Corporate Visions

JULY 2, 2020

You can think of training and enablement programs as similar waves along a continuum. As you move up the y-axis, those programs gain more executive altitude , becoming more strategic and immediately impactful to the company’s growth agenda. The Second Wave: Territory Plans. The First Wave: Learning Paths.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Customer Centric Selling

OCTOBER 2, 2013

Sales Training Article: Taking the Path of Least Resistance. If you add up all the opportunities in the pipeline of a C Player, it may approach the GDP of a small country, yet the seller continues to fall short of his or her quota. Proactively when sellers (lead gen or general territory) reach out to prospects.

Top of Funnel 61

Top of Funnel Training Lead Rank Lead Scoring 61

The Pipeline

SEPTEMBER 19, 2011

Sign up for our Email Newsletter. 25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Companies have shown selectivity with other training or development programs.

ROI 243

ROI Pipeline Training Twitter 243

BrainShark

AUGUST 24, 2022

With training and coaching to support the development of critical sales skills, organizations can equip their sellers to close more and bigger deals, all while ensuring time with buyers is well-spent. Selling to local SMBs is very different from selling to Fortune 100 executives, for example.) Social Selling. Prospecting.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Sales Training Connection

AUGUST 17, 2012

New hire sales training. Leading edge companies realize that prospering requires not only great products and services but also a sales team that can sell and be a competitive advantage. As a result sales training is becoming increasingly important. Hiring successful sales reps. It works best when a company has only a few reps.

Hiring 105

Hiring Training Territories Coaching 105

SBI Growth

AUGUST 10, 2012

Here is a question for you: What happens if the new product doesn’t sell? Trained the sales force and channel partners on the new product. Where in your plan is getting your sales force ready to sell your new product? This is very different than product training. Set territory revenue/unit goals by product.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Adaptive Business Services

JANUARY 24, 2024

It was also used to ensure that follow-up tasks were completed when due. Nothing happens until somebody sells something. Assigning leads for follow up and having a record of those. How can we ensure that leads are being followed up on? Rep training. These also become a fast-track training blueprint for new hires.

CRM 71

CRM Revenue Company Hiring 71

Sales 2.0

FEBRUARY 1, 2023

Right now, we’re creating small improvements with AI According to Oliver, applications such as ChatGPT, search topic intent data and conversation intelligence create small improvements to the way we sell by taking advantage of readily available data. New traffic pattern data enabled model training to reduce time-to-destination.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Bigtincan

SEPTEMBER 15, 2021

Good reps map out their territory, understand each customer’s needs, and coordinate product logistics with local inventory managers and hospital personnel. . Sales territories and incentives restructuring. New sales training and certification obligations. . For example, you may be a rep selling knee replacement implants.

Hiring 105

Hiring Territories Networking Microsoft 105

Sales Hacker Training

SEPTEMBER 5, 2017

I’ve been professionally selling for about 20 years and delivering formal sales training for approximately 8 of them. I’ve bought and sold a lot of training over the years and have seen it have a significant impact on results and I have seen it fall completely flat. How to Approach Sales Training. The New School Approach.

Training 75

Training Top of Funnel Sales Methodology Distribution 75

Crunchbase

JULY 27, 2022

If you own a business, lead a sales team, or are otherwise interested in how best to create a solid sales ecosystem within your organization that is conducive to growth, this article on sales operations (sales ops) is for you. In essence, sales strategy and operations have one overarching purpose—to enable sales teams to sell.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Adaptive Business Services

JANUARY 17, 2024

I scoured my territory for potential opportunities and found several hundred. I then tore up that list and, instead, I reached out to potential power partners. I have decided to narrow my efforts to training and implementing Nimble CRM. I became an independent contractor. Life was good until the recession hit.

Networking 71

Networking Buyer Persona Ideal Customer Profile Construction 71

BrainShark

AUGUST 7, 2022

This article originally appeared in Forbes. So while you might have a five-time pipeline up top, mechanisms should be in place to reduce it to 2.5-times Let’s say a company has three salespeople assigned to a given territory and a $3 million quota for that territory. Over-assignment of quota.

System 62

System Revenue Top of Funnel Quota 62

SBI

OCTOBER 9, 2018

I was with another 700 people, ready to cover 980 miles, a lot of hills (like cycling up Everest twice), and camping every night for 9 days. In this article I want to bring you five of the key selling lessons that I have taken from the saddle. In sales there is debate about the value of training and coaching.

Everest 139

Everest Objections Account Tools 139

Corporate Visions

JULY 2, 2020

You can think of training and enablement programs as similar waves along a continuum. As you move up the y-axis, those programs gain more executive altitude , becoming more strategic and immediately impactful to the company’s growth agenda. The Second Wave: Territory Plans. The First Wave: Learning Paths.

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

Understanding the Sales Force

JANUARY 28, 2014

This is the 10th article in a January series on the Architecture of the Sales Force. Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. Earlier this month, I wrote this article about Sales Methodology and today''s article focuses on successful Sales Models.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. Chad Burmeister , founder and CEO of BDR.ai , supports Wittman’s comment about value-based selling. Selling with AI is a good example.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

Vengreso

MARCH 30, 2022

LinkedIn Sales Navigator is arguably one of the most powerful social selling tools available – but most teams are underutilizing it. It’s up to the leadership to ensure that their team is not lost in random acts of social, but is armed with a daily sales activity plan and templates that align with your KPIs.

LinkedIn 115

LinkedIn Lead Rank Lead Scoring Ideal Customer Profile 115

Crunchbase

NOVEMBER 18, 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. To sell is human. The author is an expert in their field and a Crunchbase user.

