Engage Selling

MAY 19, 2018

Workshops and learning events can be the least effective—and for some, even the worst—places for your salespeople to get the training they need. You heard that right. Now, let me explain. I’ve worked directly with sales pros for a long … Read More »

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Training Objections Closing Sales 59

Customer Centric Selling

JANUARY 31, 2014

Sales Training Article: How Social Prospecting Helps Forecasting. Register today for a sales training workshop to improve sales performance and increase sales. Connections Your team needs to take more responsibility setting appointments with prospects. It is causing your pipeline to clog.

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Top of Funnel Prospecting Sales Qualified Lead Referrals 63

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?

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Training Revenue Lead Rank Retention 52

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. In this article, find the ethical concerns and best practices for using AI. Thoughtful execution ensures AI can be trained correctly. But how do you do that ethically?

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Training Policies Guidelines How To 94

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. You need to be found, yes; but you also need to show up as someone who is valuable to the prospect when they have found you. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

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Leads Marketing Qualified Lead Cold Calling LinkedIn 197

Partners in Excellence

DECEMBER 19, 2018

Every year, billions are spent in sales training. As a result, what really is happening is that every year we are throwing away billions on sales training. The billions spent represents spending in buying, developing, and delivering training. Train them in how to do this reinforcement and hold them accountable for doing it.

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Training Vendor Coaching Negotiation 82

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 Fear holds us back.

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Top of Funnel Funnel Pipeline Exercises 103

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

Customer Centric Selling

MARCH 19, 2014

Sales Training Article: Opportunities or Pipe(line) Dreams? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Try a public sales training workshop to learn the proven best practices that will produce better sales results.

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Opportunity Top of Funnel Training Sales Qualified Lead 58

Customer Centric Selling

APRIL 10, 2013

Sales Training Article: Competition. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In my first year of selling I worked for a company that had a competitive analysis group. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.

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Competition Training Analysis Buyer 45

Customer Centric Selling

OCTOBER 2, 2013

Sales Training Article: Taking the Path of Least Resistance. By that I mean their entry points within prospect organizations are low, but willing to talk with them. Reactively when prospects contact a vendor or a seller. Proactively when sellers (lead gen or general territory) reach out to prospects.

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Top of Funnel Training Lead Rank Lead Scoring 61

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

Customer Centric Selling

JANUARY 2, 2014

Sales Training Article: An Often Overlooked Source of Revenue. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. View our updated calendar of 2014 sales training workshops. Prospecting within the customer base offers several advantages: 1. awaits most newlyweds.

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Revenue Buying Cycle Quota Account 68

Customer Centric Selling

SEPTEMBER 18, 2013

Sales Training Article: Are You Cloning Bad Selling Habits? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Most vendors provide product training that points sellers toward educating buyers. Don''t lead with product." Brilliant, but Jeff never explained how.

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Training Outbound Inbound Vendor 53

Customer Centric Selling

AUGUST 7, 2013

Sales Training Article: The Foundation of Buying Cycles. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Stuart Miles at FreeDigitalPhotos.net In my mind the most important core concept of CustomerCentric Selling® is: No goal, no prospect.

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Buying Cycle Training Buyer Positioning 53

Sales Hacker Training

SEPTEMBER 5, 2018

If talent acquisition, development, and retention are top-of-mind for you as a sales leader, here are 40+ of the best sales training programs to check out! And that is why training has become not only a competitive advantage but the primary driver of corporate excellence. Great Sales Training = The Best Sales Outcomes.

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Training Scale Lead Qualification Lead Rank 103

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.

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Training Vendor Sales Qualified Lead Analysis 49

Customer Centric Selling

OCTOBER 9, 2013

Sales Training Article: Who''s Your Competition? John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net For many years there has been a common way that sellers added opportunities to their pipelines. The bad news is that they were going to lose.

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Competition Training Vendor Webinar Metrics 45

Customer Centric Selling

NOVEMBER 30, 2012

Sales Training Article: The Dumbest Sales Mistake By Geoffrey James, Inc. Because of that, the dumbest thing that you can do today is to try to communicate to prospective customers using "salesy" language. Take a look at the sales training workshops available to you and improve sales performance.

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Training Cold Calling Guarantee Facebook 67

Anthony Cole Training

MARCH 31, 2010

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). sales prospecting (34).

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Training Hiring Ideal Customer Profile Webinar Metrics 120

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. Within minutes, the reps of their electric car fleet would have seen the article spread. Angry customers and prospects identify themselves as in the market.

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Social Selling Top of Funnel Training Case Study 45

The Pipeline

MARCH 30, 2011

Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them. Prospecting. Sales Training.

