DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. For sellers, context is everything.

Company 156

Company Prospecting Oracle Transportation 156

Vengreso

JUNE 27, 2022

Business-to-Business or B2B sales is a business transaction between two companies, usually in the form of infrastructure, materials, training, software, or other needs the buyer may have. The buyer’s journey often starts with a Google search looking for compelling content and market research. What is B2B Sales? What is B2B Sales?

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Zoominfo

SEPTEMBER 22, 2022

Simultaneously, the prospect of a slowing economy is affecting marketing budgets, creating the perfect conditions for a wave of tech stack consolidation. “Organizations are facing the decision of which tools to purchase, and how much to spend on those tools.” . What is a Marketing Technology Stack?

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

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? So what’s the secret to building lasting relationships and negotiating the deal? You’ll have to read on.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. From prospecting through account management, it’s being informed of their personnel, their processes, their strengths, and weaknesses. Construction equipment is different from SaaS. And how to get them there.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Mindtickle

OCTOBER 18, 2023

With the enormous advances in AI and automation , every member of your customer-facing teams can focus on using their human creativity and strategic thinking to deliver exceptional customer and buying experiences. Take a look at all the brilliant updates on the horizon and close out the year on a high note with us.

Scale 52

Scale Microsoft Collateral Face-to-face 52

The Digital Sales Institute

NOVEMBER 9, 2021

Sales training topics that actually get results can be challenging to nail down. When planning out sales training, consider what customers are looking for, what they are trying to avoid, and what tips the scale in favor of the winning supplier. Training that gets salespeople to effectively solve the customers challenge at hand.

Training 52

Training Ideal Customer Profile Exercises Scale 52

Smooth Sale

MARCH 20, 2024

From construction yards to FinTech, advancements are required for health and safety, meeting customer expectations, and staying relevant. However, traditional, slower models are facing replacement by faster, more agile systems for rapid development. It can be mind-boggling how quickly tech moves. So, where do you start?

Hiring 106

Hiring Retail Lead Rank System 106

Showpad

MARCH 19, 2020

Companies around the world are forced to face a rapidly changing business landscape. A tire manufacturing company with operations around the world needed to continue training its salesforce, but the coronavirus pandemic eliminated the viability of traditional classroom learning and face-to-face training sessions.

Company 71

Company Strategy Face-to-face SalesForce 71

Janek Performance Group

NOVEMBER 20, 2023

Gratitude, often overlooked in traditional sales training, holds significant potential for enhancing our success. First and foremost, for many of us sales professionals, a day without a hot cup of coffee is like a day without talking to a single prospect. We often find ourselves chasing the next opportunity, deal, and sales milestone.

Face-to-face 77

Face-to-face Chemicals Journal Quota 77

Alice Heiman

MARCH 12, 2020

You face a choice. If you haven’t already, prepare your team to have constructive conversations with customers (especially those who express fear, worry, or indecision). Train your salespeople to address the topic and any related fears directly. Call Customers Now to Discuss Coronavirus Concerns. We are here to help.

Customer 150

Customer How To Objections Cancellation 150

Highspot

OCTOBER 21, 2022

But there’s also a troubling trend on the rise: Salespeople often lack the tools, training, resources, and ongoing coaching they need to meet buyer demands in the field. Revenue-facing teams can resolve cognitive dissonances by building and implementing a sales enablement plan. So, what’s contributing to these numbers?

Sales Enablement 75

Sales Enablement Top of Funnel Scale Face-to-face 75

Vengreso

JULY 5, 2023

Transition from Traditional to Modern Selling Methods Gone are the days of face-to-face sales and cold calling. As the world of sales continues to evolve, Digital Sales Referrals have emerged as a powerful tool for driving business growth. Subscribe to Modern Selling on the app of your choice! It’s a whole new ballgame.

