The Digital Sales Institute

MARCH 29, 2021

Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The onus is on sales leadership, sales enablement and coaching to meet this challenge. On that point, make sure the sales training program covers more than just hard selling insights.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

Allego

APRIL 21, 2022

And that has to influence how we think about building a team culture and making personal connections and providing insightful, personalized coaching.”. Coaching distributed sales teams and providing feedback. Mastering virtual selling skills. Use Asynchronous Video to Coach Distributed Teams.

Hiring 71

Hiring Video Distribution Buyer 71

Mindtickle

NOVEMBER 2, 2023

Ongoing sales training, coaching, and learning opportunities help ensure reps are always well-versed in what they’re selling. In fact, asking the right questions is a critical selling skill. Active listening is another key selling skill. Of course, a rep’s education should start at onboarding.

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Janek Performance Group

JANUARY 24, 2022

For sellers, it’s their core selling skills. Whether it’s additional coaching or training, we can all use the occasional refresher to keep our skills as sharp as possible. Here are eight ways to break a sales slump: Focus on the Fundamentals. In all professions, the best master their fundamentals.

Lead Gen 116

Lead Gen Social Media Face-to-face Networking 116

Mindtickle

DECEMBER 5, 2016

During her presentation, she explained how she has changed the sales onboarding for new Google sales reps from a pure online and self-serve experience to interactive and case-study based training. Phase 4: Sales coaching. But the most impactful change the team at LinkedIn did was related to sales coaching.

Google 52

Google LinkedIn Hiring Company 52

Mindtickle

DECEMBER 4, 2016

During her presentation, she explained how she has changed the sales onboarding for new Google sales reps from a pure online and self-serve experience to interactive and case-study based training. Phase 4: Sales coaching. But the most impactful change the team at LinkedIn did was related to sales coaching.

Google 52

Google LinkedIn Hiring Company 52

Highspot

JANUARY 9, 2024

Each stage requires specific selling skills to satisfy prospect needs. Incorporate interactive exercises and real-world materials like role-playing and case studies to improve the learning experience. Regular coaching sessions with constructive feedback help identify areas for improvement and refine sales techniques.

B2B 52

B2B Training Top of Funnel B2C 52

Showpad

JUNE 29, 2021

case studies, whitepapers, success stories), and internal content types (e.g., The selling challenges that directly link to sales content management. However, those with rather average communication skills experienced more limitations in their approaches. playbooks, objection handling) in different formats (e.g.,

Face-to-face 59

Face-to-face Case Study Study Lead Gen 59

Gong.io

MARCH 11, 2021

The above are 3 actual headlines from Gong case studies. Onboard new CSMs while providing continuous training and coaching to keep teams productive and increase their effectiveness. As discussed in this case study , CSMs are usually the closest people to a customer after the ink on a contract has dried.

Churn 62

Churn Customer Hiring Case Study 62

BrainShark

JULY 20, 2022

AI-powered video coaching: Let reps practice what they’ve learned and assess their readiness to sell. Highlights of our AI-powered video coaching: . Get an automated assessment of each rep’s communication and sales skills. Coaching assignments help ensure your reps can apply their training in the field.

Distribution 62

Distribution Sales Enablement Coaching Video 62

Highspot

DECEMBER 5, 2023

And though this method is perhaps more nuanced than the usual cut-and-dried sales practices, some market trends indicate consultative selling skills are 100% worth the extra effort. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Highspot

JANUARY 3, 2024

Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training. Creating a case for change: Persuading customers to switch from their current solutions is challenging for many salespeople. Encourage mentorship and peer-to-peer learning for more comprehensive sales development.

Closing 52

Closing Training Lead Rank Negotiation 52

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important?

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Highspot

APRIL 14, 2023

Businesses need to adapt and adjust their sales training programs to meet the changing needs of their sellers — there is no one-and-done solution — this means it’s best to approach your training and coaching efforts with the mindset of ever-evolving change management.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Businesses need to adapt and adjust their sales training programs to meet the changing needs of their reps — there is no one-and-done solution — this means it’s best to approach your training and coaching efforts with the mindset of ever-evolving change management.

Training 52

Training Scale How To Hiring 52

Mindtickle

SEPTEMBER 13, 2023

They can also use this software to deliver continuous learning to ensure reps have the skills they need – whether their sales interactions are in the field or virtual. While the benefits are many (we’ll cover some of those benefits later on), it can be a huge shift in mindset for sellers accustomed to traditional, product-focused selling.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Working with a mentor or receiving sales coaching can drastically improve your sales performance. Implement roleplay.

Film 132

Film Hubspot Sales Cycle Lead Rank 132

Emissary

JANUARY 23, 2023

Emissary advisors , deal coaches who’ve held executive positions in your target accounts, can be incredibly helpful in closing information gaps and assessing these plans. Invite sellers to share situations, receive manager, and peer deal coaching. Build a repository where you can share decks, case studies and other sales content. (If

Top of Funnel 52

Top of Funnel Hiring Face-to-face Account 52

Highspot

JANUARY 14, 2024

Here’s a closer look at what virtual selling entails in day-to-day sales: 1. Sales reps can curate content like webinars and case studies to showcase expertise. Gartner points out that sales enablement leaders are zeroing in on virtual sales training, sales coaching, and other resources.

