Product Management University

APRIL 14, 2021

B2B Product Manager April 2021 Issue. Of course, we can’t ignore the connection between sales and product management. Whatever happens in product management is usually reflected somewhere in the sales process! Don’t settle for lecture-style training. March 2021. Enjoy our April issue. December 2020.

B2B 52

B2B Exercises Course Strategy 52

Gong.io

JANUARY 1, 2021

And while tactics are important, a sound sales strategy is critical to improving your closed/won ratio. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021. SALES STRATEGY STEP 1: BUILD AN IDEAL ACCOUNT PROFILE. Without accounts, there are no sales. the stage in the sales process.

Buyer Persona 118

Buyer Persona Strategy Ideal Customer Profile Hiring 118

Hubspot Sales

DECEMBER 15, 2020

According to recent HubSpot research, 65% of sales leaders who outperformed revenue targets in 2020 reported having a dedicated person or team working on sales enablement efforts instead of making it an initiative someone works on off the side of their desk. How to Improve Sales Enablement for Your Team.

Sales Enablement 127

Sales Enablement Revenue Top of Funnel Hiring 127

Crunchbase

JANUARY 26, 2021

Over the last few decades, we’ve seen the rise of everything from e-commerce, to virtual reality sales. While it’s impossible to predict what 2021 and the years beyond may bring to sales, assessing the confusing marketplace in 2020 does give us some useful insights to use as a launchpad. Here’s what we discovered for 2021.

Trends 98

Trends Social Media Discount Decision Maker 98

Zoominfo

AUGUST 5, 2021

That’s why putting plenty of focus on sales enablement will be crucial for 2021. Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. It’s about helping your sales organization do what they do best.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Highspot

FEBRUARY 4, 2021

This includes everything from understanding which metrics matter most to embracing new, more flexible processes. Let’s take a look at the top challenges sales leaders will face in 2021 and how to overcome them. Train to Retain. Scaling Success in 2021. Communicate Impact.

Scale 59

Scale Hiring Sales Enablement Face-to-face 59

Hubspot Sales

OCTOBER 28, 2020

HubSpot recently surveyed over 500 sales leaders and found 40% of them have missed revenue targets this year — a significant trend that can’t continue if their businesses are going to survive. It’s time to rewrite the sales leadership rulebook. Continue reading to learn what sales leaders should prioritize in 2021.

Hiring 102

Hiring Promotion Lead Rank Ideal Customer Profile 102

Bigtincan

NOVEMBER 2, 2021

There is no shortage of sales onboarding solution options to choose from and most of them offer basic instructor-led training that is created once and typically isn’t updated for months or years at a time. Bigtincan Learning is built to directly address the four requirements of an advanced onboarding solution mentioned above: Training.

Comparison 105

Comparison Software Software Hiring 105

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021. A referral is the best way to get a meeting with the decision maker.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Sales Hacker

FEBRUARY 18, 2021

Using video in sales conversations increased 93% last year. 2021 will be the year video goes from test to invest for most sales teams. The post The 5 Types of Videos You Need to be Using in Your Sales Process Right Now appeared first on Sales Hacker. But what does that mean for you in your role?

Video 71

Video Sales Process Conversion Sales 71

Hubspot Sales

NOVEMBER 17, 2020

When it comes to CRM, successful sales teams have automated parts of the sales process using the data flowing through the tool. When we compared over-performing and underperforming sales leaders, we noticed a 61% vs. 46% spread of whether or not they said they were using automation.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Chorus.ai

JANUARY 29, 2021

That’s why putting plenty of focus on sales enablement will be crucial for 2021. Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. It’s about helping your sales organization do what they do best.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

Understanding the Sales Force

OCTOBER 13, 2021

Now they will take on the Houston Astros in the best of seven American League Championship Series, with the winner moving on to the 2021 World Series. I was wrong again and the Red Sox not only won, but they won the best of five series decisively, winning the last three games in a row.

Google 322

Google Consultative Selling Sales Sales Process 322

Highspot

APRIL 6, 2021

Salespeople on the other hand, may not be so inclined to pay close attention to their training. Sales training has a bad reputation – too often it is outdated, irrelevant and a waste of sellers’ valuable time. But in reality, training done right is the key to unlocking your team’s potential.

Training 52

Training Course Objections Coaching 52

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. The trick is knowing what training program and techniques to use. Why sales training is important. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

Allego

DECEMBER 20, 2022

Granted, the software has only been trained on information up to 2021, so there are knowledge gaps. I signed up and—because I write blog posts for salespeople—entered this query: “Write a blog post about how to use ChatGPT for sales.”. The post How to Use ChatGPT for Sales appeared first on Allego. Learn More.

How To 116

How To Lead Rank Face-to-face eBook 116

Hubspot Sales

NOVEMBER 14, 2022

The HubSpot Blog’s Sales Strategy & Trends Report says that 42% of salespeople exceeded their goals in 2021, a similar amount simply met their goals, and 16% underperformed. Let’s go over how those top-performing sales reps met their goals. Sales Management Tools. 18% said they performed worse than their goals.

Social Media 104

Social Media Trends Sales Enablement Report 104

Carew International

APRIL 1, 2021

How Top-Management Involvement Impacts the Sales Process. One of the most interesting and conflicting circumstances sales managers, leaders and executives find themselves in is whether to get involved in the sales process with one of their sales professional’s customers. 2021, February 17).

Study 84

Study Face-to-face Policies Sales 84

Vengreso

JANUARY 13, 2023

From paid advertising to buying their own books, every sales author is doing all they can to get their book to the top of the list. I published this list in 2019 with 33 books, added 17 new books for the 2020 edition, and now another 5 for 2021/23. What selection process did I use to find the best sales books?

