Rob Jolles

MAY 19, 2023

When Covid reared its ugly head, I was less than enthusiastic when customers began to inquire about my ability to conduct virtual workshops. You can’t have an impact on people and how they do their jobs through workshop deliveries conducted virtually! The follow-up is usually where a company will fail in its implementation.

Follow-up 52

Follow-up Training Video Face-to-face 52

Rob Jolles

MAY 19, 2023

When Covid reared its ugly head, I was less than enthusiastic when customers began to inquire about my ability to conduct virtual workshops. You can’t have an impact on people and how they do their jobs through workshop deliveries conducted virtually! The follow-up is usually where a company will fail in its implementation.

Follow-up 52

Follow-up Training Video Face-to-face 52

Julie Hanson

FEBRUARY 8, 2021

Now feeling awkward and uncertain, you either race or slog through the video call detached from your audience and your message – completely missing the mark (and the sale). A green room is an area where actors, television guests, or other performers wait until they are called to appear on set. PRO TIP: Warm-up like an actor!

Energy 112

Energy Video Call-back Intent 112

Rob Jolles

OCTOBER 6, 2023

When I wrote the book, How to Run Seminars & Workshop , I wrote extensively about this topic laying out a series of solutions, but years later, I realized I left one final move out. Someone has attended a workshop you’ve been leading, and that person has been extremely difficult to work with. Let me set the stage for you.

Intent 52

Intent Energy Course Call-back 52

Corporate Visions

JULY 23, 2020

We call this online “mission” activity Fluency Coaching—ensuring your reps demonstrate an acceptable level of fluency on the topic. Fuzzy Coaching – When groups come back to present, the facilitator has to try to give each person actionable feedback and coaching. It’s not written down anywhere, so there’s no avenue for follow-up.

Coaching 119

Coaching Scale Sales Enablement Exercises 119

Sales and Marketing Management

OCTOBER 9, 2020

But if you want to build a successful referral partner program to generate those opportunities, you have to put in the work today to set up your company to be a referral machine in the future. When in this stage, I actively brainstorm creative ways we can team up with each other on a broader scale. Then follow through on those ideas.

Referrals 177

Referrals Company Scale Case Study 177

Gong.io

OCTOBER 20, 2021

an unsolicited e-mail that is sent to a receiver without prior contact; the email equivalent of cold calling. Gong captures (anonymized, of course) data from our customers – web conference meetings, phone calls, and emails – and uses AI to analyze how seller and buyer behavior impacts success rates. . COLD EMAIL. Need a visual?

Cold Calling 118

Cold Calling ROI Call-back Buyer 118

John Barrows

SEPTEMBER 6, 2018

Unfortunately, I’m starting to see a lot of old school bad sales (think Glenngary Glen Ross) come back into the mix today and it’s concerning me. If you’ve been following me recently you know I went to Gary Vaynerchuk’s 4D (Daily Digital Deep Dive) workshop where I got exposed to all the different departments over at VaynerMedia.

Exercises 127

Exercises Call-back Distribution SalesForce 127

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. It can also offer insight into automating sales processes to free up more of your team’s time. Your team could also benefit from freshening up their skills with improv training. Start a free trial 3.

Training 98

Training Hiring Construction Case Study 98

Highspot

JANUARY 19, 2022

But it can just as easily be summed up in a few statistics: Per a survey conducted by the Association of Talent Development (ATD) in 2021, over a quarter (28%) of median sales people didn’t meet their company’s sales goals during the last fiscal year. Why Sales Training Is Important. or a 353% ROI. The Brooks Group.

Training 92

Training Lead Rank Hiring Course 92

The Pipeline

SEPTEMBER 25, 2013

On Monday, in the first post of this series , we defined “cold calling”, and looked at overlooked real opportunities for sales and revenues one misses when not including cold calling in their biz dev routine. The rule being that cold calling is a key and necessary (evil) part of successful B2B selling. On to number two!

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

Product Management University

NOVEMBER 29, 2023

He put up a website and asked me to give it a look. So I boiled it down to the following: “You do two things every chief revenue officer dreams about, and you have the metrics to back it up.” When it comes to positioning value, sometimes the simplest things are the hardest to say. What can you do for me?

Positioning 40

Positioning Lead Rank Lead Scoring Top of Funnel 40

Allego

APRIL 16, 2024

Today, I’m joined by Sam Richter , bestselling author of Take the Cold Out of Calling ; technology entrepreneur; founder of Intel Engine; and an award-winning speaker. I’m a Hall of Fame speaker, so I deliver about 100 programs around the globe, including keynote presentations and occasional workshops.