Quota 52

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

SBI

NOVEMBER 7, 2019

Resources All White Paper Awards & Recognition Blog Article Brief Case Studies eBook ebooks & Guides Funding & Acquisitions Guide Industry News Infographic Interview Podcasts Report Resources Video Video Reviews Webinars. Sales Coaching. Sales Coaching. Sales Coaching. Sales Coaching.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Sales Hacker

FEBRUARY 17, 2021

Wouldn’t it take away from allowing managers to manage and coach — not to mention the monstrous to-do lists of VPs and CEOs? As my product knowledge increased and selling skills became more polished, I felt I could really own the deals in my pipeline – proving to myself that I could win deals solo.

Energy 121

Energy Up-Sell Call-back Case Study 121

The Brooks Group

MAY 16, 2018

What many technical sales reps lack is the consultative selling skills needed to identify what a buyer wants and needs, and translate product features into benefits that align with those wants and needs. Give Them Coaching They’ll Respond to. A sales leader can make coaching much more effective if they keep these traits in mind.

How To 40

How To Engineering Case Study Face-to-face 40

Highspot

NOVEMBER 1, 2022

And though this method is perhaps more nuanced than the usual cut-and-dried sales practices, some market trends indicate consultative selling skills are 100% worth the extra effort. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Mindtickle

MARCH 13, 2020

But to make that happen, organizations need a robust sales readiness strategy that gives sales reps the right tools to access relevant content, understand how to use the knowledge and skill, and execute on that strategy. Do your reps have the tools, information, and management oversight and coaching they need to close the sale? .

Hiring 66

Hiring Top of Funnel Webinar Metrics Coaching 66

Mindtickle

MARCH 13, 2020

But to make that happen, organizations need a robust sales readiness strategy that gives sales reps the right tools to access relevant content, understand how to use the knowledge and skill, and execute on that strategy. Do your reps have the tools, information, and management oversight and coaching they need to close the sale? .

Hiring 52

Hiring Top of Funnel Webinar Metrics Coaching 52

The ROI Guy

JANUARY 11, 2017

Build trust – Providing 3rd party insights and research, customer case studies and proof points helps validate potential results with prospects and drive credibility.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Vengreso

JANUARY 21, 2020

Instead, effective social sellers are consistent in their approach to sharing both company content, such as blogs, whitepapers, podcasts, and case studies, and third party content from reputable sources. Effective sales coaching. A social selling strategy doesn’t stop after the training.

Social Selling 88

Social Selling Strategy Social Media Buyer Persona 88

Mindtickle

JANUARY 25, 2021

They should be part of your onboarding experience and your coaching cadence. You have to help them build their mindset and skillset so they have hardened muscles in terms of the core selling skills and habits that apply to greater influence in a virtual world.

Sales Meeting 94

Sales Meeting Meeting Buyer Face-to-face 94

BrainShark

MAY 20, 2022

Capability #3: Provide individual feedback to agents and ensure they’re ready to sell with video coaching. Capability #4: Identify skill gaps and correlate agents’ training progress with their real-world performance. You can learn more about how Colonial Life streamlined their sales onboarding and training in this case study.

Insurance 62

Insurance Insurance Software Software 62

Gong.io

SEPTEMBER 10, 2018

These stats point you in the right direction so you understand what kind of coaching each rep needs. Reviewing discovery calls this way is great for your coaching and it lets you identify how your best reps do discovery so you can “clone” their sales skills to everyone else. Sell Value (Instead of Features or Price).

Scale 48

Scale Objections Case Study Coaching 48

Mindtickle

JUNE 21, 2023

Tactics employed include personalized demos, free trials, case studies, pricing discussions, and contract negotiations. By applying conversation intelligence, sales teams can gain a deeper understanding of customer needs, improve sales effectiveness, and enhance coaching and training efforts.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Vengreso

MARCH 2, 2021

Modern sellers must develop social selling skills and learn how to use video for sales. This is a one-to-many approach, where there is not a conversation yet, but only engagement with inbound marketing assets such as blog posts, videos, whitepapers, case studies, social media posts, and the like.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Gong.io

NOVEMBER 11, 2019

So the next time Seismic suggests you use a piece of content, it has data behind it that shows that this video case study or this PowerPoint presentation is successful most of the time. The hard part is to take coaching in real time and to apply it to real life scenarios. We have a really good track record of hiring.

Film 48

Film Hiring Buyer Persona Revenue 48

Mindtickle

JANUARY 25, 2021

They should be part of your onboarding experience and your coaching cadence. You have to help them build their mindset and skillset so they have hardened muscles in terms of the core selling skills and habits that apply to greater influence in a virtual world.

Sales Meeting 52

Sales Meeting Meeting Buyer Face-to-face 52

LeadFuze

AUGUST 5, 2021

Sell) and marketing (Where Marketers Go to Grow) blogs on the site. Their army of bloggers cover every topic imaginable and use lists, case studies, video, gifs – you name it, to bring the up to the minute informative articles on all industry developments. He’s been selling something to someone for his entire life.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Hubspot Sales

JANUARY 22, 2018

Because each organization is unique, Sales Readiness Group uses pre-training consultation and customized case studies and exercises to ensure the content is as applicable to participants as possible. Richardson’s Consultative Selling Skills. Sales Strategy: Mastering the Selling Process. Vendor: Richardson.

Training 144

Training Vendor Top of Funnel Workbooks 144