DiscoverOrg Sales

APRIL 11, 2019

So order the margarita, stroll down to the beach, and grab a book for a little beach reading. We assume you have an old copy of How to Win Friends and Influence People in your bookcase, and certainly Dale Carnegie’s book is a must-read for anyone in customer-facing roles. What will it be? it’s not beach reading, and b.)

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

Sales and Marketing Management

SEPTEMBER 3, 2020

Be certain about this, however: you can’t solve an ability problem with a motivation solution, and you cannot solve a motivation problem with a training solution. . It could be some of each, of course, but it is rarely balanced. Here is the test: has there been sufficient training and testing in the past? Start here.

Follow-up 207

Follow-up Prospecting Motivation Training 207

Smooth Sale

DECEMBER 23, 2021

Note: Nicole Garrison, provides today’s guest Blog, ‘Will you improve with these sales books?’. She adds, “if I ever write a book on effective sales training, I will title it “Relationships and Technology – The 21st Century Approach to Sales.” Will You Improve with These Sales Books? data science).

Hiring 78

Hiring Social Media Follow-up Research 78

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

Smooth Sale

DECEMBER 29, 2023

Photo by GDJ Pixabay Attract the Right Job Or Clientele: How to Simplify the Appointment Process for Prospective Clients Successful selling requires a meeting of the minds between the buyer and the seller. Numerous platforms empower prospective clients to choose meeting times based on their availability.

Prospecting 91

Prospecting How To Hiring Influencer 91

Mr. Inside Sales

DECEMBER 9, 2023

Do you remember Dicken’s book, A Christmas Carol ? I invested in Stan’s training program, “Double Your Income Selling Over the Phone.” I have to go with the flow because each prospect is different,” he persisted. ON DEMAND SALES TRAINING THAT GETS RESULTS! I was sold. This other guy wasn’t. My sales and income soared.

Face-to-face 220

Face-to-face Inside Sales Gatekeeper Decision Maker 220

Understanding the Sales Force

SEPTEMBER 20, 2023

Granted, some of them are repeats, with the same person emailing from workflows multiple times over the course of a week or two, but 95 per week – geez! Salespeople need to be better at prospecting instead of hiding behind emails and LinkedIn messages or waiting for BDRs to schedule less than stellar meetings for them.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

MTD Sales Training

FEBRUARY 17, 2012

Be honest; have you ever walked into a sales interaction or had a prospect come in the door and immediately say to yourself, “OMG! John Landrine writes below of a situation that happened to him very early on in his sales career that taught him never to judge a book by its cover. Judging that book by the cover cost a ton of money.

Top of Funnel 295

Top of Funnel System Referrals Funnel 295

Vengreso

APRIL 4, 2022

Yet many sellers still don’t know how to take full advantage of their LinkedIn account’s potential to book more business, grow their sales pipeline and close more deals. This on-demand LinkedIn training for sales professionals program teaches you how to leverage the site to create more sales conversations and build your book of business.

LinkedIn 71

LinkedIn B2B Conversion Training 71

Mr. Inside Sales

SEPTEMBER 10, 2021

In my book, Power Phone Scripts , I talk about the secret of sales. Response: “That’s perfectly fine—I like to think about things too, of course. Response: “Of course you do, and that’s great. And then hit your mute button and let your prospect tell you how to sell them. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 240

Face-to-face Objections Gatekeeper Decision Maker 240

Sales Gravy

DECEMBER 16, 2021

The number one reason for an empty pipeline is the failure to prospect every day, every day, every day. But, of course, the truth, as the saying goes, is like poetry and everyone effing hates poetry. Early in the training, one of the reps pointed out that my mega-bestselling book Fanatical Prospecting, “Was written a while back.”

Prospecting 114

Prospecting Decision Maker Call-back Social Media 114

A Sales Guy

APRIL 28, 2020

We created a virtual Gap Selling training course for salespeople. With a price point of $99.00, it was designed to make it easy and affordable for salespeople to access the same training we provide to large sales organizations around the world. We are doing our LAST virtual Gap Selling Training this May 5th and 6th at 10:00 MST.

Training 131

Training Pivotal Exact Up-Sell 131

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. Prospects Become Your Guide. Claim Our Identity.

Training 78

Training Hiring Vendor Sales Qualified Lead 78

Sales Evangelist

JANUARY 22, 2021

It’s not uncommon to have unresponsive prospects. In situations such as that, what are the best sales strategy for engaging unresponsive prospects? Engaging unresponsive prospects Fred is a one-call closer and while he could write a book on different strategies, he thinks that unconventional closing is not for him.

Prospecting 105

Prospecting Decision Maker Strategy Gatekeeper 105

Vengreso

JANUARY 13, 2023

I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. What selection process did I use to find the best sales books?

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. The trick is knowing what training program and techniques to use. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training?

Training 92

Training Lead Rank Hiring Course 92

The Digital Sales Institute

OCTOBER 13, 2023

Free sales training can be a step in the right direction for those of you who may be new or newer to sales. To thrive in the digitally driven sales environment, access to sales training and learning are essential. A training resource worth looking at to help improve your sales ability is free sales training.

Training 52

Training Webinar Metrics Channels Video 52

BrainShark

MAY 3, 2022

Building and maintaining an effective sales training program is a difficult and continuous process. Brainshark , a Bigtincan company, is a sales enablement solution that: Makes creating training content easy. Lets you evaluate your training program’s impact on sales KPIs. How long will your training materials be?

