Steven Rosen

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Now is the time to get sales on track. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Sales managers are the key to driving sales performance.

Sales Leadership 394

Sales Leadership Closing Face-to-face Coaching 394

Steven Rosen

OCTOBER 2, 2020

Awesome Virtual Coaching Creates Master Virtual Sellers. Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID. Virtual Selling.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. The Problem with Virtual Sales Meetings. But not referral sellers. The Power of Transferred Trust.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Steven Rosen

APRIL 18, 2022

Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever. The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Virtual Selling Role Play. Fit Interview.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Sales and Marketing Management

FEBRUARY 15, 2021

Author: Doug Bushée and Shayne Jackson Last March, sales leaders had to quickly shift from enabling in-person sellers to enabling virtual sellers. This shift to virtual selling required new technology, new skills and new ways of selling. Now, as we dive deeper into a new year, sales leaders are tackling another issue.

Education 194

Education Film Channels Cancellation 194

Hubspot Sales

DECEMBER 11, 2023

Virtual training has often become the default. Sales is a famously extroverted job. But today, there are many ways to close deals in person, over the phone, and virtually. So, what type of training makes sense? Let’s review what virtual training is, the best practices, and how to run a virtual training program.

Training 95

Training Hubspot Hiring Call-back 95

MTD Sales Training

MARCH 31, 2020

We’ve had over 82 sales training programmes postponed! Some have moved over to virtual channels like webinars and online training but a lot are just waiting it out. Don’t Panic – Step Back. Take a step back and start to plan what you can do. I’m being bombarded with sales pitches at the moment.

Skype 246

Skype Webinar Metrics Call-back Exercises 246

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. While virtual selling has challenges, many commercial organizations are finding it works better than expected.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Sales and Marketing Management

JANUARY 11, 2021

When buyers are staring at a screen during a virtual meeting, they can more easily multitask. . A lot of this is happening during your virtual sales meetings without you even realizing it. . The reality is, the virtual world is full of these distractions—many more than there are during live meetings. Responding to emails.

Buyer 194

Buyer Meeting Fashion Face-to-face 194

Julie Hanson

JANUARY 15, 2021

In sales, you have only one shot to deliver the right message. In order to win the virtual sale, you too must also stay perfectly on pitch – using the right delivery to convey the right message to the right prospect. Customers are distracted, short on attention, and much less likely to engage virtually. Stay on pitch!

Face-to-face 135

Face-to-face Call-back Video Energy 135

Mr. Inside Sales

SEPTEMBER 4, 2020

2121 Sales Kickoffs are going to be different this coming January. Many will be held virtually—but that doesn’t mean they can’t still be impactful and motivating. Especially when you hire Mike Brooks, Mr. Inside Sales to kick off your sales event! One on One coaching for sales leaders and individual producers.

Hiring 156

Hiring Gatekeeper Face-to-face Inside Sales 156

Sales 2.0

MAY 15, 2023

This is the sixth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Dave is also the author of the “ Sales Manager Survival Guide.”​ This interview is with Dave Brock.

Ideal Customer Profile 221

Ideal Customer Profile Up-Sell Buyer Survey 221

No More Cold Calling

MAY 13, 2021

As the world shifts to virtual, the challenge is building client trust.”. I almost fell out of my chair when I heard this from a VP of Sales. Building client trust has always been a challenge, so why is this new in a virtual world? But the same is true if they’re using that sales approach when meeting in-person.

Ideal Customer Profile 290

Ideal Customer Profile Social Media Referrals Sage 290

Highspot

JANUARY 14, 2024

In turn, businesses have to adapt and innovate in virtual selling. Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. What Is Virtual Selling? What Does Virtual Selling Look Like? Virtual selling is a technology-driven approach to sales.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Sales and Marketing Management

DECEMBER 14, 2020

Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. As a result, your content can’t be just a companion to a sales-led customer conversation?— There are four forever changes transforming sales training and enablement from here on out: Marketing is the sales development team.

B2B 199

B2B Revenue Top of Funnel Margin 199

Julie Hanson

DECEMBER 20, 2020

Your virtual first impression can make or break your sale. In the first few seconds of a video call, prospective customers quickly make decisions about you and your company and how (or whether) they’re going to listen to you. Here is an easy 7 Minute Sales Warm-up. Click here for some improv tips you can use in sales.).

ACT 168

ACT Video Film Call-back 168

Lessonly

FEBRUARY 24, 2020

Thanks to technology, sales teams can improve their training programs, specifically with the use of virtual training software. If that’s not a good enough reason, we’ve got three great reasons virtual training software is the best answer for your sales training program.

Software 29

Software Software Training Course 29

Mr. Inside Sales

JULY 25, 2020

If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you. Enroll your team into my On-Demand Training here. ON DEMAND SALES TRAINING THAT GETS RESULTS! go get feedback. Want more help? Get Access Today.

Face-to-face 173

Face-to-face Gatekeeper Decision Maker Licensing 173

Allego

JUNE 10, 2020

Before March 2020, at least 70% of sales calls were virtual, according to Forbes. As the country begins to reopen, we’re still far from business as usual—especially for sales teams. In-person meetings, sales kickoffs, and training sessions simply aren’t happening. Record Calls for Coaching.

Hiring 108

Hiring Sales Methodology Call-back Video 108

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). Virtual p resentation nerves claim another victim. You can do the same – find a quiet corner of your home or office to focus on your upcoming video call.