Hiring 62

Hiring Scale Proposal Analysis 62

Partners in Excellence

AUGUST 11, 2020

A lot of our natural engagement process has always been remote, whether by phone, conference call, or leveraging video based tools. It seems I am often on back to back Zoom/Teams calls. The back to back calls are, to some degree, mentally exhausting, so heavy “thinking” activities are a little tough.

Face-to-face 68

Face-to-face Travel Call-back Hotels 68

Hubspot Sales

MAY 8, 2018

If it were up to me, salespeople would never send breakup emails. She puts that opportunity back in her pipeline for August. During my first years in selling, I worked at a brokerage firm where the common practice was to leave customers voicemails in a grave tone: “Hi David, it’s very important I hear back from by the end of the day.

Call-back 105

Call-back Follow-up Trade Show Collateral 105

Sales and Marketing Management

AUGUST 20, 2020

They ended up leaving their cities (one lived in Boston) for a five-bedroom restored bed-and-breakfast in Westbrook, Connecticut. “We These workers were willing to shell out $2,400 apiece to create a pop-up office for one month. Anxiety is bubbling up. We come from a company that has a really strong culture.

Journal 136

Journal Education Lead Rank Lead Scoring 136

Janek Performance Group

DECEMBER 20, 2021

If you show up late to meetings, your reps will show up late to meetings. Following through. If a sales rep mishandles a call and is not informed, they will believe their actions are okay. If you said the meeting starts at 8 am, don’t show up at 8:05. Keeping commitments and promises.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

SalesProInsider

OCTOBER 2, 2019

Every night for months I was afraid that “Mary” was in my closet…and no matter how many times my mom and dad opened the closet door to show me there was nothing inside, I was terrified and ended up in their bed at some point. Even when faced with facts or evidence to the contrary, our mind makes up powerful stories that we begin to believe.

Webinar Metrics 114

Webinar Metrics Face-to-face Competition Follow-up 114

SBI Growth

NOVEMBER 26, 2012

In 2012 our consultants attended 438 live sales calls. Two weeks ago, we participated in the worst sales call of the year. The accounts software subscription was up for renewal in 5 months. The goal of the call was to grow the account by expanding the use of the software. Up the elevator we go. He hired our firm.

Real Estate 323

Real Estate Hiring Banking Ideal Customer Profile 323

Sales Hacker

APRIL 13, 2020

Conferences and workshops are obviously being canceled, and the associated costs are significant. It’s just as hard to maintain their interest once they turn up. So, at least one component of your online event should involve something genuinely unique that no one has brought up before.” — Anna Ilyina, founder of Digital Olympus.

Lead Rank 127

Lead Rank Lead Scoring Marketing Qualified Lead Leads 127

SBI

MARCH 8, 2018

We call it Sales Tech Game Changers. SAVO enables: Sales Transformation – We accelerate large sales transformations like M&A, changing sales coverage, or implementing a new sales methodology like Challenger to get sellers back to selling quickly. This week I interview Chris Tratar , VP of Product of SAVO.

Government 139

Government Sales Methodology Sales Enablement ROI 139

Rob Jolles

JUNE 2, 2023

I was with a colleague of mine who came to watch me put on a workshop, and I had specifically asked for him to not to say anything about my workshop, or the audience, until we were clear of the building. We go way back in this conversation to my first memories of performance… at age four! That would be a – no.

Hiring 52

Hiring Conversion Exact Call-back 52

Vengreso

JUNE 2, 2023

Dreamforce 2023 in San Francisco, CA at the Moscone Center is back, and it’s bigger than ever. I have a bit of history with Dreamforce, and it started back in 2015 when I attended the event in person as a customer of Salesforce. Fast forward again one more year, in early 2018 I received a phone call. It was Salesforce.com.

SalesForce 59

SalesForce Hotels Conference Call-back 59

Babette Ten Haken

NOVEMBER 21, 2018

Over time, having this strategy in your back pocket saves your sanity, as well as professional integrity. I offer the following scenario to you. I was able to wrap up the practical and applicable work I was doing for him, issue him a final invoice and walk away. A hard call, yes. And over time, a wise decision.

