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%). So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. You can see more about the study here. Operations (87%). New products (76%).

Hiring 198

Hiring Wireless Policies Travel 198

Selling Essentials RapidLearning Center

DECEMBER 15, 2020

It’s safe to say that thanks to the Covid crisis, most of us are now accustomed to conferring with colleagues, holding team meetings, and following training courses through virtual platforms. It’s not hard to see the kind of lessons that can be drawn for virtual learning and training within organizations.

Training 52

Training Skype Groups Follow-up 52

Steven Rosen

OCTOBER 14, 2014

STAR Results) has launched its global 2015 STAR Sales Manager Survey. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers. To participate in the study click on Take the Survey. October 14, 2014 – Star Solutions That Achieve Results Inc. Regional Sales Directors.

Survey 273

Survey Sales Management Hiring Pharmaceuticals 273

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 273

Sales Coaching Coaching Sales Management Study 273

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? The study goes on to report the soft skills most often cited as critical to success. ©2015 Sales Momentum, LLC.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Steven Rosen

DECEMBER 9, 2015

10, 2015 – Star Solutions That Achieve Results Inc. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers. To participate in the study click on Take the Survey. Insights from the 2015 STAR Sales Management Survey. National Sales Managers/Directors.

Survey 120

Survey Sales Management Study Report 120

Steven Rosen

DECEMBER 9, 2015

10, 2015 – Star Solutions That Achieve Results Inc. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers. To participate in the study click on Take the Survey. Insights from the 2015 STAR Sales Management Survey. National Sales Managers/Directors.

Survey 120

Survey Sales Management Study Report 120

Steven Rosen

DECEMBER 9, 2015

10, 2015 – Star Solutions That Achieve Results Inc. The goal of the study is to help organizations better meet the developmental gaps of their frontline sales managers. To participate in the study click on Take the Survey. Insights from the 2015 STAR Sales Management Survey. National Sales Managers/Directors.

Survey 120

Survey Sales Management Study Report 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

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

Steven Rosen

AUGUST 26, 2021

It has been proven in multiple studies that highly engaged sales reps create highly engaged customers. If you have 8 or more, then you are going to have a great year in 2015. Given that your company has already rolled out their plan, you must address your reps’ questions or concerns. Is Your Sales Team Engaged?

Compensation 386

Compensation Lead Rank Lead Scoring Quota 386

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

Score More Sales

DECEMBER 23, 2014

Sales organizations need to take advantage of this scenario and leverage it in 2015. See their whole study here. 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.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

Sales Training Connection

MARCH 25, 2015

Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest. When asked about their companies’ biggest challenge with training programs, the respondents reported that the one growing most in concern was the lack of metrics.

Training 50

Training Exercises Survey Case Study 50

Understanding the Sales Force

SEPTEMBER 17, 2014

Half of my own training, coaching and consulting clients are inside sales forces! OMG is working on a major sales effectiveness study that looks not only at traditional sales effectiveness, but also inside, inbound and social selling effectiveness. And the brochure for the 2014-2015 Top Sales Academy is available here.

Inside Sales 212

Inside Sales Outside Sales Study Distribution 212

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. Meanwhile, few organizations adequately train and support managers in developing and maintaining the right mindset and skills.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

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 Analytics 80

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

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

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

Janek Performance Group

MARCH 27, 2023

As a sales training company, we often hear from sales leaders who share their insights during discovery calls: “We can’t find any talented salespeople.” “No The core business challenges that are often at the root of these issues are with recruiting, training, and managing a high-performing sales team. No one can sell like me.” “My

Sales Process 48

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

Selling Essentials RapidLearning Center

OCTOBER 4, 2019

They ended up analyzing over 4,000 studies to offer suggestions on how mindfulness can benefit your organization. Mindfulness training has been shown to have a profound effect on attention in the workplace. The research . Here are three of the primary areas where mindfulness has shown significant results.

Trends 40

Trends Exercises Study Research 40

No More Cold Calling

OCTOBER 30, 2016

In 2015, 43.6 Sure, they provide “training,” but training without reinforcement, coaching, accountability, and practice is a waste of time and money. We’re in such a hurry to check the box that we’ve trained our sales reps that we don’t invest time into what actually makes training successful—practice and accountability.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. So far we’ve done half-day workshops in three cities with approximately 80 people ranging from senior business leaders to IT system managers.

CRM 82

CRM Strategy Customer Epiphany 82

Sales Training Connection

JANUARY 26, 2015

One of the great studies of achievement was conducted way back when in 1926 by a researcher named Catherine Morris Cox. She studied the background and works of 300 recognized geniuses, from Leonardo Da Vinci to Mozart to Albert Einstein. ©2015 Sales Momentum, LLC. Tenacity – committing to your purpose. Relationship to Sales.

Scale 50

Scale Face-to-face Study Call-back 50

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

Customer Centric Selling

DECEMBER 31, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Recent studies would have you believe as much as 80% of buying activities are complete before salespeople are involved. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6!

Research 92

Research Buyer Buying Cycle Vendor 92

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. We have dozens of case studies to illustrate it.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

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. To avoid starting 2015 with unqualified pipelines, consider taking a hard look at quotes or proposals more than 60 days old. I hope this can help you make 2015 a prosperous year.

Proposal 40

Proposal How To Face-to-face Vendor 40

Vengreso

MAY 28, 2020

What are the ongoing costs to support these tools and what training is required to maximize them? In fact, this is why LinkedIn ® asked me to speak at their Annual User Conference in 2015 when I was formerly a VP of Sales. In that role, I was able to drive 100% rep adoption with Social Selling and Video Sales Training.

ROI 122

ROI Sales Tools Tools How To 122

Hubspot Sales

JULY 13, 2023

Expensive Pricing Of salespeople, 22% think that AI is expensive , while 28% of sales leaders reported AI tools had returned a negative ROI, according to a HubSpot study. For example, a face recognition system can be trained to detect white faces more quickly than their darker counterparts. Set up a qualitative framework to avoid bias.

Data 74

Data Hiring Guidelines Lead Rank 74

Sales Training Connection

JANUARY 12, 2015

McKinsey reported an interesting research study on leadership training. If you are a Senior VP or a Training Director, the study is a must read. Although it related to leadership programs across functions, we thought the finding would be particularly important for Senior VP’s of Sales and Sales Training Managers.

Sales Leadership 50

Sales Leadership Face-to-face Study Training 50

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. in Classical Studies from Boston University, joined San Francisco-based Cerego in 2015.

Conversion 62

Conversion Customer Film Lead Rank 62

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

Sales Training Connection

FEBRUARY 9, 2015

In a Harvard Business Review post, Rafi Mohammed reviewed an interesting McKinsey study on the relationship between price increases and profits. In the study McKinsey worked with the Global 1200. The key to the McKinsey study was of course – “if demand remained constant.” ©2015 Sales Momentum, LLC.

Discount 50

Discount Negotiation Study Engineering 50

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. I found the results of a recent Software Advice™ study encouraging (Software Advice™ is a sales software reviews firm ). Sales Tips: Want a Future in Sales?

Hiring 81

Hiring Buying Cycle Education Software 81

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. Studies show that there is almost a 50% increase in closing when someone is able to see a face, even virtually. Internet traffic is rising.

Tools 52

Tools Face-to-face Video Channels 52