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Pipeline Prospecting Cold Calling Sales Qualified Lead 222

Customer Centric Selling

SEPTEMBER 11, 2013

Sales Training Article: The Hardest Job? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Vlado at FreeDigitalPhotos.net Those that don''t sell for a living have no idea how difficult it is to be successful at sales. I concluded two things early on: 1.

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Hiring Training Travel Forecasting 49

Shari Levitin

MAY 12, 2022

Here are two stories that perfectly illustrate how having confidence in your offering and standing firm on your price can get prospects to see the true value of your offering and why it’s a fair deal. Customer : How much will it cost to do virtual training for our team in for our sales kick-off meeting? 5000 for THAT? Whoooahh!!!

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Objections Examples Hiring Call-back 117

The Brooks Group

NOVEMBER 23, 2015

As the year comes to a close and your team is busy trying to meet their Q4 target, don’t let prospecting for the new year fall by the wayside. Even the most skilled salespeople can’t close a deal if they aren’t capable of getting in front of the right people, so your team’s prospecting effectiveness should be your top priority for 2016.

Prospecting 40

Prospecting Territories Pipeline Up-Sell 40

Customer Centric Selling

MAY 1, 2013

Sales Training Article: Would You Prefer to be Liked or Respected? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Sellers are generally thought to be gregarious, outgoing and capable of connecting with a wide range of personalities. Buyers don''t share the same need.

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Training Buyer Objections Sales 45

Customer Centric Selling

AUGUST 19, 2013

Sales Training Article: 6 Sales Questions You''re Afraid to Ask. Sad to say, that''s often the case for salespeople, who are sometimes afraid to ask prospective customers questions that might reveal that the "opportunity" isn''t going as well as they assumed. Need some help with your sales performance?

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Training Sales Opportunity Closing 45

Customer Centric Selling

APRIL 19, 2013

Sales Training Article: Surviving the Sales Slump By Geoffrey James, INC. Customers cancel orders, opportunities get delayed, prospects turn out to be dead-ends. If you continue working and selling and doing the best with what you''ve got, you''re training your brain to be successful even when thing get rough.

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Training Cancellation Call-back Sales 45

Customer Centric Selling

OCTOBER 7, 2013

Sales Training Article: 50 Tips to Make It Rain Quality Leads. Only the prospect can move from one buying stage to the next. Benchmark your content marketing - prospects decide if they are going to buy from you before talking to a sales rep. Learn your prospects preferences- over the phone, text, email, social, etc.

Ideal Customer Profile 55

Ideal Customer Profile Sales Qualified Lead Hiring Training 55

Customer Centric Selling

MAY 24, 2013

Sales Training Article: 8 Types of Customers to Avoid. Most of the time, customers (and prospective customers) are great. Your best defense: In your initial meeting, determine the prospect''s financial result of NOT buying. Take a look at the sales training workshops available to you and improve sales performance.

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Training Customer Proposal Decision Maker 49

Customer Centric Selling

DECEMBER 16, 2013

Sales Training Article: So What Can I Sell You? Register for a sales training workshop to learn how to sell better and make your number in 2014. In the age of information and the Internet, prospects won''t tolerate this behavior. This conversation was loaded with insights from the customer''s perspective.

Chemicals 51

Chemicals Training Ideal Customer Profile Vendor 51

Customer Centric Selling

APRIL 29, 2013

Sales Training Article: 3 Profit-Killing Beliefs about Selling By Geoffrey James, INC. To make matters worse, winning new customers is far more expensive than selling to existing customers, or selling to prospects whom your customer base has recruited for you through referrals. Need some help with your sales performance?

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Training Referrals Up-Sell Solutions Selling 45

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

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Pipeline Prospecting Twitter B2B 286

Customer Centric Selling

AUGUST 2, 2013

Sales Training Article: Is Your Team Ready for 2014? The output focuses marketing efforts on customers & prospects with the highest potential to grow revenues. They pass along prospects that are not ready to interact with sales. The technology responds to prospects'' inbound actions and online behaviors.

Outsourcing Services 45

Outsourcing Services Training Lead Rank Buyer Persona 45

Customer Centric Selling

JULY 17, 2013

Sales Training Article: Prospects within Your Customer Base By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Most everyone in sales appreciates how difficult it is to secure new clients. There is no mention of whether that Key Player works for a client or a prospect.

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Training Prospecting Customer Vendor 53

Customer Centric Selling

APRIL 1, 2013

Sales Training Article: An Underleveraged Asset By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII ("It Is What It Is") series. Prospects often discount results sellers claim are possible.

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Training Discount Vendor Margin 40

Julie Hanson

DECEMBER 20, 2020

In the first few seconds of a video call, prospective customers quickly make decisions about you and your company and how (or whether) they’re going to listen to you. Casting directors and prospects alike are looking for something that sets you apart! Learn some ways to build confidence at the end of this article.).

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ACT Video Film Call-back 168