Shari Levitin

AUGUST 23, 2023

Did I strategically plan to stockpile various tape brands in the kitchen… or use Thomas Goetz’s decision-making tree in deciding to place the Nyquil next to the wrench? (I Your junk drawer, like your sales and sales training process, undergoes a natural sort of entropy. ” Unfortunately, most training programs are no different.

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training. Let’s explore the key benefits of developing a comprehensive sales training program.

Closing 52

Closing Training Lead Rank Negotiation 52

BrainShark

SEPTEMBER 10, 2023

Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

Training 62

Training Hiring Objections Coaching 62

Understanding the Sales Force

APRIL 4, 2024

What Your Salespeople Know and Think Key to Successfully Hiring Salespeople: Getting it Right Versus Getting it Over With How To Determine If Your Sales Process Is Effective Should You Restage Your Sales Pipeline?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

BuzzBoard

MARCH 28, 2024

The contemporary digital sales process places a massive emphasis on creating sales enablement content, including blog posts, case studies, FAQs, video tutorials and more. This includes qualifying leads, identifying decision-makers, and monitoring communications.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

BrainShark

MARCH 3, 2024

Whether sales enablement technology is a new initiative for your organization, or your current solution isn’t getting the job done, you need key decision makers on board with your vision for success. Are you ready to make your business case for sales enablement technology? for Training and Knowledge Retention.

Sales Enablement 62

Sales Enablement Decision Maker Hiring Proposal 62

Highspot

JANUARY 29, 2024

7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation? Case Studies: Analyze real-world case studies to illustrate successful negotiation strategies and tactics.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Highspot

JANUARY 28, 2024

Supports the Buying Process Buying can be complex, involving many decision-makers. During consideration, case studies and datasheets make a difference. In the decision stage, collateral focuses on pricing and scope. Post-sale, knowledge bases, and training materials support retention and advocacy.

Collateral 96

Collateral Top of Funnel How To Distribution 96

Pipeline

APRIL 1, 2024

Train your reps to understand a lead’s challenge and offer solutions accordingly. Make a list of companies that fit the image closely, identify their decision makers, and acquire their contact information. Create Case Studies Want to convince your audience that your logistics services can drive the promised results?

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

SBI Growth

JULY 21, 2013

Generates meetings with decision makers inside of your target prospects. Role of Marketing : Training and quick reference guidance on social selling best practices. Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.).

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

Sales Hacker

DECEMBER 14, 2022

Sales enablement is the systematic approach of providing your sales team with content, tools, strategies, and training to help them succeed. Sales enablement allows for cross-department training and collaboration that help sales teams and any client-facing personnel to sell or upgrade clients more effectively. Case studies.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Janek Performance Group

MAY 2, 2023

Uncertainty brings skepticism, tighter budgets, and more decision makers—for new and existing customers. Regular customers still buy, but it’s often prolonged sales cycles with more decision makers. It also reduces access to important decision makers, such as the C-suite. So does their buying process.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Janek Performance Group

DECEMBER 7, 2022

Buyers across all demographics find it challenging to navigate purchase decisions in this fast-changing environment. Whether the company is a tech startup or an established enterprise, decision-makers are predisposed to stick with its current situation. Making a change involves risk, and with risk comes resistance.

Decision Maker 62

Decision Maker Face-to-face Buyer Scale 62

MTD Sales Training

JANUARY 20, 2017

Use testimonials from other companies, use case studies from the clients you have worked with, show the prospect articles you have written in on LinkedIn – do anything you can that will build your credibility and your sales will climb. This is different to the decision-maker. Think about all of the ways you can do this.

Prospecting 120

Prospecting Decision Maker Face-to-face Case Study 120

SBI Growth

NOVEMBER 6, 2013

Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Generates meetings with decision makers inside of your target prospects. Role of Marketing: Training and quick reference guidance on social selling best practices. Social Prospecting Guidance.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

Mindtickle

APRIL 15, 2022

What’s more valuable to your business: a case study that’s viewed 1,000 times on your internal content library or one that your sales reps discuss on 10 different discovery calls as a relevant example, convincing the prospect to book a product demo and progress the sales conversation? Lead-to-opportunity conversion rate.

Sales Enablement 52

Sales Enablement Sales Qualified Lead Case Study Decision Maker 52

Product Management University

FEBRUARY 2, 2023

Execute the demand generation plans that open doors for salespeople at the decision-maker level where the value messaging will resonate best and engage those decision makers in meaningful conversations at the start of the sales process. They buy because they’re convinced you understand them.

Revenue 52

Revenue Ideal Customer Profile Marketing Segment 52

The ROI Guy

JANUARY 26, 2015

Each stakeholder may be at a different point in the decision making process – some early: just getting a handle on the issues, and some late: already with a clear solution in mind. Advice: Sales reps need to be empowered to engage all stakeholders no matter what the “Point of Value” or where they are in the decision making process.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

criteria for success

JANUARY 20, 2022

Through our experience with scoping calls and one-on-one sales trainings, we’ve discovered that there are 5 types of common objections most salespeople experience. Reroute this objection by asking about current priorities and using case studies to illustrate the value of your offering. 1: “That sounds expensive.”.

Objections 52

Objections Hiring Decision Maker How To 52

Zoominfo

JUNE 22, 2022

Gartner analysts found that the typical purchasing group for a complex B2B solution involves six to 10 decision makers. Understanding the relationships between key decision-makers helps you move up or down the organization with purpose and proves to be far more effective than the “smile and dial” approach.

