Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

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Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

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

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.

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Training Hiring Objections Coaching 62

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

Smooth Sale

APRIL 13, 2022

No doubt the question, ‘How do you see effective sales training?’ raises memories of poor experiences with previous training. Those who apply the technique are the ones who can provide concrete answers for effective sales training. Steps for Effective Sales Training. Study to Excel. Prospects Become Your Guide.

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Training Hiring Vendor Follow-up 78

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Yet, the same study also found that just 26% of enablement initiatives met or exceeded most expectations – and only 5% met all expectations.

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Sales Enablement Collateral Decision Maker Study 295

InsideSales.com

JUNE 16, 2020

Which side are you on in the email prospecting vs cold calling argument? In this article: Email Is the Most Common Sales Outreach Method. When to Use Email Prospecting. Email Prospecting vs Cold Calling: The Final Verdict. Email Prospecting vs Cold Calling | How Each Stacks Up to the Other.

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Cold Calling Prospecting Face-to-face Study 92

Vengreso

JANUARY 24, 2022

It’s how they engage with prospects and it can make a big difference in their results. In this article and episode of the Modern Marketing Engine podcast, Mario Martinez Jr., The PVC Sales Methodology focuses on how to prospect , from the “pre-hello” to the “hello.” It can be a webinar, a report or a relevant blog article.

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Conversion Prospecting Sales Methodology Referrals 104

Vengreso

JANUARY 24, 2022

It’s how they engage with prospects and it can make a big difference in their results. In this article and episode of the Modern Marketing Engine podcast, Mario Martinez Jr., The PVC Sales Methodology focuses on how to prospect , from the “pre-hello” to the “hello.” It can be a webinar, a report or a relevant blog article.

Conversion 104

Conversion Prospecting Sales Methodology Referrals 104

Close.io

DECEMBER 23, 2019

The reality is, your prospects are always going to have objections. This is an article rich with great sales objection advice. READ THE FULL ARTICLE ?. Think about it: if a prospect won't agree to talk to you, you'll never be able to sell them anything. READ THE FULL ARTICLE ?. READ THE FULL ARTICLE ?.

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B2G Outbound Government Sales Forecasts 89

MTD Sales Training

JANUARY 20, 2017

This blog post is not going to cover how to handle objections, instead we are going to cover the underlying reasons why prospects don’t buy from you. Objections are, after all, just reasons and points that your salespeople need answer to satisfy the prospect that your product does the job. I mean, come on! Happy Selling! Sean McPheat.

Prospecting 120

Prospecting Decision Maker Face-to-face Case Study 120

Steven Rosen

JANUARY 10, 2021

With decreasing prospects and the cost of doing business increasing, a squeeze on profits is inevitable. It’s easy to cut back on salespeople, promotion, and training. Studies show that effectual coaching can impact sales performance by as much as 19%! Train your farmers to cultivate more business with their existing customers.

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Sales Management Hiring ROI Maximizer 194

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Training during the last 15+ months [10:43]. powered by Sounder. Sam’s Corner [28:12].

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Training Scale Webinar Metrics Face-to-face 119

HeavyHitter Sales

APRIL 7, 2013

Here’s one of my recent Harvard Business Review articles titled “Ten Reasons Salespeople Lose Deals.”. Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. Other Steve W.

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Study B2B Penetration Lead Rank 146

Lead411

FEBRUARY 8, 2024

In this article, we’ll explore effective techniques for battling cold call objections and closing more sales. Understanding Cold Call Objections: Before diving into strategies for overcoming objections, it’s crucial to understand why prospects raise objections in the first place.

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Cold Calling Objections Case Study Call-back 97

Sales and Marketing Management

JUNE 10, 2019

Author: Tim Riesterer Have you ever had a service problem with a customer and worried about the damage it could do to your relationship and long-term revenue prospects? And, worse, maybe they will spread the word throughout their network and negatively influence other prospect or customer decisions. Maybe they won’t renew.

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Loyalty Remedy Journal Study 234

Sales Hacker Training

JULY 24, 2020

That’s why ongoing product knowledge training needs to be a priority in every sales team. So, today, I’m going to walk you through five key areas you need to focus on for successful product knowledge training so your reps can start winning more deals. The Pitfalls of Poor (or no) Product Knowledge Training.

Training 116

Training ROI Software Software 116

Adaptive Business Services

OCTOBER 18, 2017

Every week it seems that I either run across, or I am introduced to, some really great new apps and articles that pertain to social selling. For some time now I have been curating “Ultimate Guide” articles. Went back and forth with a prospect figuring out a good time to meet? Nothing against Carbonite, mind you. Step 6: Screen.

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Social Selling Hiring Face-to-face Google 59

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I

Top of Funnel 103

Top of Funnel Funnel Pipeline Exercises 103

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. before reading the rest of this article. Any takers?

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Guarantee Prospecting Lead Rank Top of Funnel 145

Sales Hacker

MAY 10, 2021

To create an effective and efficient sales funnel, your sales and customer support teams need to be well trained and in sync with each other. Second, data like testimonials, reviews, and customer satisfaction surveys can be helpful elements to include in the sales prospecting content. Train customer support reps in the sales process.

