Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers. You can train your sales managers on coaching. Time in field: 17% increase in performance. What can you do?

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

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

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers. You can train your sales managers on coaching. Time in field: 17% increase in performance. What can you do?

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Sales and Marketing Management

SEPTEMBER 23, 2019

Millennials are entering the C-Suite and members of Gen Z, which makes up 10% of the world’s population, are entering the workforce. In the five years between 2010 and 2015, the number of inside sales reps doubled. Even field reps are spending almost half of their time selling remotely. Also, we’re seeing generational changes.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Vendor Neutral

JULY 30, 2021

In A Hybrid Working And Selling Environment. Which sales technology tools and solutions can arm RevOps with everything they need for success. Founder of the Evolved Selling Institute and currently Chief Evangelist for Mediafly. Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools.

Top of Funnel 132

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

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. This frees up time to manage other activities in the sales process.

Tools 52

Tools Face-to-face Video Channels 52

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

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 79

Data Hiring Guidelines Lead Rank 79

Allego

FEBRUARY 19, 2021

The golden question is, if there are pressures on me to sell, what are the pressures on the other party to buy?” — David Bauders. In 2015, he established a second company, SPASIGMA, to fill that gap and meet distributed sales teams’ need to access virtual sales training and sales enablement support.

Lead Rank 96

Lead Rank Lead Scoring Revelation Pivotal 96

Bernadette McClelland

JANUARY 11, 2017

A number of salespeople consider competition in the world of selling as a setback or a situation that equals conflict and uncertainty. If you were sent to any of the wars we have witnessed in the past century – WW2, Vietnam or Iraq and you had never been trained in battle, how would you go?

Strategy 150

Strategy How To Competition Energy 150

Sales Training Connection

SEPTEMBER 22, 2015

Online Sales Training. And if buyers change how they buy – salespeople need to change how they sell. The good news is there are more effective and affordable training options to correct that deficiency than in times past. In the last several years tremendous advantages have occurred in online sales training.

Training 50

Training Knowledge Base Travel Exercises 50

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? million annually on sales reps performing these two activities, which adds up to $113.4

How To 80

How To Quota Sales Enablement Survey 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. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management. And how does that affect how companies sell?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Hubspot Sales

MARCH 20, 2018

Over the last three years, the number of sales technologies has grown from 300 in 2015 to 715 in 2017. bars giving away salty snacks to sell more alcohol), but it has only recently been adopted by tech. Mobile apps and free technology make it easy for users to engage with once-complex platforms and tools.

Lead Rank 89

Lead Rank Trends Lead Scoring Outsourcing Services 89

Score More Sales

OCTOBER 15, 2014

One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Where are you? Listen for Prospective Buyers.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Salesmate

SEPTEMBER 18, 2020

I invest some time reading some best sales management books and getting actionable takeaways to amp up your sales team’s performance. Published – October 2015. He provides you with the concepts and tools you’ll need to be effective and proficient in each of these areas. Sales management simplified. The Sales Boss.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). No creepy stalking, disempowering selling or inappropriate spamming. Social Selling 3.0 is about powerful mash-ups.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

SBI

FEBRUARY 24, 2015

What are the three most important sales behavioral changes that will have the greatest impact in 2015? Stop doing behaviors, tasks, training, coaching—wwhatever it is—that you can’t directly link to better outcomes. A great example is a customer who was trying to train on twenty behaviors. That one’s a biggie.

Up-Sell 50

Up-Sell Revenue Closing Forecasting 50

SBI

JULY 12, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles WAGmob , a complete solution to onboard new salespeople up to 50% faster. Sales ToolSkool Video Transcript: Today I’ll be talking about a solution that helps your new reps be productive up to 50% faster. Let’s start with systems training.

Hiring 50

Hiring SalesForce Ideal Customer Profile System 50

Sales Training Connection

JUNE 21, 2016

In 2015 Millennials passed Generation X to make up the largest share of the workforce. Today, selling is becoming a team sport. Millennials will embrace team selling – leveraging institutional resources and helping one another out. Invest in training. Millennials and Sales. population. Take a second look.

Sports 70

Sports Distribution Compensation Report 70

Your Sales Management Guru

NOVEMBER 7, 2016

Watch a video on recruiting and interviewing to help improve your organization. ? If you are hiring, then you must tighten up your new hire on-boarding process , this must be a priority for any sales organization, you can find a template on our Sales Managers Tool Kit. Does your sales team need new formal sales training ?

