Anthony Cole Training

MAY 20, 2015

A guest blog by Dave Kulran, President and founder of Objective Management Group, with an introduction by Tony Cole, President of Anthony Cole Training Group. I’ve read books and articles and listened to keynote speakers talk about sales talent. Will You Be Able to Recruit Good Salespeople in 2015? By Dave Kurlan.

Hiring 120

Hiring Groups Licensing Pipeline 120

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

The ROI Guy

JANUARY 26, 2015

Advice: Sales reps need to be empowered to engage all stakeholders no matter what the “Point of Value” or where they are in the decision making process. 2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI).

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

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. However as I consider the general area of sales we see several trends.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

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. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 273

Sales Coaching Coaching Study Sales Management 273

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 90

Fashion Face-to-face Analytics Social Media 90

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. Study after study has shown that sales manager coaching has a significant impact on performance.

Sales Coaching 261

Sales Coaching Coaching Study Sales Management 261

Sales and Marketing Management

SEPTEMBER 23, 2019

Author: Giuseppe D’Angelo Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Increasing demand for skilled inside sales reps.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

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%). The businesses who participated all have annual sales revenues between $10M and $1B. Others are predicting a strong 2015 for business as well. Operations (87%). New products (76%).

Hiring 198

Hiring Wireless Policies Travel 198

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

The Brooks Group

NOVEMBER 25, 2015

Not everyone has what it takes to fill a sales leadership position, and those charged with leading salespeople know just how challenging it can be to juggle the many roles and responsibilities required for success. Check out the top 7 sales leadership articles in 2015. 5 Things High Performing Sales Managers Should Be Doing.

Sales Leadership 40

Sales Leadership Margin System Sales Management 40

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. But what brings about these AI concerns in sales?

Data 81

Data Hiring Guidelines Lead Rank 81

SBI

OCTOBER 5, 2017

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. 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% in 2015), but only 5.2%

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

Score More Sales

AUGUST 28, 2014

I did an unscientific survey of webinar tool sites as if I was evaluating and making a purchase from my smart phone. For this experiment I looked up webinar tools and webinar platforms. In my search I looked for “webinar platform” and “webinar tool” to get dozens of choices. It could have been any B2B product or service.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

DiscoverOrg Sales

JUNE 14, 2017

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. 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. Sales is hard. How effective is your sales team? An SDR team in transition.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

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. From a sales tools perspective, I have seen productivity gains as well as losses. It seems that there are so many tools to help professional sellers and marketers. Increase Opportunities.

Real Estate 249

Real Estate Compensation Vendor Intent 249

Seismic - Sales Effectiveness

AUGUST 25, 2019

‘Sales efficiency’ and ‘sales effectiveness’ sound like vague concepts, but they can actually have a significant impact on the success of your sales strategy. And sales organizations are increasingly chasing more aggressive goals with greater pressure to over-achieve. A Few Key Stats. TimeTrade ).

How To 80

How To Quota Sales Enablement Survey 80

Sales Evangelist

AUGUST 9, 2020

Use virtual tools to do more, in less time, with better outcomes Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. Jeb Blount has been doing virtual sales since 2015. Ask prospects if they would be interested in a video call.

Tools 52

Tools Face-to-face Video Channels 52

Vendor Neutral

JULY 30, 2021

Learn How to: How RevOps fits into today’s overall sales strategy. Which sales technology tools and solutions can arm RevOps with everything they need for success. Tom Pisello, Mediafly Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur.

Top of Funnel 132

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

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. The good news is there are more effective and affordable training options to correct that deficiency than in times past. What happened on the first look?

Training 50

Training Knowledge Base Exercises Travel 50

Highspot

JUNE 7, 2022

Next up in our #CustomerSpotlight series is Vincent Drapeau, Director of Sales Training from Intralinks , who shares his career journey and thoughts on the enablement practice. What was your first job in Sales Enablement and how did that bring you to where you are today? I didn’t know how to do training.