Ideal Customer Profile 85

Ideal Customer Profile Strategy Customer SME 85

Anthony Cole Training

MARCH 10, 2014

Over the last 5 years, when conducting keynote sessions or workshops, presidents and senior sales executives overwhelmingly want to know – How do I motivate my sales people and keep them motivated? However, I do understand it well enough to make the following comments. Let me make this clear; I am not a student of motivation.

Motivation 208

Motivation Insurance Insurance Coaching 208

DiscoverOrg Sales

JANUARY 3, 2018

As we plan DiscoverOrg’s sixth annual SKO, these five areas of focus have helped make our event one that our sales team looks forward to all year long – and which we carry with us throughout the following year. Following SKO, we had a higher win rate and a higher deal size for marketing buyers, and I think we can credit SKO for that.

Hiring 202

Hiring Webinar Metrics Up-Sell Examples 202

Emissary

MARCH 2, 2023

Manage and Engage with Advisors The extensive Emissary network is now made up of over 12,000 experienced professionals who bring with them a combination of wisdom, unique insights, and experience that just can’t be found elsewhere. They transform it into results by entering each buyer contact armed with up-to-date insider information.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Rob Jolles

JUNE 16, 2023

When I showed more than one clip in a workshop, I’d switch up which clips I would let the audience see me react to. At the end of the workshops, when I’d mingle with the audience, I’d ask them which clips they liked the best, and almost always it would be the clips I chose to personally react to. I’m sure you’ll enjoy it!

Energy 52

Energy Video Training Call-back 52

Rob Jolles

JUNE 16, 2023

When I showed more than one clip in a workshop, I’d switch up which clips I would let the audience see me react to. At the end of the workshops, when I’d mingle with the audience, I’d ask them which clips they liked the best, and almost always it would be the clips I chose to personally react to. I’m sure you’ll enjoy it!

Energy 52

Energy Video Training Call-back 52

Babette Ten Haken

DECEMBER 28, 2017

The Us versus Them mindset which places professional disciplines in adversarial positions, hunkered down in departmental silos, never worked back then. We wrestle with big ideas and hairy issues which hold us back from making the types of hard calls which liberate our organizations from status quo mindset and processes.

Retention 74

Retention Customer SME Engineering 74

Sales Hacker

MARCH 1, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. The B2B playbook is changing.

Media 71

Media Company Distribution How To 71

Product Management University

JUNE 21, 2023

The Purpose of a Content Strategy for Product Marketing If you’re a product marketing manager, the primary purpose of your content strategy is to build a higher quality following by engaging more economic buyers and influencers in your target markets. Save your products for the call to action at the end of your content. Left swipe!

Webinar Metrics 52

Webinar Metrics Strategy Marketing Distribution 52

MEDDIC

JANUARY 16, 2021

Should you call or email? Whether you are in a customer facing role or simply professionally interacting with other people, I’m sure you have come across this question more than once: Should you call, text or email? Phone, text, email, instant messaging, video calls, video messages, etc. Call or Email? It Depends.

Ideal Customer Profile 88

Ideal Customer Profile Face-to-face Channels Call-back 88

SBI

SEPTEMBER 28, 2021

Unfortunately, “show-up-and-throw-up” is the method most often used. Tom : The pandemic created a “singularity in selling” where we are NOT going back to the way things were before. That doesn’t mean there won’t be any in-person meetings and workshops, but the vast majority of engagements will remain remote.

Sales Enablement 79

Sales Enablement Account Based Marketing Buyer Intent Buyer 79

Hubspot Sales

JUNE 21, 2022

Setting up your team for success is paramount, yet most organizations take an informal approach to training — and it usually ends once someone finishes onboarding. As a sales leader, it's up to you to set the tone for others to follow. Team-building can take many forms , from a monthly team lunch to a learning workshop.

Face-to-face 85

Face-to-face Lead Rank Lead Scoring Sports 85

Increase Sales

NOVEMBER 14, 2013

Boy sometimes those in small business and sales wish they could take a pill and the next day call the sales training coach or consultant if business growth has not improved. For years, we know the following: From a cognitive learning perspective that a one day workshop delivers around 2% memory retention after 2 weeks.

Small Business 145

Small Business Small Business Coaching Face-to-face 145

Rob Jolles

JUNE 2, 2023

I was with a colleague of mine who came to watch me put on a workshop, and I had specifically asked for him to not to say anything about my workshop, or the audience, until we were clear of the building. We go way back in this conversation to my first memories of performance… at age four! That would be a – no.

Hiring 52

Hiring Conversion Exact Call-back 52