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Case Study Study Top of Funnel Churn 62

Customer Centric Selling

APRIL 17, 2013

Sales Training Article: Deciding Not to Decide By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company A survey conducted by Sales Benchmark Index (SBI) showed “no decision” occurred in over half the opportunities sellers worked on. Image source courtesy of Fotolia.

Training 49

Training Vendor Sales Qualified Lead Analysis 49

Anthony Cole Training

JUNE 17, 2014

Let''s start today by looking at a couple findings from the Objective Management Group Sales Force Evaluation: Will Prospect. Prospects Consistently. The difference between the two findings is this: Will Prospect - this is a sales person that will prospect as long as they are managed to do so. Same as prospecting.

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Prospecting Hiring ACT Exercises 186

Shari Levitin

AUGUST 23, 2023

Your junk drawer, like your sales and sales training process, undergoes a natural sort of entropy. Managers: Declutter Your Sales Training Approach According to neuroscientist Daniel Levitin: “Our phones and computers are just like our junk drawers, but thousands of times more disorganized. I think not). The problem?

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Workbooks Decision Maker Case Study Sales 118

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. The top of the funnel is filling with highly qualified prospects. As the following BMW case study illustrates, Social Selling impacts the entire organization. Within minutes, the reps of their electric car fleet would have seen the article spread.

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

The Digital Sales Institute

NOVEMBER 16, 2018

What are the benefits of undertaking a social selling training course and what can a salesperson expect to learn? Any business in the B2B (and increasingly in the B2C space) can leverage social selling to drive increased customer or prospect engagement. The Social Selling Training Course. Social selling plan.

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Social Selling Course Training Social Media 59

Sales Hacker Training

OCTOBER 10, 2022

It’s not the first time you’ll hear this, and it’s not the last: training new sales reps is crucial. But the most vital thing to remember is that training isn’t just for onboarding. Ongoing training and continuous development are crucial to a rep’s and an organization’s success. Training isn’t just for onboarding.

How To 122

How To Face-to-face Sales Enablement Retention 122

Nutshell

APRIL 24, 2019

Once you understand how warm email prospecting works, you’ll be able to generate a steady stream of leads for your business, book more sales calls, and close more deals. Many sales reps never see success from their email prospecting efforts because they try and do too much in each message. Understand Your Email’s Purpose.

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Prospecting Case Study Ideal Customer Profile How To 115

Customer Centric Selling

AUGUST 27, 2014

Sales Prospecting: Is Cold Calling Dead? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Many prospects that have answered cold calls probably hope the rumor is true and are actively trying to spread it. Image courtesy of Pakorn at FreeDigitalPhotos.net. The figures for ??

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Cold Calling Prospecting Collateral Study 91

LeadFuze

MARCH 9, 2021

In this article, you’ll learn: What is a sales role play. How to train your team effectively with sales role play in 3 steps. Image Source: Elevate Corporate Training ). Instead of using a ‘narcissist’ approach, you should focus more on the prospects’ needs than yourself. You’re at the right place. Discuss benefits.

Hiring 105

Hiring Training Sales Qualified Lead Exercises 105

SalesProInsider

NOVEMBER 15, 2023

That’s how I started the first article in this two-part series about the most boring habit. I covered the first level in the previous article. Have you started to visualize your prospects and their situation? No two prospects or people are the same. Our control study shows that for every minute of prep, people saved 1.2

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Conversion Follow-up Lead Rank Lead Scoring 104

HeavyHitter Sales

AUGUST 12, 2012

Here’s one of my recent Harvard Business Review articles titled “What’s Wrong With Your Sales Training Program.”.   Somehow, “successful” sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again). It’s Not Based Upon Win-Loss Customer Interviewing.

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Training Decision Maker Lead Rank Segment 122

Highspot

JANUARY 28, 2024

To boost the chances of turning those prospects into actual customers. They use these pieces of content to engage prospects. Clarify Your Offerings Developing product collateral presents prospects with a straightforward value proposition and benefits of your product or service. This can be telling.

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Collateral Top of Funnel How To Distribution 96

The Digital Sales Institute

MARCH 28, 2018

Sales Prospecting Definition. Nailing a sales prospecting definition can be difficult depending on your sales process, product and market. So, what is sales prospecting and what sales activity does it entail in winning new customers or business? Sales prospecting is focused on the acquire new customers activity in a business.

Ideal Customer Profile 49

Ideal Customer Profile Prospecting Top of Funnel Lead Rank 49

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. Top 10 Indicators That You Have a Trustworthy Sales Prospect. Top 10 Kurlan Sales Articles of 2013. Top 10 Sales Management Functions.

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Hiring Sales Management Decision Maker Cold Calling 249

No More Cold Calling

FEBRUARY 28, 2019

Two colleagues complained they were so involved in their work, they didn’t have time to prospect. People are so focused on their projects, and they don’t make time to prospect. If you’re heads-down on your projects and don’t prospect, you’ll have no pipeline when you surface. Why didn’t he think to ask for referrals?

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Referrals Lead Gen Social Media Cold Calling 233

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Training System: Do You Have One? Do you have a sales training system you believe in? It never ceases to amaze me how few salespeople have a personal sales training system. prospecting. sales training.

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System Motivation Training Hiring 160