The Digital Sales Institute

NOVEMBER 9, 2021

Sales training topics that actually get results can be challenging to nail down. When planning out sales training, consider what customers are looking for, what they are trying to avoid, and what tips the scale in favor of the winning supplier. Training that gets salespeople to effectively solve the customers challenge at hand.

Training 52

Training Ideal Customer Profile Exercises Scale 52

Hubspot Sales

JUNE 29, 2022

Running a constructive team effectiveness assessment rests on your ability to understand the qualities that have the most bearing on your team's immediate success. What to Do After a Positive Team Effectiveness Assessment. If your team effectiveness assessment comes back less than ideal, don't panic. Is it reviewed each month?

Lead Rank 84

Lead Rank Lead Scoring Scale How To 84

Adaptive Business Services

NOVEMBER 13, 2019

I had been in management positions, with a few short-term exceptions, continuously since 1979. I took about 6 months off to plan my next moves and came to the decision that I wanted to go back to selling only which was something that I had not done in a great deal of time. I’ll start with a true story. .

Networking 78

Networking Construction Face-to-face Referrals 78

Zoominfo

NOVEMBER 18, 2019

Although the #MeToo movement traces all the way back to 2006, it gained worldwide exposure in October of 2017 when the hashtag went viral on social media. . For many men in management positions, however, the message behind the movement seemed to have missed its mark. For example: You’re a woman, and your male boss loves to golf.

Study 167

Study Policies Education Film 167

BrainShark

JULY 9, 2023

Our instinct is to simply put sales reps and managers into coaching positions and hope for the best. You’d be surprised as to the depth of dialogue that naturally occurs during this, including feedback that’s not only constructive but also encouraging. Let’s look at the example of a conductor in an orchestra.

Coaching 62

Coaching How To Lead Rank Lead Scoring 62

Janek Performance Group

DECEMBER 20, 2021

Trust is the foundation for building strong teams, creating a positive work environment, and producing winning results. To install trust, leaders should focus on three characteristics: Positive Relationships. Giving honest feedback in a positive format. Behaviors that leaders must demonstrate include: Showing concern for others.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Sales Training Connection

JANUARY 15, 2014

When selling, how many reasons should you use to produce the most positive impression of a product or service? The professors constructed six persuasive scenarios and had hundreds of undergraduates read the scenarios and play the buyers role. How many reasons should you share with the customer to purchase your product?

B2B 117

B2B Construction B2C Study 117

Julie Hanson

NOVEMBER 4, 2020

One strategy is to record your next video sales call and watch it back. But I want you to watch it in a very specific way: How to review yourself on a video call: Look for what you did well. Your head was still and not moving back and forth in front of the camera. Stay constructive by asking yourself specific questions.

Video 77

Video Face-to-face How To Construction 77

Allego

MARCH 28, 2024

In a world where AI and automation are causing buyers to question if the person calling them is even human, sales reps must humanize their approach. “We Just because you’re in a director position it doesn’t mean you should stop learning. The volume of calls that you get on a daily basis has increased.

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

Allego

MARCH 2, 2021

He breaks it down this way, “If they don’t know what, why, and how to do something, then they need training. Generating Actionable Sales Training Data. Connecting information gleaned from an employee’s training into their coaching is a big driver of step–function improvement in a sales organization.

Coaching 93

Coaching Webinar Metrics Scale Video 93

Hubspot Sales

NOVEMBER 10, 2020

Practices were strict, physical training was mandatory, and we were encouraged to ask for anything we needed to prepare for tournaments — extra reps, a specific food or drink, even a certain playlist on our iPods. I’m betting you’d like your sales team to answer these questions with overwhelmingly positive language.

B2C 110

B2C Incentives Incentive How To 110

Pipeline

OCTOBER 16, 2023

Contrary to the previous statistics, Nucleus Research claimed that CRM implementation can result in positive ROI, “For every dollar a company spends on CRM, it gets back $8.71 – 1.5 In this case, the high numbers of CRM failures in the previous stats (and the positive CRM ROI above) represent hundreds of thousands of businesses.

