Your Sales Management Guru

SEPTEMBER 2, 2014

I have often stated that I don’t see enough role playing during sales training meetings, role playing must be a cornerstone during your monthly training programs. One of the best ways to teach: skill building, strategy development and presentation skills is the use of a Case Study.

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Sales Leadership Case Study Study Exercises 91

Emissary

AUGUST 29, 2022

Pro Tip: One program manager shared that he has has cut people off before and he’ll do it again! Have your sales managers join live interactions, or review their seller’s recordings, as a way to see their sellers in action and provide coaching. – Regional Sales Manager, data management platform . .

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SBI Growth

DECEMBER 24, 2012

Below are six of the worst decisions we’ve seen senior sales leaders make. As a bonus, you can click here to receive an exercise developed especially for an SBI client. Content” means blogs, whitepapers, webinars, slide shares, tweets, reviews, eBooks, podcasts, case studies, etc. When they do, do they “bump into” you?

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Hiring Lead Rank Collateral Demand Generation 326

Showpad

DECEMBER 11, 2020

However, that inherent talent isn’t the norm since most skilled sales agents started as novices and honed their talents over time. Meanwhile, the content that marketers create — videos, email campaigns, social posts, blogs, brochures, case studies, graphics, whitepapers and so on — engage buyers so that a sale is possible.

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Highspot

JANUARY 9, 2024

Ethical Sales Practices Training Integrity and ethical behavior are essential for all sales reps. Sales Manager Training Management training is for those steering the sales ship, focusing on leadership, process development, and team management.

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Mindtickle

JULY 31, 2023

Some of the top challenges financial services enablement teams face include: No insight into field activities Traditional sales managers find it difficult to gain visibility into the daily activities of their account managers and sales representatives in the field.

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Mindtickle

JANUARY 18, 2022

A sales readiness checklist helps you and your reps understand whether they have all the information, skills, and competencies they need to have conversations with potential customers. Share this 10-step checklist with your reps, or send it to your sales managers to use in their 1:1 meetings with each rep.

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Top of Funnel Call-back Scale Exercises 52

BrainShark

SEPTEMBER 10, 2023

These approaches are enhanced with sales training technology to provide on-demand access to engaging microlearning content, such as video-based presentations and interactive quizzes. Below, we’ll take a closer look at 10 sales training ideas and activities to revamp your strategy for 2024 – and ensure your reps stay prepared.

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Highspot

DECEMBER 19, 2023

Case Studies Case studies demonstrate real-world applications and successes, providing sales teams with concrete examples to illustrate value to potential clients. Distribution: Agree on the distribution method to ensure it reaches all relevant sales team members in an accessible format.

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Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Mindtickle

APRIL 7, 2016

These pillars support the articulation of the Value Proposition and stand on a firm foundation of case studies and success stories. Sales managers can then deal with skill gaps or non-standard objections during the Coaching stage of onboarding. Finally, Bring To Life What To Sell Through Case Studies and Customer Stories.

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Buyer Persona Case Study Study Exercises 52

Mindtickle

APRIL 7, 2016

These pillars support the articulation of the Value Proposition and stand on a firm foundation of case studies and success stories. Sales managers can then deal with skill gaps or non-standard objections during the Coaching stage of onboarding. Finally, Bring To Life What To Sell Through Case Studies and Customer Stories.

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Buyer Persona Case Study Study Exercises 52

Zendesk Sell

JANUARY 31, 2019

To align marketing and support departments with sales, sales managers can construct an ongoing, interdepartmental job-shadowing program. Put marketing and support staff in a sales-shadowing rotation once a month to sync knowledge and skills. Present the plan to your sales team. Get your salespeople on board.

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Top of Funnel Marketing Exercises Lead Rank 68

Allego

SEPTEMBER 27, 2018

Role-playing, when done well, is one of the best methods to train, coach, and improve sales reps’ skills during sales onboarding. Case Study/Scenario Role Play. For this exercise, your rep could practice their sales presentation or product demo.

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Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Review your sales calls.

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Film Hubspot Sales Cycle Lead Rank 137

Mindtickle

APRIL 1, 2016

Competitors change strategy, industry dynamics change, you introduce new product features or you have published new referenceable case studies. It’s not only important to help your newbies maintain their level of knowledge by reinforcing their training, but also to sustain their overall sales readiness so they can continue to level-up.

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Hiring Training Exercises Case Study 52

Mindtickle

MARCH 31, 2016

Competitors change strategy, industry dynamics change, you introduce new product features or you have published new referenceable case studies. It’s not only important to help your newbies maintain their level of knowledge by reinforcing their training, but also to sustain their overall sales readiness so they can continue to level-up.

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Hiring Training Exercises Case Study 52

Allego

OCTOBER 11, 2022

For our new sales representatives, our sales enablement team assigned video exercises to help our sellers learn and practice their responses to buyer questions. This helped them manage new workflows as they adjusted to fully remote work initially. Conversation intelligence (CI) was also a key tool we used.

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Sales Hacker

MAY 6, 2021

Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them.

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Mindtickle

APRIL 17, 2016

On top of that each sales manager has developed their own way to train and keep their staff up to speed with the changes. But there’s no standard way to determine whether the sales reps have absorbed all of this information, identify what knowledge gaps they have, and if in fact they’re actually really sales ready.