Referrals 89

Referrals Maximizer Ideal Customer Profile Social Media 89

Apptivo

AUGUST 24, 2022

There are many sales philosophies that teach us that building relationships with prospects plays a major role in the success of the sales process. It is true that with the right amount of sales training and sales tools, the sales reps can manage any customer interaction in an outstanding way. Steps to adopt challenger sales model.

Lead Rank 98

Lead Rank Ideal Customer Profile Sales Methodology Face-to-face 98

Hubspot Sales

SEPTEMBER 8, 2020

You work hard during training, and after 30 days, you understand quite a bit about your industry. It’s every salesperson's nightmare — you start a new job, and right off the bat, you're excited to close some business! You love your new company and buy into its mission. You've read all your company and product literature. Believe in yourself.

Face-to-face 124

Face-to-face Remedy Call-back Construction 124

Hubspot Sales

OCTOBER 19, 2020

For example, if a sales coach is developing a training plan for a rep they are working with, their ability to collaborate with the rep’s manager to understand the rep’s current level of performance can make all the difference in creating a relevant training plan. Collaborative. Supportive and Encouraging.

Sales Coaching 130

Sales Coaching Coaching Construction How To 130

Highspot

OCTOBER 11, 2023

Recruitment and Training Building a competent, successful sales team is crucial. Managers are involved in recruiting, sales coaching and training, and onboarding new sales representatives. It’s not just about hitting targets; it’s about maintaining steady growth and long-term profitability.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

SalesLoft

AUGUST 22, 2022

Too often what could be a powerful, individualized conversation ends up being generic training or a discussion about how many calls were made. Our team spent hundreds of hours with top sales managers watching them coach in real-time to fully understand the challenges they face. – Zengar Folkman. – Zengar Folkman.

Sales Coaching 97

Sales Coaching Coaching Scale Churn 97

Sales and Marketing Management

APRIL 16, 2018

Author: Jen Wagstaff More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Starting with encouraging, constructive discourse will have a positive impact on your whole conversation. Start positive – identify their strengths. Find out what motivates them.

Motivation 198

Motivation Journal Face-to-face Construction 198

Hubspot Sales

AUGUST 25, 2020

Extensively research your prospect. Preparation is key to successfully directing a meeting with a prospect. The main way to get there is by conducting extensive research on your prospect. The main way to get there is by conducting extensive research on your prospect. But sales techniques aren't always so niche.

Face-to-face 108

Face-to-face Sales Methodology Remedy Objections 108

LeadFuze

JULY 19, 2023

How to improve sales skills is a critical question that resonates with many professionals across various industries. From startups and marketers to recruiters and small business owners, the ability to sell effectively can significantly impact your professional life. How can a beginner improve sales? What are the 5 qualities of a good salesman?

How To 52

How To Construction Sales Cycle Social Selling 52

LeadFuze

JULY 14, 2023

We’ll explore their roles and responsibilities, discuss the challenges they face, and highlight essential skills needed for effective sales management such as communication and time management. How to be a good sales manager is an inquiry that many professionals in the field often ponder.

SalesManager 52

SalesManager Sales Management Strategy How To 52

Vengreso

JULY 12, 2023

You may also be wondering how to best navigate social networks with your sales prospecting goals in mind. You may also be wondering how to best navigate social networks with your sales prospecting goals in mind. Additionally, it is highly recommended to keep track of your prospect on Twitter.

Social Media 52

Social Media Media Social Selling Face-to-face 52

Allego

MARCH 28, 2024

Continue reading to learn how Ashe’s GEAR methodology enhances sales training and leadership by providing a definitive path for SDRs to thrive in any future sales environment. For David Ashe , director of sales development at Allego, it’s about ensuring your SDRs retain their human approach. Look at my profile. I’m a human.’”

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

Zoominfo

JUNE 9, 2022

There was a list of objections that you would get and responses to those objections, and a little bit of a training manual too. When his biggest lead at that time showed interest, he couldn’t pass up the opportunity to sell. But there was one problem. He didn’t want the client thinking that he was both the CEO and the frontline sales rep.