Sales Management 85

Sales Management Hiring Compensation Quota 85

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). We tend to live up to positive labels ascribed to us by people we interact with. Sales Call Tips. Get Emotional.

Call-back 145

Call-back Ideal Customer Profile Sports Social Media 145

LeadFuze

NOVEMBER 30, 2021

Sales Stack 2015 was an event with many passionate VPs about how to scale sales organizations. You can get wound up in the data, but if you forget to look at things such as how many meetings they’ve been having and what their meeting quality is like, then it may not be enough. What are some sales tools that you’ve leveraged?

Hiring 52

Hiring Scale Banking Hubspot 52

Vengreso

MARCH 22, 2022

We’ll also explain some essential things like why a good sales candidate is so important, where to find good candidates, how to make an offer, and how to hire and train your sales team to create successful salespeople who will improve your business. Want to hire someone who has more selling experience than you do.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

We’ll also explain some essential things like why a good sales candidate is so important, where to find good candidates, how to make an offer, and how to hire and train your sales team to create successful salespeople who will improve your business. Want to hire someone who has more selling experience than you do.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Nutshell

AUGUST 24, 2018

Inside sales refers to any form of selling that isn’t done face-to-face. Sales reps use an average of six enablement tools , according to Sales for Life. Included in this category are CRMs , intelligent dialers, social media selling tools, messenger programs, web-conferencing programs, etc. Want to learn from the masters?

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Score More Sales

JANUARY 19, 2015

I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. In addition to Prospector which has been improved greatly over time, they have a new tool called Cadence which helps SDRs to know how and when to attempt to connect with their prospects.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% With the businesses and individuals making more purchase recommendations, the language of technology selling has changed. YoY decline from 2014. This latest estimate comes on the heels of Gartner RAISING forecasts to kickoff the New Year, expecting a 2.4%

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

Hubspot Sales

NOVEMBER 30, 2020

When I joined Loom as the company’s first sales hire in January of 2020, friends and colleagues asked me questions like "What will you be selling?" I’ll be focusing on selling Loom’s upmarket offering to enterprise customers, and I’ll work with my leadership team and board to establish goals and quotas based on our alpha and beta findings.".

Ideal Customer Profile 98

Ideal Customer Profile Hiring Marketing Quota 98

Fill the Funnel

JANUARY 8, 2015

Mark Hunter – @ TheSalesHunter Sales motivation tips and proven sales training techniques to help you increase sales, profitably. Author of top-selling High Profit Selling. and me – @ milesaustin Miles Austin is The Web Tools Guy. Expert on human behavior in the workplace. ©2015 Fill the Funnel.

Top of Funnel 48

Top of Funnel Funnel Small Business Small Business 48

Your Sales Management Guru

JANUARY 13, 2015

Last Friday my topic was “Accelerate Your Business in 2015”, during the program I covered a variety of ideas, techniques and tools the audience could use to drive increased levels of sales pipeline values and revenues. A portion of what I spoke about was from a recent blog: The One Must Do Action Step to Ensure a Great 2015!

System 40

System Campaigns Tools Networking 40

Nutshell

AUGUST 15, 2018

Consultative selling is often regarded as one of the most effective sales strategies. 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.

Customer 48

Customer Consultative Selling Hiring Face-to-face 48

The ROI Guy

NOVEMBER 10, 2014

This is good news, and is the first time in three years that Gartner is revising its growth predictions up versus down mid-year. 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.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Fill the Funnel

JANUARY 27, 2015

From the comments and questions coming at me in every presentation and broadcast I have done already this year, customer acquisition is the #1 goal for sales leaders in 2015. If it is that important it makes sense to use the best tactics, tools and training to help you achieve the results you are looking for.

Social Media 48

Social Media Top of Funnel Face-to-face Twitter 48

Fill the Funnel

JANUARY 27, 2015

From the comments and questions coming at me in every presentation and broadcast I have done already this year, customer acquisition is the #1 goal for sales leaders in 2015. If it is that important it makes sense to use the best tactics, tools and training to help you achieve the results you are looking for.

Social Media 48

Social Media Top of Funnel Face-to-face Twitter 48

SBI

JULY 19, 2015

Get to know your sales tools in just 2 minutes a week. Qstream makes it possible to elevate the performance of your entire sales team so you can grow revenue faster and that’s why we’ve named Qstream one of our top sales tools of 2015. Until then…Sell Smarter, with smart selling tools.

SalesForce 50

SalesForce Retention Sales Tools Coaching 50