Scale 52

Scale Exercises Sales Enablement Training 52

Awarathon

AUGUST 8, 2023

“An AI-powered video roleplay software is one of the most effective sales tools for streamlining your sales process, assisting your organization in meeting sales quotas, and forecasting sales for the upcoming quarters online effectively.” It focuses on sales readiness through sales enablement and training.

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

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. Here are three reasons you should work to improve your digital presence right now: Your Sales Reps Want Meetings with Executives. This gives you MORE sales opportunities than if you did not optimize.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Salesmate

SEPTEMBER 18, 2020

It is enticing to play the role of a manager in a sales team. Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively?

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Score More Sales

DECEMBER 29, 2014

Use the steps and your own terminology within your sales process to help your SDRs and BDRs enter clean, verified data.]. This is not so much a clean data issue but is so critical in moving your sales opportunities forward that it needs to be mentioned. Bad leads slow down your sales force. Increase Opportunities.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Bernadette McClelland

JANUARY 11, 2017

When they find themselves in a competitive sales situation some wouldn’t have a clue where to focus their attention or what steps they will take next. Initially designed for the battlefields of China some 2,500 years ago, his works have now been adapted to leadership, business and more relevantly sales strategies.

Strategy 150

Strategy How To Competition Energy 150

Allego

FEBRUARY 19, 2021

In episode 20, SPARXiQ Founder and CEO David Bauders shares how sales organizations can adapt to the new normal, the power of analytics to accelerate sales performance, and why you learn the most from your most demanding customers. Episode 20: Driving Sales Performance | David Bauders. From This Episode.

Lead Rank 96

Lead Rank Lead Scoring Revelation Pivotal 96

Score More Sales

OCTOBER 24, 2014

Last month, IBM announced IBM ® Watson™ Analytics , a natural language-based cognitive service that can provide instant access to powerful predictive and visual analytic tools for businesses. This cloud-based service could help your team sort through the layers of data your company has compiled from marketing, sales, HR, and elsewhere.

Analytics 221

Analytics Analysis Compensation Data 221

Fill the Funnel

SEPTEMBER 24, 2015

This broadcast features answers on how to create and deliver successful online training and what your customers are expecting. Original article: What It Takes to Deliver Successful Online Training ©2015 Fill the Funnel. The post What It Takes to Deliver Successful Online Training appeared first on Fill the Funnel.

Training 48

Training Top of Funnel Funnel Course 48

LeadFuze

NOVEMBER 30, 2021

Sales Stack 2015 was an event with many passionate VPs about how to scale sales organizations. The most talked about and important issue for sales organizations is how to properly scale that ensures long-term growth while minimizing the damage done to the company. Need Help Automating Your Sales Prospecting Process?

Hiring 52

Hiring Scale Banking Hubspot 52

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.

Hiring 100

Hiring Intent Data Intent Scale 100

Your Sales Management Guru

NOVEMBER 7, 2016

Sales Management End of Year Checklist. . Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. I decided to start with a Sales Management End of Year Checklist. Do I have to alter the sales compensation plan to help achieve the new goals?

Sales Management 85

Sales Management Hiring Compensation Quota 85

Increase Sales

FEBRUARY 27, 2016

There is no question technology can increase sales productivity. However for any sales CRM including other productivity tools to work requires: Credit: www.picjumbo.com. An open attitude by the sales team. A sales culture that supports sustainable business growth. Unproductive sales teams or teamwork.

CRM 70

CRM Hiring Twitter Facebook 70

Sales Training Connection

JUNE 23, 2014

McKinsey’s Yugo Sarrazin and Lareina Yee shared 4 megatrends sales organizations in the McKinsey on Marketing & Sales newsletter. Megatrends for Sales Organizations – Sarrazin and Yee, McKinsey on Marketing. But what’s really happening, and what does it mean to sales? ©2014 Sales Momentum, LLC.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Sales Training Connection

JUNE 21, 2016

Millennials and Sales. In 2015 Millennials passed Generation X to make up the largest share of the workforce. What does this mean for Sales ? The danger is doing too little, too late to optimize the potential of an entire generation of sales people. Increasingly Sales is being impacted by the digital revolution.

Sports 70

Sports Distribution Compensation Report 70