Energy 112

Energy Video Call-back Intent 112

Mr. Inside Sales

DECEMBER 5, 2022

When it comes to setting and reaching your goal, use this simple and proven 3 step process that virtually assures success. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

Face-to-face 156

Face-to-face Exact Gatekeeper Decision Maker 156

Allego

NOVEMBER 10, 2022

If your sales organization hasn’t felt the impact, you’re probably on edge, hoping to get through this economic crunch unscathed. Competition is greater than ever, buyers are cautious, your industry is constantly changing, and sales managers have little time to ensure their reps get the coaching they need. Turbulent times are coming.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Allego

JUNE 29, 2021

2020 was a transformational year for sales organizations. The challenges caused by COVID-19 launched a boom in virtual selling and an estimated 90% of B2B sales are now virtual. > > Watch Now: How to Use Rep-Centric Sales Enablement to Future-Proof Your Revenue Engine.

Sales Enablement 123

Sales Enablement Scale Hiring Harvest 123

Julie Hanson

AUGUST 24, 2021

Do you struggle to build relationships virtually? In fact, Harvard Business Review confirms that building new relationships is especially difficult in a virtual world. And many of these essential qualities are missing (or harder to observe) on virtual meetings and calls because they are often communicated non-verbally.

Face-to-face 139

Face-to-face Video Real Estate Call-back 139

MTD Sales Training

APRIL 19, 2020

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. So, what would be the best practices to adhere to when meeting up with a client virtually? Don’t try to ‘sell’.

Meeting 156

Meeting Face-to-face How To Call-back 156

Sales and Marketing Management

OCTOBER 14, 2020

Although call centers in some of the regions where we operate were permitted to remain open during the pandemic, we opted to send everyone home for their safety even prior to the general mandates. A few employees didn’t want to come back to the office, either because they were afraid of infection or preferred their home environment.

Face-to-face 218

Face-to-face Policies Call-back Incentives 218

Shari Levitin

MAY 12, 2022

A few months back, I read a post on LinkedIn from Ashlynn White and couldn’t resist changing the context to a sales conversation to show an example of how to overcome price objections. Customer : How much will it cost to do virtual training for our team in for our sales kick-off meeting? That’s way too expensive.

Objections 117

Objections Examples Hiring Call-back 117

Allego

AUGUST 17, 2021

Miersen is senior manager of Americas Sales Enablement at Veritas Technologies, a global leader in data protection, availability and insights. As the pandemic continued, Miersen recognized that virtual selling and sales enablement are here to stay. But it wasn’t delivering the level of training we were hoping for.

Hiring 143

Hiring Exercises Sales Enablement Video 143

MTD Sales Training

APRIL 12, 2020

You’re conducting an online sales presentation to a prospective new customer…. Just how can you increase their engagement and keep them interested – and how can virtual meetings and virtual presentations achieve this? Virtual Delivery. Become A Virtual Meeting Expert. Presentation Slide Deck.

Meeting 220

Meeting How To Webinar Metrics Google 220

Julie Hanson

FEBRUARY 1, 2021

Reading body language on video calls is like learning another language! Typically with reference to a salesperson or business professional) a bored, disinterested, or unhappy expression attributed to or unconsciously adopted by a person attempting to be professional during business meetings, video calls, etc. What’s the problem?

Video 121

Video Face-to-face Call-back Guarantee 121

Shari Levitin

JUNE 29, 2020

Still reeling in disbelief, I called a meeting. As our team gathered virtually, I asked the only question I could think of, “How will we replace this revenue?” Just then, it occurred to me: go back to the basics. In fact, many of them had taken advantage of our virtual learning long before “going virtual” became a necessity.

Hiring 165

Hiring How To Cancellation Case Study 165

Sell Integrity

MARCH 11, 2021

Virtual Engagement For Remote Selling. Remote Selling Success Starts Before The Call Even Begins. While salespeople across industries are settling in to a world of hybrid and remote sales , most are still working to adapt to the nuances and variables that can affect success in a virtual selling environment.

Webinar Metrics 127

Webinar Metrics Face-to-face Lead Rank Intent 127

Allego

JULY 29, 2021

But for those of us who work in sales, our ability to adapt to change means the difference between success or failure. Most recently, Cespedes published a new book—his sixth—entitled Sales Management That Works: How to Sell in a World That Never Stops Changing. . Balance In-Person and Virtual Selling.

Strategy 152

Strategy Top of Funnel Lead Rank Hiring 152

Steven Rosen

MAY 5, 2022

The New Sales Leadership Framework. Don’t you wish you could turn the clock back to pre-pandemic days? Dealing with post-Covid business-related issues has been a wake-up call, especially for sales leaders and their teams. A whopping 80% of sales leaders admit to feeling out of control and drowning in the sea of changes.

Sales Leadership 156

Sales Leadership Hiring Groups Call-back 156

Vengreso

NOVEMBER 18, 2020

Sales teams around the world have been forced to quickly adapt and learn remote selling techniques, due to the coronavirus pandemic. million professional salespeople in the U.S , and field sales make up 52.8%. In May 2020, 71% said they were conducting more than half their sales virtually. According to U.S.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Allego

FEBRUARY 4, 2021

Virtual selling—working a deal remotely when you can’t be there in person—is the new normal for B2B salespeople. . In 2020, many sales teams simply moved their meetings online via Zoom or WebEx and continued to deliver new business. I call these my top “pet peeves.”. Many calls start with a boring introduction or title slide.

Face-to-face 116

Face-to-face Call-back Maximizer Up-Sell 116

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. Does anyone really think we can really grab the mindshare of an individual virtually ? In the world of training, the planting is the initial delivery, but the rooting is the follow-up.

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Follow-up Training Video Face-to-face 52