Allego

AUGUST 9, 2022

In our 50th episode, Medtronic global training executive and proud member of the Citizen Potawatomi Nation, Ryan Thompson describes bringing his whole self to work, how to fuel growth through world-class training, and the power of driving inclusion and diversity across the organization. Video is critical to this.

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Face-to-face Scale Pharmaceuticals Google 118

Allego

JANUARY 31, 2023

B2B sales is forever changed. Although the industry was always moving in a digital direction, COVID-19 forced its hand—pushing teams to work in exclusively virtual environments overnight. The industry not only adapted; it thrived. That’s where sales enablement comes in. This article originally appeared on Selling Power.

Sales Enablement 62

Sales Enablement Face-to-face Lead Rank Software 62

No More Cold Calling

SEPTEMBER 21, 2017

Women in sales have everything they need to succeed. It’s sneakier than gender discrimination or racial prejudice of old, but just as damaging for careers, relationship-building opportunities, and account based sales teams. The first is Sue, a successful field sales manager in a tech company. Comments were prolific.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

SBI

MARCH 1, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

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Face-to-face Apparel Chemicals Call-back 94

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like?

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B2B Training Top of Funnel B2C 52

SBI

JUNE 2, 2020

Software (like CRM), training (skills and product knowledge), coaching, and good sales processes are all key. In business, snags cause deals to be lost at the last minute, cold-calls to not convert into meetings, forecasted deals to get pushed. Why Reliable CRM Data is the Source of all Fast Flowing Revenue Streams.

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CRM Data Revenue Ideal Customer Profile 122

MTD Sales Training

DECEMBER 7, 2017

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. That focus will drive you forward instead of holding you back. If you get a sale, learn what went right so you can repeat it and improve it. 5) Learn from every experience.

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Buying Cycle Cold Calling Call-back Follow-up 169

Gong.io

FEBRUARY 14, 2022

Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. Cold calling to SEO.

Examples 121

Examples Strategy Hiring Cold Calling 121

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

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Top of Funnel Forecasting Sales Qualified Lead Lead Rank 79

Mr. Inside Sales

SEPTEMBER 9, 2019

Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman. Mr. Watson was not only a founding father of the computer industry, he was also a master salesman. And he had this practical advice about sales presentations. Sales Adage.

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Face-to-face Gatekeeper Inside Sales Decision Maker 144

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

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Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Sales Evangelist

SEPTEMBER 4, 2023

What can you expect regarding AI technology and the sales industry? Is it going to replace sales representatives? How can you coach your sales reps with the use of AI? In this episode of The Sales Evangelist Podcast, host Donald Kelly speaks with John Barrow on the future of AI and the sales industry.

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Call-back Coaching Survey Industry 40

Allego

JANUARY 18, 2021

Our teams have worked tirelessly over this past year to adjust to ongoing industry developments. Technological Innovation in Sales Training & Enablement. Allego has always been committed to improving sales training experiences and results through technology—that’s our bread and butter.

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Lead Rank Lead Scoring Enterprise Enterprise 77

Vengreso

JUNE 12, 2023

Some sales leaders immediately disregard the principles, claiming it is just another buzzword. Others are caught in the constant grind of achieving quota and cannot fathom trying to implement a new sales plan. They engage less frequently with sellers and when they do, it is much later in the sales cycle.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Mindtickle

DECEMBER 20, 2023

Chances are, the interactions you had with the sales rep had a significant impact on your purchase decision. But taking a random, ad hoc approach to sales engagement isn’t effective. Instead, the most successful sales organizations understand the importance of a solid sales engagement plan. What is sales engagement?

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Sales Enablement Ideal Customer Profile Face-to-face Social Media 52

Mindtickle

APRIL 21, 2023

Episode summary At Data Axle, sales enablement is a crucial focus. However, the team needed a modern solution to deliver onboarding and ongoing training. In particular, he talks about how much the team relies on Mindtickle’s Call AI to understand better what’s happening in the field and coach sellers toward better outcomes.

Data 52

Data Call-back Case Study Ideal Customer Profile 52

BuzzBoard

MAY 8, 2023

Small and medium-sized businesses (SMB) have become prominent buyers of technology, more so in the last 5 years. But what could have possibly led to SMBs’ increased love for technology? Apart from these, availability of solutions with better pricing and better user experiences have definitely played a major role.

Marketing 98

Marketing Lead Rank Trends Scale 98

Allego

JUNE 14, 2021

He is responsible for leading four sales channels (Financial Institutions, Broker Dealers, Independent Marketing Organizations / Independent Agents, RIA Institutional), as well as Marketing, Product Management / Development, Relationship Management and Sales Support. About The Adapter’s Advantage.

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Customer Lead Rank Google Conference 127

Pipeliner

APRIL 9, 2020

These leaders are realizing that technology can reduce the need for business travel. One key area in which technology can be very useful is in sales training delivery. Now is the time for sales leaders to get a virtual instructor-led sales training solution up and running.

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Training Travel Distribution Quota 98

BrainShark

AUGUST 31, 2023

Why is sales enablement important? Most people have a basic idea of what the term “sales enablement” means. But you may still wonder why sales enablement is a priority for almost 2/3 of sales organizations out there. Example: Assessing sales readiness. That’s one (very simple) explanation.

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Sales Enablement Examples Coaching Channels 62

Smooth Sale

MAY 22, 2023

Emergency calls and requests are typically the ones that will throw off a well-set schedule, and once there is a single movement of a booked appointment, the rest of the week and the following week can change too. Also, if all of your field operatives are busy on calls, the emergency must wait (unless it is dangerous).