Trends 105

Trends Hiring Scale Compensation 105

Understanding the Sales Force

MAY 9, 2014

Understanding the Sales Force by Dave Kurlan When most sales bloggers write about selling, we almost always discuss direct B2B sales. Ignored in all of these articles are those clients and companies that sell through channels. Some channel salespeople simply sell to the channel and the channel does all of the work.

Channels 221

Channels Retail Hotels Territories 221

Score More Sales

JULY 1, 2012

A new sales territory? We are launching a new monthly feature for sales professionals and sales leaders – we read dozens of articles and blogs in the sales, marketing, PR, communication, and personal development fields. Dave Stein talks about reasons why some sales training doesn’t work. Are you stuck in a sales rut?

Lead Rank 162

Lead Rank Lead Scoring Territories B2B 162

Vengreso

MARCH 30, 2022

LinkedIn Sales Navigator is arguably one of the most powerful social selling tools available – but most teams are underutilizing it. It’s up to the leadership to ensure that their team is not lost in random acts of social, but is armed with a daily sales activity plan and templates that align with your KPIs.

LinkedIn 99

LinkedIn Lead Rank Lead Scoring Ideal Customer Profile 99

Smooth Sale

JUNE 3, 2022

The continual reviews of encounters were a perfect training ground for business. I needed to speak up but with questions to avoid being fired. We all know that sometimes computers give up, electrical storms can kill what is readily available, and documents disappear occasionally. Know Your Territory and Facts Well.

Hiring 78

Hiring ACT Networking Lead Rank 78

The Brooks Group

NOVEMBER 23, 2015

To help you optimize your team’s sales territory planning strategy, we’ve rounded up 7 posts from The IMPACT Sales Training Blog that focus on the sales skill that is so crucial yet so commonly underemphasized—prospecting. Successful Selling: 6 Ways to Improve Your Sales Listening Skills.

Prospecting 40

Prospecting Territories Pipeline Up-Sell 40

Showpad

MAY 7, 2020

If your enablement initiative drives sales results as expected, you don’t need to read this article. And here we run into issues that should be top of mind for every executive: productivity and available selling time. As training is often closely related to the content (no content without training!) Probably not.

Sales Enablement 134

Sales Enablement Lead Rank System Buyer Persona 134

Sales Training Connection

AUGUST 1, 2016

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. A number of the authors writing back in 2016 suggested that sales training was at an inflection point. Let’s tune in and listen to what Dr. Beckett has to say.

Training 50

Training Lead Rank Trends Ideal Customer Profile 50

Showpad

MARCH 3, 2020

We’ll get into unique responsibilities of each later in this article. The key strategic functions of sales operations include: Hiring and training new sales reps. Setting territory structure. Ops also works with sales leaders to implement methodologies, training, compensation and employee incentives and much more.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Partners in Excellence

FEBRUARY 21, 2022

A recent article said average tenures for sales people have declined to 11 months. I had just recently completed my onboarding and training. I had been assigned a territory and set of accounts a few months earlier. From a management point of view, we have to always be alert to our “costs of selling.”

Hiring 96

Hiring Face-to-face Sales Cycle Territories 96

Customer Centric Selling

SEPTEMBER 4, 2013

Sales Training Article: Art or Science? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In my mind sales is a combination of science and art. Someone is born with the "gift of gab" that is a requirement to excel in selling. I disagree.

Hiring 49

Hiring Training Face-to-face Territories 49

Sales and Marketing Management

MAY 14, 2018

Sales territories may not be set up correctly or aligned with marketing campaign targets. Operations may not be able to keep the right accounts up-to-date or measure performance against plan. There are many articles on this topic. It frequently sits on a spreadsheet that’s never shared.

Ideal Customer Profile 204

Ideal Customer Profile Account Based Marketing InsideView Lead Rank 204

The Pipeline

MARCH 18, 2011

Sign up for our Email Newsletter. Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. We should team up for the ultimate “outrageously irreverent” sales conference.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Sales Training Connection

JUNE 26, 2013

Think back to the sales training programs you’ve attended. It’s likely that the great sales training programs had two characteristics in common – the same characteristics that have salespeople excited about sales simulations. For example: Aligning the sales training to business goals. Sales simulations.

Hiring 110

Hiring Face-to-face Scale Decision Maker 110

Allego

APRIL 21, 2022

Like it or not, virtual selling is here to stay. As you’ve probably experienced, however, the traditional ways of doing business don’t always transfer to a hybrid selling world. Mastering virtual selling skills. Create Self-Guided Onboarding and Training. Creating and sharing content and information in the moment of need.

Hiring 71

Hiring Video Distribution Buyer 71

Sales Training Connection

SEPTEMBER 7, 2012

Selling to physicians. That’s the up side surrounding new product launches. To change devices means starting up the old learning curve again – and the likelihood of increased time per procedure in the beginning. How can medical sales reps sell new products to this larger population of physicians? You need a Plan B.

Health Care 107

Health Care Territories Training Up-Sell 107

The Pipeline

AUGUST 5, 2011

Sign up for our Email Newsletter. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. It allows you to make contact notes, set reminders to follow up, and track phone calls and meetings. You can see her articles regularly on the Software Advice blog.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

NOVEMBER 25, 2011

Sign up for our Email Newsletter. In the Top Sales Article category, my article Implementation vs. Execution , the category also features colleagues Paul McCord , Wendy Weiss , Kelley Robertson and others. A Random Walk Up Sales Street. EDGE Selling. Gap Selling. Interactive Selling. Sales Training.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215