Chili Piper

APRIL 13, 2020

Being able to convert leads into meetings is a critical part of the lead generation process. It is the most comprehensive free resource to learn exactly how to convert leads into meetings. By reading this article, you are equipping yourself with tried, true, and practical methods of converting leads to meetings. Let’s hit it.

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Sales Qualified Lead Meeting Lead Rank Lead Scoring 107

Hubspot Sales

AUGUST 6, 2019

Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). When you're creating a new-hire training plan, remember a few things : Keep your training plan personalized, because no two reps are the same. Pre-week training. Product Training.

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Hiring Training Hubspot Inbound 119

Anthony Iannarino

MAY 5, 2020

The senior sales leader said, “When I have the right team, I will train them.” He believed investing in this particular team wasn’t worth investing in, and that he was better waiting until he could assemble something like the cast of characters in an Avengers movie to train, coach, and develop them. His salesforce is poorly led.

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Training Face-to-face B2B Coaching 108

MTD Sales Training

NOVEMBER 20, 2017

Know The Prospective Buyer. While every person is different, you will find that most prospective customers fit into certain categories. Different Prospective Buyer Types. This is the prospect that interrupts you, is often rude or disrespectful, tries to antagonise you and seems to be someone who eats sales people for lunch.

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Buyer Prospecting Education Guarantee 120

LeadFuze

APRIL 19, 2021

When to Have Sales Meetings. According to Grant Cardone , the priority of every sales meeting is money. Thus, it’s important to have effective sales meeting ideas to ensure that your sales team is focused and motivated. Now, when should you hold your sales meetings? You can even hold standup meetings.

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Meeting Sales Meeting Hiring Objections 52

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?

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Training Revenue Lead Rank Retention 52

criteria for success

JULY 26, 2022

Do your salespeople send clear, actionable follow-ups after meetings? How well do your salespeople introduce themselves and your company to prospective clients and partners? Can your salespeople effectively talk to prospects and answer questions about your offering? Choosing the Right Sales Training Partner. Download Now.

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Lead Rank Lead Scoring Scale Construction 98

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. The trick is knowing what training program and techniques to use. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training?

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Training Lead Rank Hiring Course 92

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy. In fact, most of the time, it’s downright uncomfortable. Positivity.

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Coaching Construction Pivotal Positioning 257

Sales 2.0

MAY 1, 2023

It’s not all about scale Some of the biggest opportunities for using AI may not be the obvious ones being talked about now, like having ChatGPT write 100 prospecting emails in 3 minutes. It’ll probably first apply to the top of funnel, helping us generate opportunities and get meetings and, and do all of that stuff.

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Scale Top of Funnel Territories Sales 221

Sales and Marketing Management

JUNE 29, 2020

Digital onboarding – The COVID-19 crisis is causing the traditional “drink-from-the-firehose” style of in-person onboarding to give way to more individualized and personalized programs that provide new reps with incremental and ongoing training and coaching, in a largely digital format. How COVID-19 could reshape sales. Are you digital-ready?

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Construction Policies Travel Coaching 156

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. Early stage prospects often gravitate toward videos and short, educational demonstrations. Closing the deal.

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Real Estate Construction Scale Hiring 243

Smooth Sale

DECEMBER 12, 2023

The architectural landscape is constantly evolving, influenced by emerging design trends, innovative materials, and advancements in construction technology. It’s about knowing the language of construction, speaking fluently in the dialects of design software, and understanding the science behind materials and their interactions.

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Construction Lead Rank Engineering Hiring 78

Autoklose

FEBRUARY 26, 2024

For things to run like a well-oiled machine, your SDRs have to feed your account managers with a steady flow of high-quality meetings and demos. This, naturally, requires them to have all the necessary information about every particular sales situation and prospect. It’s even more difficult for them to handle sales objections.

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Hiring Top of Funnel Scale Campaigns 98

Sales Hacker

JUNE 20, 2018

Summary: For effective sales meetings, just make it relevant and productive again. The weekly sales meeting — you know the one. The substance of the old-school sales meeting, in essence, belongs in a weekly email. Effective Sales Meetings Are 5 Steps Aways. But it doesn’t have to be — it can be inviting and constructive.

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Sales Meeting Meeting Banking Construction 52

Zoominfo

JUNE 10, 2021

At ZoomInfo, SDRs are mainly responsible for pipeline building and prospecting, both inbound and outbound. AEs, on the other hand, focus on the first prospect meeting and then work the sales cycle until the first transaction takes place. We wanted them to self-source their own opportunities, prospect, and get good-fit meetings.

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Outbound Inbound Hiring Lead Rank 130

Smooth Sale

APRIL 8, 2024

Whether you are a seasoned exhibitor or a first-time attendee, constructive preparation can maximize your experience and achieve your objectives. Take advantage of networking options like social events, lounges, or industry meet-ups. Ask inquiring questions of those you meet, such as, what attracted you to today’s event?’

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Trade Show Maximizer Direct Mail Networking 88

Highspot

OCTOBER 11, 2023

Sales Planning They develop sales plans, strategies, and tactics to meet or exceed sales goals. 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. This can boost morale and motivation.

