Steven Rosen

APRIL 10, 2024

Listening helps, and making notes is integral to a good process.” – Steven Rosen Key Takeaways: Making a bad hire can have significant costs, including opportunity costs, training expenses, and lost sales to competitors. Best practices in sales, such as defining an ideal client profile, can also be applied in the hiring process.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Adaptive Business Services

FEBRUARY 28, 2024

I received my first formal B2B sales training in 1977. As you might guess, given the decade, it was heavy doses of handling objections and closing the deal. I know more closes than Carter has pills including the deadly “Folding Origami Paper Close” and … I use none of them. Mind you, and to be fair, I am always closing.

Closing 71

Closing Sports Buyer Selling Skills 71

Allego

FEBRUARY 15, 2023

This article originally appeared on Training Industry. Companies are taking a close look at their investments in employee learning and development (L&D) and looking for innovative ways to retain top performers in today’s volatile economy. Companies will close deals faster and, in turn, close more deals altogether.

Training 117

Training Face-to-face Sales Enablement Sales Cycle 117

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. This begins with training and coaching Sales Leadership to support such an organization. To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case.

Sales Process 334

Sales Process Sales Methodology Decision Maker Pipeline 334

Mr. Inside Sales

NOVEMBER 18, 2018

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. We absolutely have to train ourselves to ask questions and then remain quiet and listen.”. This was unexpected and he had to think fast! This is the worst thing we can do.

Closing 227

Closing Decision Maker Inside Sales Face-to-face 227

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention.

Closing 61

Closing Training Buying Cycle Incentives 61

The Digital Sales Institute

AUGUST 29, 2023

Closing techniques to finalize a sale should be understood by every salesperson. In the dynamic and competitive realm of sales, the ability to close a deal is the ultimate measure of success. However, closing a sale is often easier said than done. To execute the Ben Franklin Close, sketch a simple two-column table.

Closing 52

Closing Negotiation Buyer ACT 52

Adaptive Business Services

FEBRUARY 8, 2023

The week between Christmas and New Years was spent closing a chapter of my professional life with the passing of one business to its new owner. Over the past couple of years, my Nimble CRM training and implementation consulting services have seen substantial growth. The first thing I did was to give the articles a good cleaning.

CRM 71

CRM Training eBook Video 71

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. However, traditional coaching and training methods tend to fall flat because they take a one-size fits all approach that doesn’t fit the needs of each individual rep.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

Understanding the Sales Force

JANUARY 31, 2014

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire. I wrote my own article on the topic 3 years ago called Startups and the Dilemma of the First Sales Hire.

Hiring 193

Hiring Hubspot Inbound Webinar Metrics 193

Understanding the Sales Force

SEPTEMBER 27, 2022

One of their issues was their 20% win rate was much lower than they thought it should be and they believed their salespeople needed some refresher training on closing. They also had a large number of opportunities stalled in the pipeline and they believed that training on more effective techniques to conduct follow up calls would help.

Software 261

Software Software Follow-up Groups 261

Highspot

JANUARY 9, 2024

This makes B2B sales training more important than ever. A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. What Is B2B Sales Training? What is B2B Sales Training? The decision cycle is often longer.

B2B 52

B2B Training Top of Funnel B2C 52

Adaptive Business Services

MARCH 10, 2021

This article is a part of our Sales 101 series. When I first got started in B2B selling, I was formally trained on how to use a variety of sales closes … “either or”, “Ben Franklin”, “Columbo”, and many more. Through the years I picked up quite a few more including the “Japanese Origami Folding Paper” close. No bloodshed.

Closing 77

Closing Guarantee Up-Sell Follow-up 77

Allego

NOVEMBER 22, 2022

This article originally appeared on MarketingProfs. Conversation Intelligence: The Key to Deal-Closing Content. Conversation intelligence helps sales managers see how deals are progressing, identify missed opportunities and skill gaps, improve deal progressing, and enhance training. Enter conversation intelligence.

Pivotal 117

Pivotal Conversion Closing Buyer 117

Customer Centric Selling

MAY 22, 2013

Sales Training Article: Premature Closes. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In creating and evolving CustomerCentric Selling®, a cornerstone of our methodology has been trying to provide superior buying experiences. When being closed a buyer should know: 1.

Closing 45

Closing Training Buying Cycle Incentives 45

Janek Performance Group

APRIL 11, 2023

Sell more, close faster, and increase your revenue are the messages I’ve been bombarded with lately online. The sales training market is producing a ton of content. There’s been a market for sales training since John Henry Patterson, George Eastman, and Andrew Carnegie built their empires in the 1800s. No problem.

Training 62

Training Intent Sales Qualified Lead Margin 62

Sales and Marketing Management

AUGUST 24, 2017

Today’s sales leaders agree on today’s top sales training challenges: it’s too expensive, there’s not enough time, and there’s a lack of engagement. Add to this the fact that when surveyed, the majority of sales leaders question the effectiveness of their current sales training programs. Practice-Driven Sales Development.

Training 237

Training Handbook ROI Hotels 237

Crunchbase

JUNE 28, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. . Investing in team training is a critical part of business success and growth.