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How To Forecasting Call-back Data 78

Vengreso

JULY 12, 2022

The past three years have seen radical shifts in the B2B sales landscape. From sales organizations having to go from in-person selling to virtual selling, to shifting how prospecting is done by leveraging online tools – there has been a lot to navigate. Subscribe to Modern Selling on the app of your choice!

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Churn SugarCRM Customer Epicor 132

SBI Growth

AUGUST 16, 2013

In this post we will discuss Agile Sales. Agile sales is an approach that can help you keep pace with your customers. A few months back I wrote a post about becoming an Agile Sales Leader. Now it is time to make the entire sales organization agile. Let’s start with the definition of agile sales.

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Customer B2C Decision Maker Inside Sales 328

Zoominfo

JUNE 8, 2020

Video conferencing and cloud-based technologies are seeing a massive uptick in usage since mid-March. As companies do what needs to be done to survive, they turn to solutions they’ve never used before. And in most cases, these capabilities are not going to go back into hibernation when the COVID-19 crisis is over.

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Outbound Company Webinar Metrics Demand Generation Targets 195

Highspot

JANUARY 18, 2024

Lengthy sales pitches often fall short. But with SNAP selling’s concise and customer-centric approach, you can enhance sales performance by reducing stress and focusing on needs. This acronym stands as a best seller in sales strategies, aligning perfectly with the demands of the modern buyer. What Is SNAP Selling?

Ideal Customer Profile 52

Ideal Customer Profile Real Estate Customer Decision Maker 52

The Spiff Blog

JUNE 6, 2023

She majored in Human Resources, is a Professional Ontological Coach, and has found her professional calling in Tech recruiting, where she feels she can innovate, be flexible, creative, and meet a lot of interesting people. He recently moved back to Detroit and is enjoying living in the city and exploring all that it has to offer.

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Meeting Travel Engineering Hiring 67

Allego

JUNE 14, 2022

Hybrid work has disrupted traditional training and the financial services industry—with its emphasis on personal relationships—faced unique issues. As Voya’s one-person training team, Voya Financial ’s Jeff Lovanio has his work cut out for him. Jeff: I’ve been in the financial services industry since 1998.

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Training Hiring Customer Distribution 62

The Spiff Blog

JUNE 20, 2023

Hard skills can be taught or learned through training. Communication Communication skills are in high demand across all industries, but are especially essential for finance workers. For example, say you’ve just released your monthly commission statements to your sales team. These are often technical, measurable, and objective.

Account 90

Account Commission Hiring Compensation 90

Pipeliner

MAY 20, 2023

Our last article introduced a new series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. Going back through this book, I was startled by how much has changed since the book was published.

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Industry Education Trends Call-back 98

Nutshell

FEBRUARY 22, 2023

Front-line service departments like sales and support thrive when they receive a substantial number of calls daily. But do sales representatives really know how to pitch their products and services to potential clients? Where is your team succeeding, and what do you need to adjust in the sales process?

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Call Monitoring Software Software How To 62

SBI

DECEMBER 15, 2020

4 Ways Tech Can Support Sales During Conversations (Not Distract). Now that sales conversations have evolved, and gone more and more digital, there are dozens of types of technology that can support us and make our conversations even stronger. Prior to 2020, sales development reps used about 6 tools on average.

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Conversion Sales Cycle Energy Tools 127

Allego

MAY 20, 2021

“The number one thing is how learner wants and needs have changed, and ways in which the emerging technology can be leveraged to meet those needs.”. Investing in and maintaining a top-caliber sales team. In short spurts – Attention spans are limited and Zoom fatigue, as people are calling it, is undeniable. D’Amico asks.

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Training Face-to-face Film Hiring 112

Partners in Excellence

FEBRUARY 28, 2024

I asked my question because I believe being really interested in selling is a necessary but not a sufficient condition to be successful in SALES. One can be interested in selling but for the wrong reasons, which then becomes a hindrance for sales success. To answer even your first question:” Are you interested in Sales?”

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Lead Rank Lead Scoring Ideal Customer Profile Customer 102

Sales Hacker

JULY 26, 2023

Love it or hate it, artificial intelligence is massively changing the game in sales — and has huge potential for account executives. And AI (particularly ChatGPT) has supercharged my productivity and learning — and helped me get back some of my oh-so-precious time. It’s painful to sift through and format lead lists for a call block.

Ideal Customer Profile 74

Ideal Customer Profile Lead Rank Lead Scoring Proposal 74

Zoominfo

OCTOBER 5, 2021

These innovators didn’t just impact their own businesses — they made a permanent impact on their industries at large. Jackson continues to lead initiatives focused on clean energy solutions and other socially responsible projects. For example, Apple is issuing $2.5

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Examples Policies Microsoft SalesForce 130

Act!

FEBRUARY 27, 2024

Throughout this journey, I have witnessed a remarkable transformation in how organizations tackle problem-solving using technology. This is really the essence of my work – helping companies leverage the power of technology to overcome business challenges. I know that Gen AI will have a huge impact on CRM going forward.

ACT 52

ACT Lead Rank Lead Scoring CRM 52

Zoominfo

SEPTEMBER 17, 2019

A lot of people don’t dig very deep into the possibilities of direct contact information – but in today’s whiteboard session, you’ll see the real impact on your sales team. This was pre- technology stack. And so we were trained to find direct dial numbers for every prospect on our call list. This was before AI.

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Meeting Decision Maker Top of Funnel Funnel 166