Understanding the Sales Force

MAY 5, 2014

10 Sales Coaching Examples. Top 3 Reasons Why Salespeople Fail at Consultative Selling? Top 5 Success Factors for a Sales Training Initiative. Top 10 Reasons Consultative Sellers Outsell Everyone Else. 13 Most Important Tools for Coaching Salespeople. Top 10 Tips for Hiring Salespeople for Your Sales Force.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Janek Performance Group

DECEMBER 17, 2021

The Right Tools For the Job. If you want to catch fish, you need some basic tools like bait, hooks, line, and a fishing pole. Selling works best when using the right tools for the job. Today, we have a variety of tools to help target the right prospects. It’s not the ideal place to practice.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Decision Maker 118

Hubspot Sales

OCTOBER 29, 2017

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry.

Channels 112

Channels Video Training Hiring 112

Highspot

DECEMBER 5, 2023

For dyed-in-the-wool, traditional sales reps, consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and, for all intents and purposes, turns it on its head. What Is Consultative Selling?

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

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. Incentives, training, engagement, and process strategies are proven to work based on the motivation and urgency they drive upon sellers.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Hubspot Sales

NOVEMBER 14, 2023

Corresponding Content: How AI Saves Time in Sales & Where to Use Extra Hours [New Data] The Power of AI in Sales & 5 Ways You Can Use It How to Train (and Onboard) Your Sales Team With AI 2. 50% say free trials are the most effective freemium option, followed by free consultations (46%), free tools (39%), and free templates (33%).

Hubspot 95

Hubspot Lead Rank Data Social Media 95

SBI

MARCH 1, 2021

Many are in complex industries like manufacturing, machinery, chemicals, and healthcare where reps are accustomed to in-person meetings where they can engage in the dialog necessary for effective consultative selling. StorySlab is the tool for that kind of rep and that kind of sale. That has all been upended now.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

BrainShark

JUNE 28, 2023

Why sales coaching matters — a few key points Knowledge retention Sales coaching activities add an interactive element to learning and are an excellent way to ensure knowledge retention and evaluate whether reps can “play back” what they learned in their training. Some examples include: What was the best sales advice you have ever received?

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Highspot

SEPTEMBER 6, 2023

Value selling, also known as value-based selling or value-added selling, focuses on unique benefits, not just features. 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.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Mindtickle

SEPTEMBER 13, 2023

The most successful sales organizations are adopting a consultative selling approach to meet buyers’ lofting expectations – and start closing more deals, faster. In this post, we’ll explore what consultative selling is, how it differs from traditional selling, and how it can set your organization apart from the competition.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

Janek Performance Group

JULY 19, 2023

Provide training and support: Marketing departments should provide salespeople with training and support on how to use and share content effectively. This can include training on how to use the platform and tips on how to customize and personalize content for different audiences.

Quota 62

Quota Ideal Customer Profile Marketing Collateral 62

Highspot

SEPTEMBER 28, 2023

The Sandler Sales Training Method, or Sandler Selling System, offers a consultative way to build strong customer connections and demonstrate tangible value. Developed by David Sandler in 1967, this sales model has withstood the test of time and continues to be a go-to training program for many sales reps and organizations.

Sales Methodology 52

Sales Methodology Lead Rank Sales Qualified Lead Top of Funnel 52

Nutshell

AUGUST 15, 2018

Consultative selling is often regarded as one of the most effective sales strategies. A 2015 study of more than 350,000 salespeople from over 200 countries showed that the average consultative seller skill set was exhibited by only 48% of salespeople —a mere one percentage point higher than it was four years prior.

Customer 48

Customer Consultative Selling Hiring Face-to-face 48

Highspot

NOVEMBER 1, 2022

For dyed-in-the-wool, traditional sales reps , consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and turns it on its head. WHAT IS CONSULTATIVE SELLING ? First things first.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Janek Performance Group

SEPTEMBER 12, 2022

Janek Performance Group is an award-winning global leader in sales training and coaching. For example, new markets and technology provide opportunity. Over the years, Janek has developed an extensive, award-winning catalog of training and coaching programs. We know what makes top-performing organizations leaders in their space.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

Gong.io

JULY 11, 2022

Attending sales training and coaching sessions. Upselling and cross-selling to existing customers. As such, inside sales reps need to be highly organized, and they typically use a variety of scheduling tools to break their day up into work “sessions.” This involves aspects such as: Onboarding, training, and implementation.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

The Brooks Group

FEBRUARY 26, 2020

Change, for the win: Consultative Selling Habits. Top-performing consultative sales professionals, too, tend to spend time counting their hoard, and at times struggle to find the motivation to expand their consultative selling horizons to add new clients, and to conquer larger frontiers.

