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

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. By Tibor Shanto. And it has to a degree been. Smaller Treadmills.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. And if buyers change how they buy – salespeople need to change how they sell. 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? ©2015 Sales Momentum, LLC.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

The Pipeline

OCTOBER 9, 2014

We are actively selling, and as a result face many of the challenges and opportunities our customers do. They have decided that based on current numbers, they will need to cut budget for 2015, and her words, not mine, “training is on top of the cutting list”. Sales Skills Sales Training Tibor Shanto' Tibor Shanto .

Government 296

Government Face-to-face Incentives Incentive 296

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 Study Sales Management 273

Janek Performance Group

OCTOBER 4, 2022

I see this as an effective social selling tool in three areas. For example, if you sell marketing automation solutions, you could join a Marketing Live Event and interact with others at the event. This feature is very powerful for social selling because it provides double value. Notification Bell. Is the light bulb going off?

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 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

Score More Sales

DECEMBER 23, 2014

New ways to sell in the midmarket world are happening all around us. Sales organizations need to take advantage of this scenario and leverage it in 2015. This is a B-to-C example but it illustrates the point that you need to think about what is important for your buyers to see on their mobile device when they pull up your website.

Tools 214

Tools Lead Rank Lead Scoring CRM 214

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 Study Sales Management 261

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

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. Founder of the Evolved Selling Institute and currently Chief Evangelist for Mediafly. Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training. Enabling Revenue Operations. REGISTER NOW.

Top of Funnel 132

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

Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. There wasn't a lot of sales training.

Prospecting 95

Prospecting Pivotal Cold Calling Incentives 95

Zoominfo

OCTOBER 19, 2021

What you see in ZoomInfo today is a lot of the vision that I had for DiscoverOrg in 2015, 2016, but I never built a good enough engineering and product team to make that vision come to life,” Schuck said. I want to be able to sell into the largest swath of [our] 20,000 customers as I can,” Schuck said. “I’ll

Engineering 130

Engineering Hiring Software Software 130

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. The strategy also involves changing up the sales team, including better training for customer service representatives, hiring more sales staff, and finding that crucial new hire for VP of sales.

Hiring 84

Hiring Strategy Customer Government 84

Score More Sales

JANUARY 9, 2015

A powerhouse line-up of my sales colleagues Iannarino, Hunter, Weinberg, Blount, and Miles Austin all present on 1/12 (11AM Eastern) discussing sales topics in a TED-like format. That will fire you up at the start of the week. Join hundreds of others who have already signed up for 5 Productive Strategies to Crush Quotas in 2015.

Webinar Metrics 120

Webinar Metrics Twitter Inside Sales Google 120

Sales Training Connection

DECEMBER 12, 2014

In this case, the weeds involve drawing the distinction between the term consultative selling and the concept of selling consultatively. As starters, Mark Hanan established the branding this term in his brilliantly written book Consultative Selling – an early and extremely important work about selling consultatively.

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

The Pipeline

FEBRUARY 19, 2016

In 2015 they hosted over 30,000 attendees—and this year is going to be even bigger, better and more exhilarating. Sign up here! Jill Konrath , author of SNAP Selling. Grant Cardone , CEO of Cardone Training Technologies. Grant Cardone , CEO of Cardone Training Technologies. There will be something for everyone.

Top of Funnel 120

Top of Funnel Groups Funnel Analytics 120

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 Exercises Travel 50

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

Score More Sales

DECEMBER 22, 2014

Athletes and broadcasters lit up Twitter with some great tweets. Chatting it up with your co-workers about what’s going on for the holidays – swapping stories about your relatives and friends? How different would it be to begin 2015 with some solid appointments and opportunities rather than a blank slate?

Prospecting 262

Prospecting Ideal Customer Profile Decision Maker Twitter 262

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

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

Sales Training Connection

SEPTEMBER 17, 2015

As the fourth quarter begins, many VPs of Sales and Sales Training Directors will be focusing on closing Q4 strong and positioning their sales teams for success in 2016. We have noticed, however, that some companies strive for a bridge too far and attempt to conduct serious sales training at their national sales meeting. And why not?

Sales Meeting 50

Sales Meeting Meeting Training Travel 50

Understanding the Sales Force

SEPTEMBER 17, 2014

At one of the lunch breaks, he was talking about the customers his company, Connect and Sell , helps. Half of my own training, coaching and consulting clients are inside sales forces! No names, no emails, no follow up. And the brochure for the 2014-2015 Top Sales Academy is available here. Won''t you please help me ?

Inside Sales 212

Inside Sales Outside Sales Study Distribution 212

Allego

MAY 24, 2022

He was handpicked by Governor Charlie Baker in 2015 to develop a plan to put the MBTA on the path to long-term fiscal sustainability. That’s a hard sell. Our podcast features leaders from sales , training , and industry who share their personal journeys of transformation and how they are adapting to an ever-changing environment.

Scale 62

Scale Transportation Google Lead Rank 62

Hubspot Sales

JULY 13, 2023

So, the risk that AI can pick up inaccurate data is always present. Since it requires a solid understanding of current AI technologies, sales reps should also be trained on how to use AI, troubleshoot issues, and detect when AI is underperforming. In the Real World Back in 2015, Amazon used AI to collect resumes for hiring purposes.

Data 83

Data Hiring Guidelines Lead Rank 83

Increase Sales

MAY 16, 2016

Have you ever thought that selling is difficult? In 2015, this dropped to 8 seconds. In 2015, this dropped to 8 seconds. For example, many astute buyers can tell by the first questions you ask what type of sales training you had. So if you are asking “What is keeping you up at night?”

Microsoft 100

Microsoft Lead Rank Lead Scoring Research 100

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

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

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

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales. Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. Selling through customer service. Right way Andy captures your attention by explaining the truth; how you sell is more important that what you sell.

Top of Funnel 82

Top of Funnel Lead Rank Lead Scoring Maximizer 82

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. This is up from only about $10,000 per year in 2013, and it’s creating major efficiency issues for most businesses.

Lead Rank 92

Lead Rank Trends Lead Scoring Outsourcing Services 92

Janek Performance Group

MARCH 27, 2023

Today, virtual selling is the new normal and it is here to stay. The sales leader recognizes that sales performance suffers, but cannot come up with transformative solutions themselves. No one can sell like me.” “My Some months they sell a lot, then the next month they sell very little.“ Curious to learn more?

Sales Process 48

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

No More Cold Calling

OCTOBER 30, 2016

Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant. If you’ve beaten the odds and held your role for more than 18 months, you’ve already gotten your team lined up, your prospecting strategy in place, and your goals set. In 2015, 43.6

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

Score More Sales

JANUARY 8, 2015

You are, after all, working to come up with new strategies or roll-out programs and concepts that a creative approach is helpful for. Instead of full focus on new products and training for new products / services, be sure to make time for sales skills development. An offsite location should also be a creative environment.

Twitter 120

Twitter Inside Sales Groups Survey 120