Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

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

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. HubSpot also did a study on prospecting and video messaging.

Tools 52

Tools Face-to-face Video Channels 52

SBI

OCTOBER 5, 2017

According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% in 2015), but only 5.2% A recent study by the ProSales Institute provides some insights that yield answers to this question. Here is a place that modern sales enablement tools and technologies can really shine.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

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. Danny Iny has spent considerable time studying and deploying his findings in courses that are achieving tremendous acceptance from his students. All Rights Reserved.

Training 48

Training Top of Funnel Funnel Course 48

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

Hubspot Sales

JULY 13, 2023

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. The Fear of Becoming Over-Reliant on AI Tools AI can be addictive , and 39% of sales professionals are afraid of becoming over-reliant on AI tools.

Data 83

Data Hiring Guidelines Lead Rank 83

The ROI Guy

JANUARY 15, 2015

Recent studies indicate that the average discount levels has risen to 20% per deal (IDC), but we find that many solution providers would be happy if that were the level of discount they were providing. Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount.

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

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

Lessonly

SEPTEMBER 1, 2020

The purpose of training and development at an organization is to teach valuable skills to employees and to encourage them to continue strengthening those skills over time to bring their performance to the next level. Increased employee retention and performance are just a couple of the many benefits of training. It eliminates errors.

Training 26

Training Microsoft Course Benefit 26

Chorus.ai

MAY 4, 2020

I joined the company in 2015 and sensed early on then that something was missing from our sales program. While studying for my Ph.D. in Classical Studies at Boston University in the 1990s, I was a lecturer. Chorus is a fundamental tool in our coaching culture for sales at Cerego. This is how we approach sales at Cerego.

Conversion 62

Conversion Customer Film Lead Rank 62

The ROI Guy

NOVEMBER 16, 2016

The key, providing the content, tools and training to help your sales reps and channel partners better assess and align with needs, prove the high cost of “do nothing”, and communicate and quantify your unique and superior business value.

Closing 77

Closing ROI Survey Discount 77

MEDDIC

MARCH 11, 2022

I have always been fascinated by the magic of LEVERAGE and want to share my view about how leverage applies to learning, particularly to MEDDPICC ® sales training. The MEDDPICC leverage is about using the MEDDPICC ® Sales Methodology and Training to achieve extraordinary results in a sales team, often unimaginable.

Real Estate 52

Real Estate Quota Hiring Sales Qualified Lead 52

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). One study tried to figure out how to increase room service tips for waiters in hotels. Use awesome labels.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

Nutshell

AUGUST 15, 2018

A 2015 study of more than 350,000 salespeople from over 200 countries showed that the average consultative seller skill set was exhibited by only 48% of salespeople —a mere one percentage point higher than it was four years prior. Training your sales force to leverage customer insights for and from the buyer may not always be easy.

Customer 48

Customer Consultative Selling Hiring Face-to-face 48

Nutshell

AUGUST 24, 2018

According to one Salesloft study, inside sales reps are hired more frequently than outside sales reps by a ratio of 10:1. Sales reps use an average of six enablement tools , according to Sales for Life. Obviously how many and what exact tools are going to vary from company to company. Like what you’ve read?

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

The ROI Guy

JANUARY 11, 2017

The facts are that: Customers will significantly delay decisions and won’t get to “Yes” unless you help them understand and quantify your differentiating value Sales will struggle in communicating and quantifying your unique value without your providing provocative value messaging, tools and consulting support.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

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

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. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Sales Hacker

JANUARY 15, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. Leverage relevant success stories and case studies to build social proof in your outreach. What to avoid: We run a training/consulting company with less than 10 employees. Cold email response rates are notoriously low. Let’s look at an example.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

Tenfold

SEPTEMBER 19, 2017

billion global population as of July 2015, more than 3 billion use the internet. Interestingly, among the B2B companies surveyed in the Forrester study, there is a decreasing resistance to social selling. The study has found that almost all the surveyed companies see a long- and short- term value in social selling.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Don't just install it, train your people on it thoroughly, weekly and quarterly. Study the great books that deal with complex sales challenges and parameters such as Jeff Thull's Mastering the Complex Sale or Mahan Khalsa's work with Franklin Covey.

Social Selling 66

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

Your Sales Management Guru

MARCH 24, 2016

Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Need more sales management resources?

Sales Leadership 40

Sales Leadership Conference Promotion Motivation 40

Allego

APRIL 27, 2018

Top performing companies actively capture institutional knowledge from seasoned reps for newer generations of sellers twice as often as underperforming companies do, according to a 2015 study by Aberdeen Research. Some of the best sales training happens when people from your team get into a room together and compare notes.