Training 71

Training Hiring How To Course 71

Salesmate

JULY 28, 2020

Books help in expanding knowledge. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020. Here is a compilation of top sales books that you should consider reading in 2020 to improve your performance and reach your sales goals.

Lead Rank 103

Lead Rank Buyer Outbound Influencer 103

Mr. Inside Sales

DECEMBER 18, 2020

I invested in Stan’s training materials, and I committed to learning, practicing, and doing what he suggested. I have to go with the flow because each prospect is different,” he persisted. Over 20 years had passed between that Stan Billue talk, and I realized, Stan’s training was the moment I made the decision to change my life.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Decision Maker 310

Smooth Sale

AUGUST 11, 2022

Attract the Right Job Or Clientele: Do You Struggle with Being Nice to Prospects? An early morning friendly conversation brought up the topic of struggling with being nice to prospects. In all honesty, sometimes it is a struggle to be nice to prospects and, occasionally, a client. My Story : Being Nice to Prospects.

Prospecting 78

Prospecting Hiring Networking Conversion 78

The Pipeline

OCTOBER 4, 2021

Mike Kunkle is a respected sales transformation architect and an internationally-recognized expert on sales training, sales effectiveness, and sales enablement. He helps companies drive dramatic revenue growth through best-in-class training strategies and proven-effective sales transformation systems.

Segment 173

Segment Webinar Metrics Conference Sales Enablement 173

MTD Sales Training

SEPTEMBER 13, 2012

Sales training 101 teaches that you must always maintain eye contact with the prospect during a sales interaction. In fact, there are three times during the sale when you do NOT want to look the prospect in the eyes. However, there are a few times in the sale when you deliberately should not look directly at the prospect. #1

Prospecting 272

Prospecting Sales Talent Media Engineering 272

SalesProInsider

DECEMBER 18, 2019

Quantitative criteria– data and facts that let you know the prospect is a good fit for what you offer. You can use the criteria to either filter prospects and avoid the pain in the arse or determine, yes, this is someone you’ll take on with an extra percentage in fees or pricing for the extra effort it will take. Quantitative Criteria.

Ideal Customer Profile 71

Ideal Customer Profile Course Buyer Benefit 71

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. Well… you might want to be careful what prospect you wish for.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 52

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. Well… you might want to be careful what prospect you wish for.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 52

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? Virtual training workshops just had a stigma. What’s the point?

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

Adaptive Business Services

AUGUST 8, 2018

The author of this book, Weldon Long, had me at his dedication page …. This book is dedicated to the passionate and hard-working men and women who eat what they kill in the sales profession. It starts with your prosperity mindset (the foundation of many of his books) which Weldon calls F.E.A.R. Every Lead. Every Time”.

Lead Rank 89

Lead Rank Guarantee Lead Scoring Buyer 89

Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your prospects will trust you more, and you’ll appear more professional. And prospects like that! #2: Your script.

Face-to-face 258

Face-to-face Hiring Sales Qualified Lead Gatekeeper 258

Smart Calling

JULY 14, 2020

I had no idea what he was going to say about it, although of course I was fairly confident it would be good, given its track record and amazing reviews so far. Victor must have spend hours going through the book and breaking down the examples. I thought, sure, I’ll send him a copy… along with a t-shirt. That’s it.

Training 71

Training Segment Course Examples 71

Sales Evangelist

JANUARY 20, 2021

As a salesperson in sales, have you asked other successful salespeople this question, “Is there magic involved in grabbing the attention of your prospects?” In this episode, Daniel and Eliott talk about how you can grab your prospects’ attention. There was a jiu-jitsu white belt in it, a note, and other information related to the book.

Prospecting 59

Prospecting Facebook LinkedIn Survey 59

Janek Performance Group

MAY 9, 2022

Do you believe in the mantra, “Hire for Attitude, Train for Skill?” Of course, skill is still important. But with the right attitude, employees can be trained to develop the sales skills they need to be successful. Picking up the telephone and calling prospects is not physically demanding.

Hiring 62

Hiring Training Lead Rank Lead Scoring 62

The Pipeline

DECEMBER 16, 2011

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday.

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Pipeline Training Twitter Hiring 230

MTD Sales Training

SEPTEMBER 20, 2011

Well, it is my great pleasure to inform you that MTD are now the sole distributer of eselling® training in the entire of Europe – how fantastic is that! Not only have MTD put together an eselling® open course, but the company have also had to create a trainer license programme to keep up with the demand. Marketing Manager.

Training 120

Training Social Media Course Decision Maker 120

MTD Sales Training

JULY 21, 2016

A book that holds pride of place in my library is Robert Cialdini’s “Influence”, where he talks about the principle of social proof. If we see someone we’ve never seen before on TV, and their title comes up as ‘expert in XXX’ we tend to believe what they say because, of course, they are an expert in their subject. Happy selling!

Influencer 120

Influencer Prospecting Face-to-face Small Business 120

Sales Evangelist

NOVEMBER 4, 2020

Donald didn’t believe in sales mindset training and it affected the sales process. Sales Mindset Training Teaching somebody how to prospect means you’re also teaching them how to land more deals. Underperforming salespeople would say that they don’t have time for prospecting because they’ve been busy doing other things.

Training 59

Training Survey Lead Rank Lead Scoring 59

Sales Evangelist

JULY 31, 2020

How I Creatively Booked Meetings Using Video With people being more isolated, the trend of how to set appointments is changing. Salespeople need to be more creative about how to get a prospect’s attention, such as using videos. What are the prospect’s interests or hobbies? Register now to get a free book and a 30-day free trial.

Video 52

Video Meeting Sports Trends 52