Maximizer 52

Maximizer CRM ROI How To 52

Hubspot Sales

SEPTEMBER 8, 2020

You work hard during training, and after 30 days, you understand quite a bit about your industry. In week five, you're pushing so hard that you've considered calling your Mom and asking her to buy. You're making the calls to no avail. Assure yourself that you'll be able to assess your situation, adapt, and get back on track. "No

Face-to-face 128

Face-to-face Remedy Call-back Construction 128

Vengreso

JULY 5, 2023

Transition from Traditional to Modern Selling Methods Gone are the days of face-to-face sales and cold calling. Video calls and emails became the new norm. Say goodbye to cold calling and hello to #socialmedia networking. Construct a rapport predicated on reciprocal esteem and comprehension.

Referrals 89

Referrals Maximizer Ideal Customer Profile Social Media 89

Score More Sales

AUGUST 20, 2012

I noticed this tip from a post of theirs called 51 Tips for Sales Leaders – a fabulous list, by the way, so be sure to read it and come back. Your feedback will make it most constructive so feel free to comment and we can get other perspectives here. Stop calling inside sales inside sales. This is the tip: 17.

Inside Sales 193

Inside Sales Travel Outside Sales Territories 193

Emissary

MARCH 2, 2023

For example, when preparing for an actual target meeting, subscribers can take unique advantage of Advisors’ experience by inviting them to represent a buyer point of view at Sales Kick Offs (SKOs), external marketing events, internal product focus groups, account planning workshops, and sales training exercises.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Hubspot Sales

APRIL 1, 2020

If you see that your sales are inefficient, you might look to bump up quotas, strip back certain expenses, or adjust any other costs or expectations that could be holding you back. A sales efficiency ratio provides a high-level overview of how long it takes customer revenue to pay back sales and marketing costs.

Sales Qualified Lead 97

Sales Qualified Lead Construction Inside Sales Sales Operations 97

Hubspot Sales

APRIL 3, 2020

Nonetheless, many of the best reps within an organization often end up in management positions. They’ve been trained to avoid conflict. For example, if you know about that inefficient process or poor technique, schedule a one-on-one meeting with the rep, identify the goal of the meeting, and create an agenda for the feedback/training.

Sales Management 120

Sales Management Hiring Promotion Coaching 120

The Accidental Negotiator

NOVEMBER 12, 2021

One of the most powerful body language tools that a negotiator has is called mimicry. What happens is that when you sit down at the negotiating table, you discover that you and the other side are sitting in the same position, perhaps leaning back with your legs crossed. Should We Mimic The Other Side Or Not?

Negotiation 93

Negotiation Face-to-face Positioning Construction 93

Sell Integrity

JUNE 14, 2021

We call it the Law of Limited Performance. Strategies: Effective sales coaching is a collaborative, constructive process. And describe the positive outcome of the desired behaviors. Smart managers invest time up front to yield massive dividends on the back end. Fact: Sales coaching is conversational. Really listen.

Sales Coaching 107

Sales Coaching Coaching Lead Rank Sales 107

The Accidental Negotiator

MARCH 10, 2023

If both parties select to use mediation, then a trained mediator tries to help the parties find common ground using principles of collaborative, mutual-gains negotiation. Evaluative Mediation: Standing in direct contrast to facilitative mediation is a type of mediation called evaluative mediation.

Negotiation 52

Negotiation Skype Construction Call-back 52

Troops

MARCH 6, 2019

This would become the training for his team — and the communication over emails, calls, and LinkedIn inspired everyone’s interest in a solution. His typical “ramp time” for training — before getting on the phone and attacking the market — starts with one full week in an educational classroom setting.

Inbound 63

Inbound SalesForce Face-to-face Call-back 63

Pipeliner

OCTOBER 14, 2018

Holding back my laughter and amazement I picked up the phone and turned it off. At that moment I was embarrassed because I realized my wife and I were doing them a disservice by always texting another parent if they wanted to have a friend over or setting up FaceTime to call their grandparents. Train for Skill. This is critical.

Cold Calling 63

Cold Calling Real Estate Trade Show Referrals 63

Allego

SEPTEMBER 24, 2020

Mary specializes in leveraging modern learning techniques and tools to enable and train global software sales teams to achieve revenue objectives in a fast-paced, competitive environment. Then there were opportunities for me to do training, before it was called sales enablement. Part of my job was training and enablement.

Sales Enablement 71

Sales Enablement Unica Demand Generation Demand Generation Targets 71

BrainShark

JUNE 28, 2023

Why sales coaching matters — a few key points Knowledge retention Sales coaching activities add an interactive element to learning and are an excellent way to ensure knowledge retention and evaluate whether reps can “play back” what they learned in their training. Ever heard of the Ebbinghaus Forgetting Curve ?