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Mindtickle

APRIL 17, 2016

On top of that each sales manager has developed their own way to train and keep their staff up to speed with the changes. But there’s no standard way to determine whether the sales reps have absorbed all of this information, identify what knowledge gaps they have, and if in fact they’re actually really sales ready.

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Sales Enablement Collateral Exercises Coaching 52

Sales Hacker

APRIL 10, 2023

Related: Sales Managers: The Reason Reps Don’t Follow Your Sales Process is You So you own your sales process: How do you fix these issues? A single play should detail: what needs to be done why the play is important to advance the sales and buying process any sales assets that are required to execute the play (e.g.,

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Sales Hacker

MAY 20, 2021

Really dive into those favorite sales processes. And a testimonial or case study that you can translate abroad. No one knows your bread and butter like you. See what worked. Since these are customers, ask them for candid feedback. Map it out to new markets. Then map out your main competition, and where they are selling.

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Lead Rank Marketing Qualified Lead Outsourcing Services Sales Qualified Lead 90

BrainShark

MAY 23, 2022

Sales enablement is “a strategic, cross-functional discipline designed to increase sales results and productivity by providing integrated content, training and coaching services for salespeople and front-line sales managers along the entire customer’s buying journey, powered by technology.” Sales Coaching.

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Mindtickle

MARCH 13, 2020

Sales readiness means empowering your customer-facing teams to be on message and on task every time they interact with a prospect. A sales readiness strategy may include a wide range of activities, including training, coaching, eLearning and role playing, but sales readiness is more than specific exercises.

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Sales Training Connection

MARCH 25, 2015

Everyone needs to bring the mind-set that the sales training is being conducted so the company can achieve its strategic goals. It’s not just a sales training exercise. To achieve that goal the leadership message needs to be clear and compelling and must be repeated and reinforced by all front-line sales managers.

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Sales Training Connection

OCTOBER 21, 2011

Everyone needs to bring the mind-set that the sales training is being conducted so the company can achieve its strategic goals. It’s not just a training exercise. To achieve that goal the leadership message needs to be clear and compelling and must be repeated and reinforced by all front-line sales managers.

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Training Exercises Case Study Sales Leadership 87

Mindtickle

MARCH 13, 2020

Sales readiness means empowering your customer-facing teams to be on message and on task every time they interact with a prospect. A sales readiness strategy may include a wide range of activities, including training, coaching, eLearning and role playing, but sales readiness is more than specific exercises.

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Hiring Top of Funnel Webinar Metrics Coaching 52

Mindtickle

JUNE 21, 2023

Marketers and sales teams focus on providing detailed product information, addressing specific objections, and offering tailored solutions. Tactics employed include personalized demos, free trials, case studies, pricing discussions, and contract negotiations.

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Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

BrainShark

JULY 20, 2022

As a result, it’s up to sales managers to manually analyze each submission and give relevant feedback to each rep. In contrast, Brainshark’s robust AI-powered analysis instantly provides important insights into each rep’s sales pitch and communication skills. Channel sales enablement that helps increase mindshare. #4.

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Distribution Sales Enablement Coaching Video 62

Vengreso

DECEMBER 21, 2023

The training emphasizes relationship-building, guiding sales professionals to engage authentically, address customer needs, and drive conversions through tailored solutions. Their training emphasizes building strong client relationships, understanding buyer needs, and effective communication strategies to drive successful sales outcomes.

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The Brooks Group

DECEMBER 17, 2012

If you're like a lot of sales managers, there's a chance that -- at some point in your sales management career -- you have stared at a room full of reps who stared back at you with boredom, disinterest, or resistance. That might be happening because. They have too much energy to stay in one place.

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Crunchbase

MAY 20, 2022

Your sales enablement strategy stands alone outside of your broad sales management strategy. It is the underlying aspect of your sales approach. Without sales enablement technology, the rest of your sales approach will fall short. Time management. Continuing stakeholder commitment. Brainshark.

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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 Enablement. First, there’s a small matter of defining what Sales Enablement even.

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Your Sales Management Guru

OCTOBER 13, 2015

CEOs have strengthened their balance sheets with better asset management, reduced their inventory and cost levels with just-in-time methodologies, and increased direct mail and advertising effectiveness through thorough testing and reporting methods. But one area where additional improvements still can be made is the sales organization.

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Revenue Hiring System Case Study 40

Chorus.ai

AUGUST 13, 2019

Before you shut yourself in a room and whiteboard out a new sales process, read this. We’re sharing exercises and templates to help you build your sales process from scratch. Use this blog to refine your existing sales process with data-backed best practices. Already have one? Invest in account planning.

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Partners in Excellence

APRIL 27, 2015

It was a great exercise for he and a few of his top executives. Or that by writing this case study, it will contribute to 0.0000035% increase in market share. Likewise it’s knowing what doesn’t–so we can stop it (which probably contributes to an expense management goal). Should Sales People Be On Quota?

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Strategy Case Study Exercises Report 48

Chorus.ai

OCTOBER 27, 2020

When it comes to drawing boundaries and enforcing discipline where required, sales managers should make those lines very clear. Establish your sales team’s code of ethics carefully, starting with these easily avoidable mistakes. Risks Plaguing Your Deals? Download the Deal Risk Ebook.

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