Sales Training Connection

JULY 27, 2016

New sales managers. You are now a sales manager. Even after some initial guidance from colleagues, most new sales managers find themselves struggling to figure out how to balance the requirements of the position. So, in reality, the answer is usually one of smart management not prevention.

Sales Management 50

Sales Management Top of Funnel Funnel Face-to-face 50

Sales and Marketing Management

JULY 26, 2018

Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see? And, at that point, the winners and losers will be separated by how well they combine their sales talents with skills for using AI. For example, sales applications should draw on a focused set of data?

Training 206

Training Penetration Government CRM 206

Sales Training Connection

SEPTEMBER 20, 2016

Sales coaching puzzle. A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. They were real cheerleaders – they believed sales managers were the pivotal job for sales success and coaching was the sales managers’ key responsibility.

Coaching 50

Coaching Sales Management Training Sales Coaching 50

Sales and Marketing Management

MAY 1, 2017

Author: Erica Abt One of the most common complaints of frontline sales managers is employee turnover. After pouring loads of time and effort into onboarding, coaching, and engaging sellers on their team, frontline managers feel defeated when they hear “I’m leaving.” Offered a better compensation package. Bad Leadership.

Lead Rank 136

Lead Rank Lead Scoring Compensation Retention 136

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales.

Lead Rank 106

Lead Rank Hubspot Microsoft Lead Scoring 106

Sales Training Connection

OCTOBER 4, 2016

Sales Process. Listen to a conversation about the need for improving sales process and it usually begins like this: “We have very aggressive sales targets and we’re just not getting there.”. We’re not leveraging our own best practices – a lot of our sales reps are simply doing what they did the last time.”.

Sales Process 113

Sales Process Scale Territories Sales 113

Janek Performance Group

NOVEMBER 8, 2021

Since its acquisition by Microsoft in 2016, it has evolved into the go-to-platform for sales professionals. Updated data is critical for sales success. As great a tool LinkedIn is for sales professionals, there are hazards companies need to be aware of. The Premature Sales Pitch.

Social Selling 117

Social Selling LinkedIn Guidelines Ideal Customer Profile 117

Increase Sales

NOVEMBER 30, 2012

By strategically locating their establishments on Main Street or near busy intersections, they would receive countless exposure and increase sales. For example, those who are searching for retail stores, 4 out of 10 are seeking “hours of business.” Location location is still very important for brick and mortar stores.

Small Business 133

Small Business Small Business Retail Engineering 133

Hubspot Sales

NOVEMBER 21, 2019

These days, it seems as though there’s a new app or widget every week promising to make businesses and their sales reps more productive, efficient, and effective. Although some technology has proven to be more useful than others, one piece of sales technology that’s here to stay is customer relationship management (CRM) software.

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System CRM Benefit Scale 114

MJ Hoffman

APRIL 22, 2019

Who’s likelier to make a mistake: The rookie sales rep who’s never sold a day in their life, or the veteran rep who’s been on the front lines for nine years? To give you an example, suppose a rep sells in a competitive landscape. I’ll give you the perfect example. The post The 3 Ways Experienced Sales Reps Typically Fail.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

No More Cold Calling

AUGUST 31, 2017

There are many misconceptions that trip up modern sales leaders. For example, if you believe that 57 percent of the buying process is complete before buyers ever contact account based sales reps, you’ve lost the deal before you’ve begun. Rather, it’s a step, an action, a conversation missed earlier in the sales process.

Referrals 149

Referrals Cold Calling Account Video 149

Sales Training Connection

FEBRUARY 23, 2016

Sales coaching. When top sales managers are asked what advice they would give to someone wanting to improve their coaching, a pervasive answer is – stop trying to teach your sales team and start trying to help them learn. . As one sales manager put it, “ Effective coaches ask, listen, and then tell.”

Sales Coaching 50

Sales Coaching Coaching Account Negotiation 50

Nutshell

JANUARY 21, 2019

As a sales manager, you know your team’s strengths and weaknesses better than anyone. That being said, an effective sales manager doesn’t rely on intuition alone when deciding how to increase productivity. They analyze metrics over time in order to learn how to best support their team and fine-tune their sales process.