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Gong.io

JANUARY 21, 2022

As such, a majority of sales leaders train their reps to ‘go along to get along,’ right from the word go. Check out Gong’s sales training software. It’s light on opinions and heavy on data-backed ways to get your entire team to win more often… just like your A-players. They aren’t just pushing back on whatever the buyer says.

Sales Methodology 71

Sales Methodology Hiring Ideal Customer Profile Buyer 71

Hubspot Sales

JANUARY 15, 2020

To learn how your business can [achieve X results], please send me a message at johndoe@gmail.comor give me a call at 904-867-5309. To learn how your business can stop losing sales at the final mile, please send me a message at johndoe@gmail.com or give me a call at 904-867-5309. One- to two-sentence description of results.].

LinkedIn 124

LinkedIn Ideal Customer Profile Pharmaceuticals Retail 124

Adaptive Business Services

AUGUST 2, 2017

As a salesperson, I hated cold calling and I regularly chased elephants and pixie dust. Looking back, about the only selling skill that I really excelled at was product knowledge and I could give one hell of a good demo. Too much pressure, not much fun, and a likely trip back to my old ways. I started B2B selling in 1977.

Epiphany 48

Epiphany Real Estate Construction Cold Calling 48

Pointclear

FEBRUARY 23, 2018

While all of these scenarios have potential, none could be called a lead. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. If Sales has to make 100 phone calls to determine which 3 are worth something, they won’t invest the time, and it’s not smart for your company to ask them to.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

The Spiff Blog

OCTOBER 28, 2022

The expectation to Always Be Closing: Sales teams often operate under the belief that the customer or prospect always comes first, even when it means the wellbeing of the sales rep takes the back seat. This often means sales is a 24/7 gig- taking calls at all hours and maintaining extreme schedules to suit the needs of the customer.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Sales Training Connection

JANUARY 25, 2012

When it comes to giving coaching feedback – most managers don’t do it enough, many times it is water off a duck’s back, and sometimes it makes matters worse. In fact, most people seek out evidence that confirms their positive opinions about themselves and often ignore contrary evidence. Approach 1. Approach 2.

Sales Coaching 76

Sales Coaching Coaching Face-to-face Construction 76

Hubspot Sales

MAY 15, 2018

It’s not news to you, but before you construct your story, you must have a clear understanding of your customer’s challenges. With this information, you gain insight into the metrics that matter most and are able to begin formulating a positioning strategy. Are you using descriptive language over a conference call?

Data 102

Data Benefit ROI Scale 102

Hubspot Sales

OCTOBER 11, 2019

Sales Process, Tool, and Training Adoption Metrics. During slow periods, you can take a step back and analyze your sales systems and processes. You can create a performance plan, encourage them to take a day off, or offer more training. These gaps can help your sales team position your product. Sales Outreach Metrics.

Scale 133

Scale Hubspot Buyer Persona Social Media 133

Close.io

OCTOBER 1, 2018

First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Overseeing the organization’s sales training. So you want to become a sales manager ? Managing individual and team quotas. They’ve been tested and challenged.

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Hubspot Sales

MARCH 15, 2019

But, the census data shows the number of planned wages (WBA) and high-propensity (HBA) business applications have not shown the same level of bounce-back. The failure rate for new businesses is somewhere around half, with about 50% calling it quits after the first five years. That's not so good. Why Businesses Fail.

Outsourcing Services 145

Outsourcing Services Scale Lead Rank Lead Scoring 145

Showpad

AUGUST 8, 2018

Once your plan is in place, deliver the materials in an easy-to-digest manner via bite-sized training , videos and gamified learning. While each rep did their initial stand and deliver early on, after running through onboarding materials their pitch should be much more polished and backed up with the knowledge they have learned.

Hiring 45

Hiring Face-to-face Construction Video 45

Close.io

JANUARY 28, 2020

To improve your sales effectiveness and make informed data-backed decisions, you need to conduct sales analysis regularly. You can work on the gaps found in a sales performance analysis to put your business back on track to “where you need to be.”. Sales pipeline analysis. Sales effectiveness analytics.

Analysis 89

Analysis Top of Funnel How To Analytics 89