Video 48

Video Retail Banking Report 48

Your Sales Management Guru

AUGUST 10, 2016

A Case Study-. They began to build a Sales Management training focus. Training Programs. The company organized and trained interviewing groups into 2-person teams. This vendor is still investing in these concepts and it’s been 10 plus years of consistent messaging, training and investments. Technical Staffing.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Tenfold

AUGUST 30, 2017

There have been several studies on today’s buyer behavior, and one stand-out commonality is that B2B buyers go online first before reaching out to a sales team (if ever they do). According to the CEB study, you only get a 12 percent mindshare (public awareness) for each typical buyer who goes through the buyer’s journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Your Sales Management Guru

SEPTEMBER 8, 2015

Exceeding quota is never easy, in fact studies have shown that large percentages of salespeople never achieve 100% of their assigned quotas, but if you are in a position of sales leadership what can you do to improve your odds of success? One Action You Can DO to Exceed Your Quota. Ken has written 5 books, his latest book is: SLAMMED!

Quota 40

Quota Hiring Sales Leadership Video 40

Your Sales Management Guru

OCTOBER 13, 2015

Make 2015 Your Best Year Ever! My answer is simple; “it’s more critical when you are small to begin building management systems and tools because revenue and profitability are considered more critical in an organization. Training and Development. Build Predictable Revenue In Your Organization.

Revenue 40

Revenue Hiring System Case Study 40

Your Sales Management Guru

MAY 16, 2016

Max’s style is to pose a question and then provide the reader the opportunity consider the issue with the examples/case studies and definitions, he focused on “Adaptability, Mental Toughness, Bad-Boss, Ego and EQ”. Without trust the relationship becomes dysfunctional. And that is all in the first 40 pages!

Sales Management 56

Sales Management Hiring Case Study System 56

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. Submit Findings to prospect along with appropriate Case Study. Why is this important enough to write about? The Results!

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

The ROI Guy

MARCH 30, 2016

Sources: Decoding the Decision Dynamic, MHI Global Sales Enablement Optimization Study 2015 Key Trends Analysis, CSOInsights, a division of MHI Global The Frugalnomics Survival Guid e - How to Use Your Unique Value to Market Better, Stand Out and Sell More.

ROI 53

ROI Discount Competition Benefit 53

LeadFuze

JULY 16, 2019

In November 2015, Temkin Group published research indicating the CX maturity level of B2B organizations. A study by the American Marketing Association found that companies using live chat witnessed a 20% increase in conversions as compared to companies who don’t. . Do so by training employees suitably. Source: Temkin Group.

Influencer 63

Influencer B2B Customer B2C 63

Sales Hacker

APRIL 24, 2018

Based on Salesforce’s research in 2015, top sales teams are three times more likely to use analytics than under-performing teams. A study by Censuswide and Geckoboard shows that metric-driven companies are more than twice as likely to hit their goals. 5) Use the Right Tools to Automate Your Sales Process.

Data 53

Data Hiring Margin Demand Generation Targets 53

Your Sales Management Guru

OCTOBER 6, 2015

Provide your team with effective tools that analyze the status of each opportunity and develop the various tactics to increase your probabilities. Second, hit your market with a strong, clear message – ROI and productivity gains – through case studies in publications that your market reads and a customer reference list.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Your Sales Management Guru

SEPTEMBER 1, 2015

The following information is used in our online video training course for sales managers: https://app.wagmob.com/ken/. To derive the most benefit from your new recruiting tool, interview a minimum of three candidates for each position, and make sure that every interviewer in the process rates each candidate from -5 to +5.

Hiring 40

Hiring Ideal Customer Profile Scale Analysis 40

Zoominfo

JUNE 3, 2021

By 2015, businesses had begun transitioning to VoIP calls or already had IP telephony in their office. When the pandemic hit, fortunately for us, our infrastructure was such that every single tool we used was web-based. A study by ZoomInfo found that there were 57 percent fewer events scheduled for Q1 of 2021 compared to 2020.

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147

Zoominfo

JUNE 3, 2021

By 2015, businesses had begun transitioning to VoIP calls or already had IP telephony in their office. When the pandemic hit, fortunately for us, our infrastructure was such that every single tool we used was web-based. A study by ZoomInfo found that there were 57 percent fewer events scheduled for Q1 of 2021 compared to 2020.

Outside Sales 130

Outside Sales Face-to-face Travel Cold Calling 130