Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

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Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

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.

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Training Hiring Objections Coaching 62

Understanding the Sales Force

APRIL 4, 2024

Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! Does Being a Strong Qualifier Correlate to Having a Strong Pipeline? 4 Reasons Why Salespeople Suck at Consultative Selling.

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Hiring Sales Leadership Sales Forecasts Forecasting 149

Lead411

FEBRUARY 8, 2024

Understanding Cold Call Objections: Before diving into strategies for overcoming objections, it’s crucial to understand why prospects raise objections in the first place. Building Rapport and Trust: One of the most powerful ways to overcome objections is by building rapport and trust with your prospects.

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Cold Calling Objections Case Study Call-back 97

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. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work?

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Closing Training Lead Rank Negotiation 52

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? People are more likely to trust and build relationships with those who are transparent and sincere.

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Negotiation Closing Case Study Buyer Persona 52

Shari Levitin

MAY 19, 2022

Proper training and coaching in a hybrid world is the most important strategy for maximizing the performance of the individuals on your team. Yet the pitfalls in face-to-face training are amplified in virtual training. They train the best way for them rather than how their salespeople learn. I was elated. I was shocked.

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Training Hiring Face-to-face Case Study 62

Gong.io

MAY 31, 2021

It leads your sales reps through various scenarios: how to prospect, when to sell what product or service, how to overcome common objections, what to negotiate for (and how ) to name a few. It is chock full of examples, suggestions, best practices, and more. Here’s the full case study. Sales enablement materials.

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Examples Top of Funnel How To Segment 118

Sales Hacker Training

JULY 24, 2020

That’s why ongoing product knowledge training needs to be a priority in every sales team. So, today, I’m going to walk you through five key areas you need to focus on for successful product knowledge training so your reps can start winning more deals. The Pitfalls of Poor (or no) Product Knowledge Training.

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Training ROI Software Software 116

Mindtickle

DECEMBER 14, 2023

For example, some organizations create sales battlecards to help sales reps understand how they stack up against their competitors. Members of the revenue team can share this sales enablement content with prospects as a way to convey or reinforce information about their products or services. Videos can be internal.

Top of Funnel 52

Top of Funnel Sales Enablement Strategy Case Study 52

Shari Levitin

MAY 19, 2022

Proper training and coaching in a hybrid world is the most important strategy for maximizing the performance of the individuals on your team. Yet the pitfalls in face-to-face training are amplified in virtual training. Pitfall 1: Focus on the training vs. the learning. 5 Examples of Noninteractive vs.

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Training Hiring Face-to-face Call-back 62

Vengreso

AUGUST 1, 2023

Embarking on the journey of SaaS Sales Training can feel like navigating a labyrinth. The truth is, without proper SaaS sales training, scaling your software company becomes an uphill battle. Vengreso's transformation from sales training firm to influential SaaS enterprise is a testament to business evolution.

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Training Lead Rank Pivotal Hiring 40

Vengreso

JANUARY 24, 2022

It’s how they engage with prospects and it can make a big difference in their results. The PVC Sales Methodology focuses on how to prospect , from the “pre-hello” to the “hello.” At Vengreso, we offer virtual sales training programs in modern selling skills, such as Video Sales Mastery , LinkedIn Sales Mastery , and more.

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Conversion Prospecting Sales Methodology Referrals 104

Vengreso

JANUARY 24, 2022

It’s how they engage with prospects and it can make a big difference in their results. The PVC Sales Methodology focuses on how to prospect , from the “pre-hello” to the “hello.” At Vengreso, we offer virtual sales training programs in modern selling skills, such as Video Sales Mastery , LinkedIn Sales Mastery , and more.

Conversion 104

Conversion Prospecting Sales Methodology Referrals 104

Nutshell

APRIL 24, 2019

Once you understand how warm email prospecting works, you’ll be able to generate a steady stream of leads for your business, book more sales calls, and close more deals. Many sales reps never see success from their email prospecting efforts because they try and do too much in each message. Understand Your Email’s Purpose.

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Prospecting Case Study Ideal Customer Profile How To 115

Highspot

JANUARY 28, 2024

To boost the chances of turning those prospects into actual customers. They use these pieces of content to engage prospects. Clarify Your Offerings Developing product collateral presents prospects with a straightforward value proposition and benefits of your product or service. This can be telling.

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Collateral Top of Funnel How To Distribution 96

Vengreso

DECEMBER 21, 2023

Sales training : two words that hold the potential to change your game entirely. Gazing up at the daunting mountain, a skilled guide provides the necessary tools for success – sales training programs designed to transform your game. Your answers await… What is Sales Training?

Training 52

Training Revenue Lead Rank Retention 52

Pipeline

APRIL 1, 2024

Train your reps to understand a lead’s challenge and offer solutions accordingly. As it brings prospects already interested in your product, the chances of conversions are much higher than outbound leads. Opt for logistics pipeline software with features to find and target the right prospects in seconds.

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Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Mindtickle

JANUARY 25, 2024

It’s any type of asset that enables sales reps to engage prospects and guide them through the sales funnel. In other words, this collateral is shared with customers and prospects. Some examples include case studies and data sheets. Press releases Enables prospects to see what’s new at your organization.

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Collateral Top of Funnel Closing Buyer Persona 59

Zoominfo

FEBRUARY 7, 2023

There’s no shortage of valuable information about prospects and customers — as long as you know how to access and apply it. One example of an outbound sales tactic is the triple touch process , where reps work to connect with prospects through a series of personalized messages. That’s OK, everyone has to start somewhere.