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Vendor Neutral

APRIL 30, 2021

Don’t Shortchange Coaching and Training Coaching and training are essential pieces of sales enablement, but the content needs to be easily and readily available. Sales reps in any vertical are always short on time, so the content needs to live in an organized system. What is the definition of content to you?

Sales Enablement 52

Sales Enablement Lead Rank Lead Scoring Webinar Metrics 52

Highspot

DECEMBER 2, 2021

September 10, 2021). Explore this opportunity: formulate a top-tier talent strategy by deepening your involvement in the talent acquisition planning processes. September 10, 2021). September 10, 2021). September 10, 2021). Have sales managers been effectively trained on how to coach reps through it?

Face-to-face 98

Face-to-face Sales Talent Sales Methodology Sales Enablement 98

Janek Performance Group

OCTOBER 22, 2021

I have seen many sales organizations that make the costly mistake of over-relying on technology in an effort to solve their most pressing sales challenges. A 2021 poll by LinkedIn found 65% of sellers believe they put the buyer first, but only 23% of buyers agree with that statement. Not the most effective solution.

Top of Funnel 118

Top of Funnel Exercises Sales Technology Churn 118

Janek Performance Group

FEBRUARY 13, 2024

And shifts in business require changing how sales processes are conducted. They note that, if their managers were poor coaches, more than 60 percent of sales reps would leave. This makes it essential that managers participate in sales coaching and training. These changes require the ability to pivot and adapt.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Hubspot Sales

NOVEMBER 18, 2020

Sales Performance. 65% of sales leaders that outperformed against revenue targets have a dedicated sales enablement person or team. 61% of over-performing leaders use their CRM to automate parts of their sales process , vs. 46% of underperforming leaders. Sales Leader Priorities. Sales Management.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Vendor Neutral

FEBRUARY 23, 2021

Implementing engaging, impactful training. With the right digital strategies and sales technology tools, manufacturers can dramatically evolve their businesses in 2021. How to incorporate the value your customers crave into your sales process. Advancing opportunity management. Watch our webinar to learn how.

Webinar Metrics 59

Webinar Metrics Sales Technology Competition Resources 59

Sales and Marketing Management

DECEMBER 14, 2020

A Sales Benchmark Index survey from 2017 reported that in nearly 75% of sales situations, customers prefer not to meet in person. What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What should sales kickoffs look like?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Allego

MAY 7, 2021

In episode 24, sales effectiveness expert Mike Kunkle shares how he pivoted from a career as a musician to helping companies drive dramatic revenue growth through best-in-class training strategies and proven sales transformation systems. Mike is a recognized expert on sales training, sales effectiveness, and sales enablement.

Revenue 118

Revenue Google Pivotal Sales Enablement 118

Allego

SEPTEMBER 8, 2022

And in 2021, LinkedIn saw a 55% increase in conversations among connections. Art & Science of Complex Sales by George Brontén , CEO & Founder, Membrain.com. Recent articles: How to Avoid these Sales Process Traps, 8 Simple Steps to Design Your Sales Process for Complex B2B Sales, Is Your B2B Sales Process Dead or Alive?

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Pipeliner

OCTOBER 26, 2020

With Q4 already underway and 2021 around the corner, sales leaders are already considering which investments to make in their sales stack. And companies are now using sales software to hit their number. These include business presentation software, sales software, sales training software , and many more.

Software 98

Software Software Licensing Hubspot 98

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. Sales readiness is the enablement domain that connects the dots to engage and empower your sales force. In other words, all the sales training initiatives including your onboarding program are covered in this enablement domain.

Hiring 66

Hiring Study Survey Sales Leadership 66

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. million workers left their jobs in 2021 — 70% of them voluntarily.

Hiring 79

Hiring Compensation Salary Retention 79

MEDDIC

NOVEMBER 4, 2021

Los Angeles, CA – November 3 rd 2021. MEDDIC Academy, a Leading Global Sales Training Provider, today announced the registration of MEDDPICC as a trademark. Recognized by Gartner in their Magic Quadrant for Sales Training Providers in 2021, MEDDIC Academy educates sales forces who target B2B or Enterprise clients.

Oracle 52

Oracle Scale Enterprise Enterprise 52

Alice Heiman

MARCH 16, 2021

March 11th, 2021 marked the one-year anniversary of COVID-19 shutdowns. Many organizations quickly saw the benefits of remote work and have opted to keep this through 2021 and for the foreseeable future. As CEO, it’s critical to always be thinking about how you can improve the sales process for employees.

Cancellation 147

Cancellation Video Guidelines Face-to-face 147

Allego

FEBRUARY 2, 2021

Today, sales leaders recognize that the shift to virtual selling will be with us for a while, if not permanently. Get Productive: New Ways to Support the Virtual Sales Process. Once they recognize what their sales teams need, effective sales leaders provide new ways to ensure their teams are productive. Learn More.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

Alice Heiman

JULY 22, 2021

These statistics come from the recent Gartner research revealed at their conference in May 2021. . Second, train and expect them to provide an insightful and valuable experience. The research tells you that your sales process is not aligned with the way your customer wants to buy. . What does this mean?

Buyer 91

Buyer B2C Pivotal Conference 91

Alice Heiman

NOVEMBER 3, 2021

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. This episode is a must-listen if you feel that your sales strategy isn’t quite hitting the mark with your customers.

Hiring 84

Hiring Strategy Customer Government 84

Janek Performance Group

MAY 2, 2023

According to McKinsey’s 2021 Mind the [skills] gap , 87 percent of companies have or will have a skills gap. How to Upskill Your Sales Team Hiring Onboarding Enablement Sales coaching Sales training Of course, you can’t upskill new hires—at least not yet. Hand in hand with coaching is sales training.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62