Marketing and Sales collaborated to provide Sales the information needed to be better informed about the customer’s industry, company and market and the information needed to educate the customer at each phase of the buying process? Sales Management. Buying Process. Sales Process.

Scale 50

Scale Buying Cycle Survey Sales Coaching 50

SBI

MAY 11, 2015

Sales ToolSkool Video Transcript: This week’s topic is how to optimize the entire sales process from lead to revenue. The sales process begins when prospects visit your website. You can even measure the progress of front line sales and sales management against critical success factors.

Hiring 50

Hiring Territories Compensation Distribution 50

Your Sales Management Guru

SEPTEMBER 26, 2016

I especially enjoyed how James takes the reader from sharing information on his personal sales background (helps everyone relate to the challenges in selling) to research on High Value Selling vs Lower Value Selling and how the closing process and the sales process must change with high value offerings with levels of success up to 42%.

Closing 40

Closing Relationals Sales Cycle Quota 40

The Brooks Group

DECEMBER 9, 2015

The atmosphere that exists can either benefit sales or stand in its way, and that’s why it’s critical for leaders to intentionally build a healthy sales culture. Make sure that you’re continually fostering an atmosphere that focuses on your customers and their experiences by revisiting our most popular sales culture articles from 2015.

Loyalty 40

Loyalty Retention Intent System 40

Pointclear

MARCH 17, 2015

Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. It’s an action-oriented guide for sales people, sales managers and executives.”

Handbook 100

Handbook Face-to-face Outbound Inbound 100

MJ Hoffman

JULY 24, 2018

Sales managers often motivate their reps with SPIFFs and sales contests that award cash prizes. This is a tried and true sales motivation strategy, and monetary rewards generally produce results. However, they don’t really motivate the entire sales force — only the top performers likely to win. Happy Selling!

Motivation 40

Motivation Face-to-face Coaching Hubspot 40

Allego

APRIL 27, 2018

What rep wouldn’t want to be a fly on the wall throughout the sales process for a top producer at their company selling a newly rolled out product? To see how they created urgency, addressed concerns and finally closed the sale? How do you get your sales force in the habit of sharing videos?

Video 48

Video Retail Banking Report 48

Your Sales Management Guru

AUGUST 10, 2015

In Chapter 2 Skip gets to the heart of the matter describing why there is a difference selling to individuals and understanding the “buying-process” and how that process changes during stage two of the traditional sales process-that being a change in expected outcomes. Add this book to your sales library.

Buyer 40

Buyer Energy Sales Cycle Influencer 40

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. A one size fits all approach simply won't work.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Crunchbase

MARCH 1, 2023

She managed to bring in the first five customers — not an easy task at a new startup — and built credibility among Techstars executives who selected Flyte as one of the top 10 companies that went through the accelerator program. Perla says the balance of commitment to work, community and personal growth has been key to her success.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Your Sales Management Guru

OCTOBER 13, 2015

Make 2015 Your Best Year Ever! CEOs have strengthened their balance sheets with better asset management, reduced their inventory and cost levels with just-in-time methodologies, and increased direct mail and advertising effectiveness through thorough testing and reporting methods. Build Predictable Revenue In Your Organization.

Revenue 40

Revenue Hiring System Case Study 40

Showpad

OCTOBER 21, 2019

What is Sales automation? So what exactly does Sales automation mean in the modern day? In short, with Sales automation tools, your reps will spend more time closing deals and generating revenue than they do prospecting or talking to leads with no real purchasing intent. . What are the benefits of Sales automation?

Sales Automation 53

Sales Automation Top of Funnel Lead Rank Lead Scoring 53

PandaDoc

AUGUST 21, 2019

After you’ve brushed up on monthly sales report criteria, you can take your reporting software a step further. Sales performance data from any time period can be an extremely powerful reporting tool. We will dive into how sales managers can leverage performance reports that help them analyze and improve their sales team’s performance.

Report 45

Report Top of Funnel How To Social Media 45

Sales Hacker

APRIL 24, 2018

While a data driven sales coaching approach is still challenging to many sales leaders, the importance of chasing the right sales metrics is growing by the day! Based on Salesforce’s research in 2015, top sales teams are three times more likely to use analytics than under-performing teams.

Data 53

Data Hiring Margin Demand Generation Targets 53

Sales Hacker

NOVEMBER 4, 2020

When I landed in Dublin in 2015, I was a bright-eyed, bushy-tailed 26-year-old who had severely under-estimated and oversimplified the work in front of me. I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. Doesn’t that scream success?

Hiring 99

Hiring Scale Ideal Customer Profile Lead Rank 99