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Sales Management Strategy Lead Rank Lead Scoring 59

Smooth Sale

MARCH 20, 2024

From construction yards to FinTech, advancements are required for health and safety, meeting customer expectations, and staying relevant. The Internet of Things (IoT) Smart devices and the connected nature of the world and business mean you must embrace these technologies to meet customer expectations. Be Inspired and Inspiring!

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Hiring Retail Lead Rank System 102

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. Able to Give Positive and Constructive Feedback.

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Sales Coaching Coaching Construction How To 129

Zoominfo

JUNE 10, 2021

At ZoomInfo, SDRs are mainly responsible for pipeline building and prospecting , both inbound and outbound. AEs, on the other hand, focus on the first prospect meeting and then work the sales cycle until the first transaction takes place. We wanted them to self-source their own opportunities, prospect, and get good-fit meetings.

Hiring 100

Hiring Inbound Lead Rank Outbound 100

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

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.

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Social Media Ideal Customer Profile Decision Maker Referrals 71

Janek Performance Group

OCTOBER 4, 2021

Also, companies that train managers on pipeline management had nine percent growth. This helps keep reps engaged with the pipeline review and prepare for the meeting, which also ensures they are regularly reviewing the status of deals and the activities pursued. As with much of sales, pipeline reviews should be routine.

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Pipeline How To Forecasting Construction 118

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? Positive Body Language: During face-to-face meetings or video calls, maintain positive body language.

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Negotiation Closing Case Study Buyer Persona 52

Alice Heiman

APRIL 22, 2020

When people do a good job, recognize them quickly and publicly in your group Zoom meetings. 3: Share constructive insights with your team and customers. Doom and gloom are all around us right now, which means it’s important for salespeople to share constructive insights. Remember, your clients and prospects are depending on you.

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How To Construction Customer Service Coaching 166

SBI Growth

JULY 3, 2013

World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. Stand up and battle constructively with an eye toward solving problems. The lowest hanging fruit today is Social Prospecting Tools. In today’s buying process, prospects are highly influenced by peer referrals.

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Guidelines Referrals Construction Survey 300

Mindtickle

OCTOBER 18, 2023

Save time and reduce friction when trying to find training, content, and calls in Mindtickle with smart search results using Copilot, eliminating the need for an exact keyword match. Ensure teams are successful in every prospect or customer interaction by getting them timely answers to their questions using Copilot’s generative AI.

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Scale Microsoft Collateral Face-to-face 52

Janek Performance Group

APRIL 23, 2024

If, for example, your prospects are casual in their attire and interpersonal communication, going with a three-piece suit or pantsuit might come across as intimidating or too stuffy. Tone and delivery are very much in the realm of your control and they matter when talking to prospects. That is what we are trained to do.

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Social Media Media ACT Follow-up 62

Alice Heiman

MARCH 16, 2021

And having business development calls or sales team meetings from the kitchen table while family members are whirling around isn’t an ideal work environment. Encourage them to carve out their workspace wherever it works best — and working in the same location every day will help train our brains to enter “work mode” as well.

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Cancellation Video Guidelines Face-to-face 147

Anthony Cole Training

JULY 19, 2019

This includes both positive and constructive feedback. ACTION PLAN - It is essential that YOU as a sales leader take time to sit down with your salesperson and establish an action plan – what are the specific prospecting and networking activities that they must do in order to reach their goals? 5 Keys to Coaching - Insight.

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Sales Coaching Coaching Ideal Customer Profile Construction 132

MTD Sales Training

DECEMBER 7, 2017

Whether it’s a cold call on a prospect or a follow-up email after a client visit, have the clarity to know exactly what you are trying to achieve. 9) Prospect at the right level within the business. 10) Discover the prospect’s buying cycles. When you have contact with a prospect, do something that makes them grateful you called.

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Buying Cycle Cold Calling Call-back Follow-up 169

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.

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Coaching Sales Coaching Buyer Persona Call-back 62

Emissary

MARCH 2, 2023

The average buy cycle is now more than seven months long and involves five to eight (or more) decision makers, most of whom spend only 17% of their time meeting with potential suppliers. To succeed in the current marketplace, sellers have to use every tool at their disposal to understand their prospects and what drives them.

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Decision Maker Ideal Customer Profile Top of Funnel Networking 98

The Spiff Blog

SEPTEMBER 7, 2023

Henry Ford once said, “The only thing worse than training your employees and having them leave is not training them and having them stay.” Consistency: It promotes consistency in sales techniques across the team, which contributes to a unified brand message and prospect experience.

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Incentives Incentive Scale Compensation 83

Julie Hanson

MARCH 4, 2021

So instead of vague instructions like, “You’re meeting with a distrusting customer,” get specific! For example: “A prospect shows great interest in [insert product/service] , but they have continuously shown distrust of the entire sales team. What is your relationship to the prospect? Who is present on the virtual call?

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Video Construction Exercises Objections 77

Partners in Excellence

OCTOBER 14, 2020

” It’s really the fault of those selling training and LinkedIn automation tools that seek not to create value in relationships, but only to deluge people with mindless messages. It’s unbelievable, I get one of the standard, “Here’s what we do/sell, I’d like to arrange a meeting to see how we can help you.”

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LinkedIn Cost per Acquisition Construction Follow-up 70