Sales and Marketing Management

DECEMBER 18, 2015

Issue Date: 2015-12-18. Author: Brian Cleary, Chief Strategy Officer, bigtincan. Teaser: To stay competitive, sales organizations must reinvent their approach to sales team training by adjusting to meet the needs of the millennial and Z generations. read more

Training 120

Training How To Competition Meeting 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? Personal Income Requirement - what do you want to make in 2015?

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

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

Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling. The post 3 Ways to Grow Sales in 2015 appeared first on Score More Sales. Expand Your Pipeline.

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Sales Qualified Lead Lead Rank Lead Scoring Referrals 120

Alice Heiman

NOVEMBER 3, 2021

Erik is completely rebuilding his marketing and sales strategy from the ground up – all based on what they are learning from their customers. Learn how to shift to a customer-focused strategy in this episode of Sales Talk for #CEOs with Erik Frank of Tristate Amature. 11:25] Why train your customer service team in sales. [15:18]

Hiring 84

Hiring Strategy Customer Government 84

HeavyHitter Sales

OCTOBER 14, 2014

I wanted everyone to leave the meeting trained on our new products, well-versed about the competition, and most importantly, re-energized to get back into the field to sell.    Today, I have keynoted and conducted sales training breakout sessions at hundreds of sales meetings and annual sales kickoffs.

Meeting 84

Meeting Conference Sales Meeting Competition 84

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. After the meeting the salesperson can then develop a strategy for the account and then create 5 tactical steps to further penetrate this account. What is your plan to get a jump start on 2015? Sales Motivation Sales Training' It’s simple, but many times overlooked.

Penetration 99

Penetration Exercises Motivation Referrals 99

DiscoverOrg Sales

DECEMBER 4, 2017

This is likely because enablement strategies are wide-ranging in scope, meaning it can be difficult to know which aspects to prioritize. Map your strategy to the customer journey. One of the most important aspects of any sales enablement strategy is alignment to the customer journey. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Bernadette McClelland

JANUARY 11, 2017

Not much differentiates one company from another these days – in fact, not a lot separates products, but we all know that the differentiating factor lies in the individual salesperson, their leadership and the strategies employed to gain the high ground. Some choose to train their army and some choose to not make it a priority at all.

Strategy 150

Strategy How To Competition Energy 150

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. Recruiting takes time and training new salespeople takes time, get a jump on your headcount. Account Plans should at a minimum include a “strategy” and 5 tactical steps to either open or penetrate the accounts more effectively.

Quota 89

Quota Sales Leadership Compensation Penetration 89

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

Tony Hughes

NOVEMBER 4, 2018

Customer Relationship Management needs to be a strategy that’s focused on creating the best possible customer experience, supported by well defined processes that are enabled by technology and with everything being driven by managers and staff committed to a customer-centric culture. Change management and executive commitment are essential.

CRM 82

CRM Strategy Customer Epiphany 82

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. We’re officially into the fourth calendar quarter of the year.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

Sales and Marketing Management

MAY 21, 2015

Issue Date: 2015-05-22. Teaser: With the use of custom content on the rise, many have predicted that in 2015, brands will begin to truly think like publishers. With the use of custom content on the rise, many have predicted that in 2015, brands will begin to truly think like publishers. Author: David Palmer. read more

Promotion 120

Promotion Training Strategy Marketing 120

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. Top 7 Articles of 2015 .

Journal 40

Journal Territories Groups Coaching 40

Openview

JULY 18, 2018

One area where this generational mix can potentially be most problematic is when it comes to training and developing staff members. In this article, we take a look at how organizations can implement a successful sales training strategy , which caters to multiple generations in the workforce. Varied Training Methods.

Training 62

Training How To Education Demographics 62

Sales Training Connection

JANUARY 7, 2015

As 2015 starts and the need for new business opportunities emerge, sales reps will be finding themselves at industry conferences and other meetings where they can – and should – be on their networking game. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Networking 50

Networking Conference Referrals Meeting 50

The Pipeline

FEBRUARY 15, 2015

April 6, 2015. According to STAR Results’ global 2015 STAR Sales Manager Survey, the number one area of focus for sales leaders is Improving Performance Management. It is a mission critical strategy. The Sales Performance Summit will not offer sales training or promote specific sales methodologies. JOIN US AT.