Lead Rank 81

Lead Rank Top of Funnel Lead Scoring Forecasting 81

Chorus.ai

JULY 16, 2020

In 2016, the NBA’s Sacramento Kings completed construction and moved to Golden 1 Center, a state-of-the-art indoor arena complex in an emerging lifestyle, entertainment, and retail neighborhood in Sacramento, known locally as DOCO, or Downtown Commons. It’s hardly surprising then that the Kings sales organization is big on technology tools.

Sports 62

Sports Coaching Call-back Inside Sales 62

Mindtickle

MAY 26, 2016

In my previous post , I gave you a glimpse at the SiriusDecisions framework for Sales Onboarding that was presented at their SiriusDecisions Summit 2016. Certification is important because it validates that the sales rep can actually apply the learnings they have received. Measuring sales onboarding. Simulation.

Hiring 52

Hiring Sales Enablement Sales Operations Pipeline 52

Mindtickle

MAY 26, 2016

In my previous post , I gave you a glimpse at the SiriusDecisions framework for Sales Onboarding that was presented at their SiriusDecisions Summit 2016. Certification is important because it validates that the sales rep can actually apply the learnings they have received. Measuring sales onboarding. Simulation.

Hiring 52

Hiring Sales Enablement Sales Operations Pipeline 52

The Brooks Group

NOVEMBER 9, 2015

Annual sales kickoff meetings are a great opportunity to get the entire team together in one place—to share ideas, network, and get motivated to hit the ground running in the New Year. But getting buy-in from your team for the sales meeting is critical in determining whether the time away will be successful and productive or not.

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Meeting Territories Networking Motivation 53

Sales Hacker

AUGUST 22, 2019

What can happen when employees are held to unreasonable standards by managers and their behaviors don’t drive the best outcome for the company? In 2016, it was discovered that Wells Fargo employees secretly created millions of unauthorized bank and credit card accounts — without their customers’ knowledge — to meet sales goals.

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Incentives Incentive Banking Call-back 68

MarketJoy

SEPTEMBER 3, 2018

Sales are the lifeblood of every business and sales rep’s turnover can hurt sales. Sales rep turnover costs businesses billions of dollars a year. Keeping your sales rep turnover down doesn’t have to be complicated or overwhelming. Keeping your sales rep turnover down doesn’t have to be complicated or overwhelming.

Hiring 58

Hiring Salary How To Compensation 58

Sales Training Connection

OCTOBER 13, 2016

Sales training. Here’s the conundrum … You have a 250 person sales team. You are a new, first time Sales Training Director. You replaced a sales manager who did no sales training for a long time. Sales training is not inexpensive. So, who is your sales training partner going be?

Training 50

Training Gatekeeper Hiring Vendor 50

Chorus.ai

MARCH 29, 2019

It was 2016 and I was managing a team of reps at InsightSquared during a period of rapid growth. At the time, I was a rookie manager with a lot on my plate who didn’t write much down and just expected my reps to listen to me crush a call then replicate the same talk track. Why is this such a common challenge in sales?

Hiring 48

Hiring Call-back Hubspot Engineering 48

Sales Hacker

MAY 24, 2023

In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. He also shares how company culture impacts productivity and morale, primarily within sales teams. Company : AltiSales Noteworthy : Tito is an expert in sales development and all things sales.

How To 88

How To Decision Maker Retention Referrals 88

SBI

DECEMBER 4, 2019

Brainshark Acquires Rekener to Deliver Industry’s Only Data-Driven Sales Readiness Platform. Sales scorecards combine with Brainshark’s best-of-breed readiness and enablement solutions to radically improve sales performance. That’s the promise of data-driven sales readiness, and we’re thrilled to be part of it.

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Data SAP Lead Rank Lead Scoring 73

SalesLoft

SEPTEMBER 28, 2016

Some salespeople treat sales conversations like a game of Texas Hold ‘Em — analyzing the deck, not showing their cards too early, and playing it close to the vest. For example, on your first call, it helps to outline an agenda of talking points that you want to discuss with your prospect.

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Conversion Conference Software Software 52

Hubspot Sales

DECEMBER 20, 2017

In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. What are soft skills in sales? After all, you’re combining the strengths of a great rep with the insights, wisdom, and experience of their manager. Plus, sales is constantly evolving. 3) Empathetic.