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Strategy Lead Rank Lead Scoring Hiring 130

LeadFuze

JANUARY 1, 2022

When you adopt a consultative approach to sales, it means that rather than telling prospects what they need from your product or service, you ask them thought-provoking questions about their needs. You must provide prospects with the information they need in order for them to make an educated buying decision. Shorter sales cycles.

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Consultative Selling Examples Hiring Sales Qualified Lead 52

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.

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Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Sales and Marketing Management

JUNE 30, 2019

Author: Greg Flynn Imagine a marathon runner starting a race without having trained or even stretched beforehand. In all these cases, it’s inconceivable that prep work and a solid foundation wouldn’t precede the final product or event. For example, don’t include sessions only from senior leadership and HR.

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Hiring Retention Case Study Maximizer 221

Autoklose

MARCH 25, 2024

Your prospects will likely fall into many different categories, and you should be drawing lines where they matter to you. Michael’s pro tip: If you haven’t heard back from your prospect in a few days, reply to your previously sent email and say something like, “What did you think of this?” rather than simply linking to content. “If

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Conversion How To Case Study Webinar Metrics 52

Hubspot Sales

NOVEMBER 13, 2017

Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. You want to strike a conversational, natural tone with your prospect -- not write like a nineteenth-century lawyer. Like “thanks in advance,” that can make prospects bristle.

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Case Study eBook Policies Study 145

Pipeline

AUGUST 5, 2023

Trade Show Email Lead Nurturing Tips: Tip 1: Get Strangers and Prospects to Self Identify In a recent post, we shared that only 3% of your prospects are ready to buy at any moment. Cold leads: these are the 30% of prospects who have a need, but they’re not ready to buy. Each email you send is an interaction. You can (a.)

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Trade Show Lead Nurturing Ideal Customer Profile Lead Rank 52

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Buyer behavior: Many buyers are trained to buy at the end of the quarter or year. It’s here, the biggest sales quarter of the year.

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Data Discount How To Quota 117

Zoominfo

JUNE 9, 2019

It provides insight into where your leads are coming from and what channels are providing you with the most sales-ready prospects. For example, do they value peer recommendations? For example, do they value peer recommendations? If so, great – make sure you show them plenty of case studies. The IT department?

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B2B Closing Scale Guarantee 252

Mindtickle

MAY 2, 2023

Foundational What is a sales enablement program How to align your sales enablement with sales process development How to align enablement efforts with the buyer’s journey How to align sales and marketing teams together Programmatic Onboarding and training Role-playing Content Coaching Analytics What is a sales enablement program?

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Sales Enablement Hiring Buyer Persona Case Study 52

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. In product sales, for example, the new model is shown, music is played, and (short-lived) excitement is generated. Case studies. The basics: What is sales enablement? Objections.

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Sales Meeting Meeting Collateral Ideal Customer Profile 89

Sales and Marketing Management

SEPTEMBER 23, 2020

For example, if your close rate is 30%, you’ll need about three times your target revenue in your pipeline to achieve that goal. Know your best prospects. As an example, small businesses are having to provide IT support to more virtual workers. Use customer testimonials to win over prospects.

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Pipeline Lead Rank Lead Scoring Hiring 177

Sales 2.0

FEBRUARY 1, 2023

Acuity enables B2B sales teams “to improve sales productivity in implementing prospecting and customer growth strategies using flexible process technology and Artificial Intelligence (AI).” Oliver gave the example of Waze in GPS. New traffic pattern data enabled model training to reduce time-to-destination.

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Sales Management Top of Funnel Data Intent Signal 195

Sales 2.0

MARCH 15, 2023

Fewer conversations, more results According to David, it’s going to continue to get harder to speak to prospects but that does not mean sales results will go down. This “raising of the bar” in getting through to prospects will actually present an opportunity to the best salespeople.

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Outsourcing Services Tools Buyer Industry 195

criteria for success

MAY 4, 2022

Marketing can approach problem solving at a strategic level by publishing case studies and success stories. For example: “We worked with a company similar to yours, where their problem was not getting enough ROI on sales training. How to Track Return on Sales Training Investment. Tell Stories. Download Now.

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Buyer Persona Buyer Collateral Case Study 96

Sales Hacker

AUGUST 12, 2021

To ensure the right people are involved in the conversation at the correct times, you need to provide your employees with the right materials, training, and guidance. It’s crucial to train reps to build out the buying team from the start of each deal to ensure that deals are multi-threaded. Did they miss important cues from a prospect?

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Decision Maker Buyer Persona Collateral Case Study 119

Sales Hacker Training

OCTOBER 10, 2022

It’s not the first time you’ll hear this, and it’s not the last: training new sales reps is crucial. But the most vital thing to remember is that training isn’t just for onboarding. Ongoing training and continuous development are crucial to a rep’s and an organization’s success. Training isn’t just for onboarding.

How To 122

How To Face-to-face Sales Enablement Retention 122

Showpad

JANUARY 8, 2021

The onboarding phase that begins when a new employee in their first 30 days should focus on essential aspects of sales — identifying prospective customers’ needs, communicating effectively, understanding and overcoming objections and so on — through the lens of your unique organization. Case studies will be perfect for this purpose.

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Hiring Training Sales Enablement Case Study 52