Sales Methodology 120

Sales Methodology Survey Promotion Quota 120

Sales and Marketing Management

APRIL 20, 2015

Issue Date: 2015-04-20. Yet, 95 percent of organizations don't have a written referral-selling strategy, written weekly referral goals, referral-selling skills training or a disciplined system to track and measure results. Author: Joanne Black. Teaser: The business case for referrals is clear. read more'

Referrals 120

Referrals Selling Skills System Training 120

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. With a web presence optimized to attract “more probable” prospective customers, using a content strategy, keywords and search technology, you can organically bring potential buyers your way. Inbound Marketing.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

Sales and Marketing Management

OCTOBER 1, 2017

What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path. History of the Sales Enablement Market. regardless of their experience in sales, the industry or the company. Market Oversaturation.

Sales Enablement 261

Sales Enablement Marketing Vendor Infusion 261

Score More Sales

AUGUST 28, 2014

We are about to go into 2015 and smart marketers and sellers are positioning for predominantly mobile viewing of their site, offers, and ways to connect. It is an evolution, and now is clearly the time to be thinking about this and planning for Q4 into 2015. The time is NOW to build for the future with your website.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

Sales Training Connection

SEPTEMBER 1, 2015

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2015 Sales Momentum, LLC. The article was written for those working in the industry but we thought the application to those desiring to be trusted advisors in the industry was particularly relevant.

Industry 50

Industry Sales Customer Conversion 50

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. Increase Opportunities. Expand Your Pipeline.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Score More Sales

JANUARY 9, 2015

Join hundreds of others who have already signed up for 5 Productive Strategies to Crush Quotas in 2015. Participants will receive PDF materials with our top 12 Sales Time Hacks and a way to share your own best strategies for effectiveness. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Webinar Metrics 120

Webinar Metrics Twitter Inside Sales Google 120

Janek Performance Group

OCTOBER 4, 2022

The reason I like this feature so much is for sophisticated social selling organizations, you can create a commenting strategy. 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.

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 62

Awarathon

AUGUST 8, 2023

Awarathon The AI-powered video roleplay platform provides real-time analysis of sales rep’s behavior and performance metrics through the use of AI-driven analytics, allowing sales teams to make informed choices and adjust strategies quickly. It focuses on sales readiness through sales enablement and training. So who’s using Mindtickle?

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

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. Where is the overarching strategy to make them all come together to help us save time? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Real Estate 249

Real Estate Compensation Vendor Intent 249

SBI

OCTOBER 5, 2017

in 2015), but only 5.2% The top 5 responses were: 1) Understanding customer behavior, 2) implementation of sales strategies, 3) value creation, 4) development of sales managers, and 5) coaching of the sales force. Managing and coaching appropriately to the strategy and process. Tying strategy to the sales process.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

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

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? What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Prospecting 262

Prospecting Ideal Customer Profile Decision Maker Twitter 262

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. I joined Intralinks in 2015, as a Client Services Manager. I didn’t know how to do training. I remember very much the winter of 2015–16.

Scale 52

Scale Exercises Sales Enablement Training 52

Vendor Neutral

JULY 30, 2021

Learn How to: How RevOps fits into today’s overall sales strategy. Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training. How RevOps removes siloes between operational managers—even when the teams aren’t in the same room.

Top of Funnel 132

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

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. A recognized consulting, she has designed and delivered coaching, and training solutions for world class companies such as companies, including Cisco, Autodesk, Citrix Systems, Adobe, and others.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Sales Training Connection

JANUARY 30, 2015

Sales strategy coaching. As the new year unfolds one of the challenges for suppliers is to better execute on their business strategy. They need to revisit and revise their s ales strategy. They need to revisit and revise their s ales strategy. And formulating sales strategy requires having better information.

Maximizer 50

Maximizer Coaching Strategy Sales Coaching 50

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