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Quota Objections Follow-up Call-back 145

Partners in Excellence

NOVEMBER 17, 2016

Leaders set examples in their behaviors. If they want people to work as teams, if they want people to collaborate with each other, if they want people to trust each other, they have to set the example. By contrast, in their November 2016 issue, Harvard Business Review looks examines the top CEOs in the world.

Relationals 48

Relationals Lead Rank Lead Scoring Research 48

The Brooks Group

OCTOBER 28, 2015

It’s the 4th quarter, and there are 2 things on every sales leader’s mind. Building pipeline so that their team is on track for a good 2016. It’s worth the forethought, because if the sales team defaults to an “all hands on deck” effort, it may sabotage your success in the New Year. Finishing the year strong, and….

Pipeline 40

Pipeline Top of Funnel Scale How To 40

The Spiff Blog

MARCH 31, 2023

Welcome back to our Sell Like a Girl series– where we’ve spent recent weeks unpacking gender bias in sales. Today we’re continuing this conversation by sharing a preview of our latest research on sales commission. The Current State of Gender Bias in Sales Before we take a look at our newest findings, let’s level-set.

Commission 52

Commission Data Salary Face-to-face 52

SalesLoft

MARCH 1, 2018

We’ve been diving deep into each of the tracks and have already previewed the three tracks comprising 33 of the 44 breakout sessions: the Sales Leadership and Strategy Track , the Sales Mastery and Methodology Track , and the Sales Operations and Systems Track. Today we’ll look deeper at the Salesloft, Now and Beyond Track.

Scale 52

Scale Inbound ROI Outbound 52

Sales and Marketing Management

FEBRUARY 26, 2019

The percentage of engaged workers was also 34 percent in March 2016.). Many of the managers, sales coaches and consultants who responded to a query we posted while researching this story said purposeful work is the only way to drive engagement. is 34 percent. There was more so-called good news from the Gallup survey.

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Insurance Insurance Commission Lead Rank 120

Sales Training Connection

JULY 19, 2016

Medical sales training. Today the healthcare industry is a prime example. If your customers are making changes, then the case is made that it’s no longer business-as-usual for your sales team. So, what does it take for a company to implement a sales transformation? Building transformational sales training.

Training 50

Training Pivotal Scale Software 50

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. It is still being taught to many sales reps around the world, and there are compelling reasons to do so. Personalization has a strong effect on sales effectiveness. Ready to fortify your sales pipeline? Simplification.

Solutions Selling 52

Solutions Selling Ideal Customer Profile Lead Rank Lead Scoring 52

Tenfold

NOVEMBER 29, 2017

If your sales data is causing inaccurate forecasting, then a review of your data input methodologies, sources, and management is necessary. In 2016, KPMG, an auditing and finance company, published a global survey with more than 540 senior executives as respondents. The problem lies in the accuracy of forecasting.

Forecasting 47

Forecasting Data Lead Rank Margin 47

Pipeliner

JANUARY 2, 2018

As an example, we’ve recently seen what happens when people engage in illicit or immoral activities and use the excuse, “That’s just my body.” As many experts are saying today, and as we’ll explore more in this series, this ability is vitally important for sales, and is a key part of sales fitness.

Face-to-face 51

Face-to-face Examples Call-back Pipeline 51

Pipeliner

JANUARY 2, 2018

As an example, we’ve recently seen what happens when people engage in illicit or immoral activities and use the excuse, “That’s just my body.” As many experts are saying today, and as we’ll explore more in this series, this ability is vitally important for sales, and is a key part of sales fitness.

Face-to-face 51

Face-to-face Examples Call-back Pipeline 51

Sales Training Connection

JANUARY 6, 2016

Adjust your sales strategy to the undifferentiated market reality – you have to do some things differently. Particularly in an undifferentiated market, keeping an eye on the customer is key when it comes to executing an effective sales strategy for beating the competition. What is their sales strategy for the present opportunity?

Competition 50

Competition Marketing Face-to-face Strategy 50

Cience

JULY 25, 2019

Similarly, in B2B, buyers ask questions to sales and expect an immediate response. Similar to many sales organizations, all SDRs in CIENCE have a “canned responses” file. Similarly, it’s hard to avoid certain inquiries that your sales team usually answers in the later stages of the purchasing funnel for certain reasons.

Lead Generation 56

Lead Generation Sales Qualified Lead Lead Rank B2B 56