Webinar Metrics 111

Webinar Metrics Training Strategy Software 111

Understanding the Sales Force

OCTOBER 12, 2022

I receive calls and emails that begin with things like "My salespeople are complacent" or "My salespeople need some training on closing" or "My salespeople aren't bringing in enough new business" or "My salespeople need help with negotiating" or "Our team has a lot of stalled opportunities." it's the same with sales teams.

Selling Skills 295

Selling Skills Hotels Call-back Negotiation 295

Adaptive Business Services

MAY 12, 2021

In this series of articles, we’ll explore the many reasons why salespeople seem, almost universally, to HATE CRM. These three articles will explore …. Mind you, these tasks will help you to sell more and they will increase your closing ratios substantially! . A large part of this is due to HATE. Don’t believe me?

CRM 71

CRM Salary Commission Google 71

Understanding the Sales Force

JANUARY 30, 2017

I was listening to CNN on Satellite Radio and in between rants about the immigration ban, protests, the federal judge who issued a stay, and Trump's first week's worth of executive orders, an advertisement came on promoting How to Close Anything and Everything, no matter what you sell and who you sell it to. Closing is awfully important.

Closing 120

Closing Advertising Advertising How To 120

BrainShark

SEPTEMBER 10, 2023

Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

Training 62

Training Hiring Objections Coaching 62

Understanding the Sales Force

APRIL 9, 2020

Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to close when we return to work. I also included three videos that I extracted from a sales training session earlier this week.

Company 353

Company Face-to-face Consultative Selling Pipeline 353

SBI Growth

AUGUST 10, 2013

Her pipeline was full of opportunities likely to close this quarter. Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. A 4 day training at corporate. Does this ring a bell?

Training 293

Training Top of Funnel Hiring Hotels 293

Steven Rosen

FEBRUARY 11, 2024

Sales leaders should identify the skills needed to achieve sales goals and provide training and resources to develop those skills. Eliminating time-sucking activities and prioritizing training and coaching are essential for creating a continuous learning and development culture.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

Fashion 105

Fashion Software Software Training 105

criteria for success

JUNE 21, 2022

Looking for the perfect active listening exercise for your next sales training event? Here at CFS, we are big believers in group training activities. Active listening is a great exercise for sales training events and workshops. For Better Prospecting, More Closed Deals, and Stronger Relationships. We can help!

Exercises 98

Exercises Training Groups Exact 98

MEDDIC

APRIL 7, 2023

Sales leaders are usually very aware of the benefits of sales training and coaching in general. Sales leaders should not sacrifice the Sales Training & Coaching budget. Maintaining or increasing your investment in coaching and training during a downturn can pay dividends. Coaching and training can improve morale.

Coaching 52

Coaching Training Hiring ROI 52

The Digital Sales Institute

MARCH 29, 2021

Now more than ever it is important to have some sales training ideas to engage the remote or home based salesperson. Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The Importance of Sales Training. Sales Training Ideas to Try.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

BrainShark

JULY 1, 2022

When it comes to measuring sales training ROI, most advice is either self-explanatory or ambiguous, such as “decide what success looks like” or “set expectations for your training.” Then, we’ll discuss the specific metrics you can track, as well as several best practices for calculating sales training ROI.

ROI 62

ROI Examples Training Lead Rank 62

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 254

Face-to-face Gatekeeper How To Sales Qualified Lead 254

Understanding the Sales Force

JANUARY 16, 2024

Regular readers know I like to start my articles with an analogy. I just make observations which you don’t have to agree with, and if we can leave it at that, you don’t have to stop reading my articles or send hate messages. Baseball analogies appear more than any other but analogies from politics are my favorites.

Guarantee 193

Guarantee Discount Face-to-face Course 193

criteria for success

MAY 24, 2022

Looking for sales training ideas to implement during your next team meeting? When you read “sales training ,” you probably think of an offsite retreat. This type of sales training does have its time and place as it provides an opportunity for breakthroughs, and the shared experience helps foster a healthy team culture.

Meeting 97

Meeting Training Face-to-face Objections 97

HeavyHitter Sales

OCTOBER 25, 2012

Here are the TOP 10 Heavy Hitter Sales Blog Articles as measured by number of times viewed. What’s Wrong With Your Sales Training Program. Closing Techniques Using Sales Linguistics. Click Here for 25 More Articles.     1. Personality Study of 1,000 Top Salespeople. Are Top Salespeople Born or Made?

Analysis 132

Analysis Study Software Software 132

Vengreso

DECEMBER 21, 2023

Sales training : two words that hold the potential to change your game entirely. Gazing up at the daunting mountain, a skilled guide provides the necessary tools for success – sales training programs designed to transform your game. Your answers await… What is Sales Training?

Training 52

Training Revenue Lead Rank Retention 52

Understanding the Sales Force

JANUARY 4, 2024

In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! Those goals determine what your earnings must be and earnings will dictate the revenue you must generate, number of new accounts you must close, and the activities required to accomplish that.

Distribution 170

Distribution Exercises Course Call-back 170

Crunchbase

APRIL 21, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. . The question close. One way to do this is with the question close.

Inbound 90

Inbound Closing Ideal Customer Profile Decision Maker 90