Construction 130

Construction Up-Sell Exact Objections 130

Allego

JANUARY 8, 2021

In episode 17, sales management authority Frank Cespedes explores how the pandemic has impacted sales training, what sales managers need to know about the new selling environment, and the biggest trends in sales learning. B2B sales—and sales training—have been upended by the pandemic. And that’s a big deal. From This Episode.

Lead Rank 77

Lead Rank Comparison Top of Funnel Funnel 77

Janek Performance Group

APRIL 23, 2024

In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness. There’s a problem, however. But it’s true.

Social Media 62

Social Media Media ACT Follow-up 62

Sales Hacker

JUNE 7, 2021

Customer business challenges/opportunities: Issues that customers face or opportunities to improve the way they do things that can motivate prospects to engage. This isn’t simply about describing the different target segments, it’s about sharing those snippets of intel that help salespeople focus on the right prospects early on.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Alice Heiman

MARCH 16, 2021

By now your sales team has likely adjusted their virtual sales set-up to be a little more constructive, but there are several ways for them to make their workspace a productive and engaging sales hub so they can close deals while working remotely. . March 11th, 2021 marked the one-year anniversary of COVID-19 shutdowns.

Cancellation 147

Cancellation Video Guidelines Face-to-face 147

Hubspot Sales

NOVEMBER 26, 2021

Certain schools of B2B sales advise against offering prospects discounts — as it can train both customers and salespeople to devalue their products or services. Outlets that sell consumer goods stand to gain a lot from employing thoughtfully constructed discounting strategies. Discount Pricing Strategy.

Discount 124

Discount Examples Strategy Loyalty 124

Hubspot Sales

MAY 5, 2020

Top-tier firms around the world are quickly adopting sales enablement best practices to ensure that performance standards are not only maintained but improve beyond when training was limited to the classroom. Let’s explore some crucial components you can keep in mind when constructing your own sales enablement strategy.

Inside Sales 104

Inside Sales Sales Enablement Face-to-face Call-back 104

Janek Performance Group

OCTOBER 25, 2022

When sales slow, the first inclination is to lean into the problem, contact more prospects, set more appointments, and increase the effort. If things do not turn around soon, it may be time to admit defeat and lower projections. As sales leaders, sometimes it feels like we are swimming against the current. Our best efforts get us nowhere.

Construction 62

Construction Enterprise Enterprise Sales Qualified Lead 62

Janek Performance Group

JANUARY 17, 2023

Early in my sales training career, I worked with an electronic distributor. They faced direct competition from three large public suppliers with more distribution centers and more extensive inventories at each location. I replied that his company is a smaller supplier in the market. What I learned surprised me.

Hiring 62

Hiring Construction Exercises Face-to-face 62

Sales Hacker

DECEMBER 12, 2018

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. Sales enablement is not – or more accurately, is not only – about training and onboarding. What sales enablement isn’t.

Sales Enablement 76

Sales Enablement Training Hiring Remedy 76

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. “You’re in real estate — you’ll know,” my friend said with an inquisitive look on his face. “What company is moving into that big office building under construction along the freeway?” Client List.

Motivation 155

Motivation Real Estate Hiring Construction 155

Janek Performance Group

SEPTEMBER 1, 2021

For many organizations, sales training and coaching are as linked as peanut butter and jelly. The two follow each other seamlessly: reps attend periodic training, and managers reinforce that training over a longer timeframe. This is great when your organization has a training scheduled. Of course, this makes sense.

Coaching 62

Coaching Sales Coaching Buyer Persona Call-back 62

SalesLoft

JANUARY 8, 2019

Guest post by John Barrows , CEO @ JBarrows Sales Training. The unintended consequence is that they hurt their sales team’s prospecting efforts. Finally, research the top three challenges and priorities these people face, in the current year. Research the current top three challenges and priorities these people face.

Marketing 52

Marketing Face-to-face Scale Case Study 52