Cold Calling 130

Cold Calling B2B Commission Exact 130

Alice Heiman

NOVEMBER 14, 2018

Together, coauthors Byron Matthews and Tamara Schenk have a combined 48 years of experience and expertise in the areas of sales-performance improvement, sales enablement, and sales training. Concerned your team might be bombard ing C-level decision makers with digital outreach? More decision makers. Less loyalty.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

Sales Hacker

APRIL 20, 2020

With businesses focused on damage control and decision-makers playing defense, account-based marketing is the key to steady revenue and a consistent pipeline. To help them adapt, we’re delivering free webinars and virtual outbound sales training to sales teams during the COVID-19 lockdown.

Account Based Marketing 82

Account Based Marketing Webinar Metrics Strategy Marketing 82

Julie Hanson

SEPTEMBER 20, 2019

Deliver value: You’ve shown prospects how and what you’re going to deliver, but today’s decision-makers demand proof. In your closing, summarize what you can accomplish by providing facts, figures or case studies. appeared first on Julie Hansen | Performance Sales and Training.

Energy 83

Energy Decision Maker Case Study Closing 83

Highspot

SEPTEMBER 6, 2023

Incorporating value selling into sales training can help your company stay ahead of the competition. Remember that proper sales training equips sellers with the skills to excel in this approach. This is a must-have for sales training to enhance sales productivity. Know your customer Dive into their motivations and challenges.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Eyeful Presentations

JULY 7, 2023

It’s at this point that well-intentioned sales enablement teams come a cropper, wrongly assuming that a nicely designed presentation that ticks all the boxes (content aligned to the playbook, copious presenter notes, approved case studies) will do the trick. Sorry folks, it won’t. So, where do you start? What to say. Nothing new there.

Sales Enablement 36

Sales Enablement Case Study Decision Maker Face-to-face 36

LeveragePoint

FEBRUARY 20, 2018

Sellers who have the right conversations with buyer sponsors, champions and decision-makers in the Identify & Prioritize stage have an advantage. But this misperception is not inherently a sales personnel or sales training problem. Case studies answer the question “what do you do for your customer?”

Case Study 20

Case Study Sales Cycle Study Opportunity 20

Janek Performance Group

JANUARY 25, 2023

As a sales training company, we study, teach, and coach best practices for presentations. However, today, with so much uncertainty, budgets are tight, decision makers are plentiful, and competition is stiff. Target the specific needs of decision makers. Also, for each slide, think of your decision makers.

Decision Maker 62

Decision Maker Collateral Maximizer Case Study 62

Highspot

DECEMBER 19, 2023

To amplify its impact, many companies integrate the playbook into a collaborative sales training platform that allows SDRs to easily access the playbook’s resources, engage in interactive learning modules, and apply the acquired knowledge in practical scenarios. Furthermore, the playbook aligns sales activities with broader business goals.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Emissary

SEPTEMBER 21, 2021

For IT security sellers, it’s important to keep in mind that the decision-makers are looking not only for high ROI but for the maximization of their investment. Sales and marketing team members have very specific training in their field. Build Cases Studies and Testimonials. Offer Training.

Industry 52

Industry Case Study ROI Scale 52

Hubspot Sales

APRIL 13, 2018

Would you like to reach more decision makers with your sales team's calling efforts? Our company can deliver the names and contact information for thousands of decision makers at Fortune 500 companies. Would you like to reach more decision makers with your sales team's calling efforts? Great news!

Lead Rank 108

Lead Rank Lead Scoring Decision Maker Hubspot 108

Gong.io

JULY 13, 2022

Identify key decision-makers. Identifying key decision-makers is absolutely paramount. In an analysis of over 9,000 sales opportunities, we found that deals were 80% less likely to close when decision-makers weren’t involved in a deal. Image Source ). Image Source ). Create a buyer’s matrix.

Decision Maker 62

Decision Maker Ideal Customer Profile Buyer Software 62

PandaDoc

APRIL 24, 2023

At its core, it means training your sales team to sell as effectively as possible. Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. It’s their job to head up your approach.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Nutshell

MAY 4, 2020

Maybe you’ve heard “ the allegory of the long spoons ,” which goes something like this: Descending the steps of a monastery, a young monk in training quizzes his master: “What are the differences between Heaven and Hell?”. Budgets are being forced under the microscope and purchase decisions interrogated. None at all?

Lead Generation 119

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 119

Zoominfo

AUGUST 5, 2021

Make sure your reps have access to your full array of customer testimonials, social proof articles, and case studies. Show your sales reps the latest approaches to reach decision-makers. Social proof, testimonials from customers in the same field as your prospect, and case studies are effective for these purposes.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Crunchbase

JANUARY 13, 2023

In fact, 71% of decision-makers surveyed by GWI say social media is influential when they’re researching or considering a new product for their company. Meet buyers where they are. It’s no secret that buyers — like the rest of us — spend a good amount of time on social media, both personally and professionally.

Top of Funnel 98

Top of Funnel Social Media Face-to-face Engineering 98

Highspot

JANUARY 14, 2024

Why Virtual Sales Skills Training Matters The shift from in-person to remote work demands new skills. With only 33% of salespeople effective in virtual environments , training in virtual sales skills, emphasizing digital communication and platform proficiency, is crucial to adapting to customer needs in a virtual setting.

Quota 52

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

Gong.io

DECEMBER 5, 2022

While 88% of buyers do business with trusted advisors, just 40% of decision-makers describe the sales profession as trustworthy. A buyer persona is a description of the decision-makers at your target companies. Case studies. This does wonders for the buyer-seller relationship. Proposal slides. Sales pitches.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62