Hiring 52

Hiring Account Ideal Customer Profile How To 52

Highspot

SEPTEMBER 28, 2023

What is the Challenger Selling Methodology? It relies on sales training to empower sales reps to teach, tailor, and take control of conversations. This integration requires targeted sales enablement training to arm them with the six essential Challenger strategies.

Sales Methodology 52

Sales Methodology Lead Rank Education Coaching 52

Hubspot Sales

JANUARY 9, 2024

Norton, who helped AOL drive 30% YoY growth, got their start in sales selling office equipment for Pitney Bowes. Jim’s next job was “banging on doors, selling 60-second radio ads.” Norton attributes his “rock-solid foundation of training and experience” in sales to his early years in D2D. And use them again.

Face-to-face 101

Face-to-face Up-Sell Research Sales 101

Sales Hacker

JUNE 11, 2019

There’s SPIN Selling, The Challenger Sale, SNAP Selling, Conceptual Selling, Consultative Selling… The list goes on. Conceptual Selling. Consultative Selling. Customer-Centric Selling. Inbound Selling. NEAT Selling. SNAP Selling. Solution Selling.

Sales Methodology 77

Sales Methodology Inbound Lead Rank Consultative Selling 77

Highspot

JUNE 22, 2021

There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling. Sell the Problem, Not the Solution. Let’s apply this technique to the marketing automation example from earlier.

Negotiation 82

Negotiation Buyer Objections Face-to-face 82

The Brooks Group

OCTOBER 11, 2017

Unfortunately, many salespeople sell on price—and that’s because they’ve never been trained in the skills necessary to build value and negotiate effectively. Here are several examples of how you can protect your margin while giving your salespeople some degree of pricing authority: . Incentivize on Margins.

Discount 56

Discount Margin Negotiation Face-to-face 56

Nutshell

JANUARY 14, 2020

Essential Software Tools for SaaS Sales. SaaS sales is the process of selling software that customers access through an online portal or website and use to solve a business problem. Educational selling is very important for my team,” says Kyle Ferretti , the US Sales Manager at SEMRush. What’s the Length of a SaaS Sales Cycle?

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Mindtickle

OCTOBER 15, 2017

Don’t worry, consultative selling still has its place. While it may seem like prescriptive selling is moving away from the consultative approach to selling, and towards a more rigid sales process, it actually brings together the best of both approaches. The end result is a consistent sales approach.

B2B 59

B2B Decision Maker Exercises Up-Sell 59

Hubspot Sales

MARCH 18, 2019

Key accounts require consultative selling techniques -- and it will be hard to teach your salespeople to adopt completely new processes for just a few clients. Does your product have upsell and cross-sell potential? Here's a list of examples: Product fit. SBI recommends choosing three to five selection criteria.

Hiring 123

Hiring Account Analytics Sales Qualified Lead 123

The Brooks Group

MAY 16, 2018

What many technical sales reps lack is the consultative selling skills needed to identify what a buyer wants and needs, and translate product features into benefits that align with those wants and needs. They’ll understand their “default” communication style—and how they can adapt it to be more effective in a selling situation.

How To 40

How To Engineering Case Study Face-to-face 40

The Brooks Group

JUNE 12, 2017

If a vacation is out of your budget, consider offering smaller prizes—extra vacation days or tickets to an exciting Labor Day event in your area, for example. Your reps simply can’t sell to clients that aren’t in the office. Invest in Training. NOTE: Our sales training tools are designed to make your life easier.

Motivation 53

Motivation Compensation Consultative Selling Negotiation 53

Mindtickle

OCTOBER 15, 2017

Don’t worry, consultative selling still has its place. While it may seem like prescriptive selling is moving away from the consultative approach to selling, and towards a more rigid sales process, it actually brings together the best of both approaches. The end result is a consistent sales approach.

B2B 52

B2B Decision Maker Exercises Up-Sell 52

The Sales Hunter

AUGUST 2, 2012

For example, if you talk too fast — and it’s difficult for people to follow what you are saying — you can learn to slow down. In the world of sales, your voice is a vital tool! The coach can give you specific exercises to train your voice in a way that minimizes or eliminates the negative attributes in your voice.

Face-to-face 168

Face-to-face Exercises Coaching Positioning 168

InsideSales.com

OCTOBER 24, 2019

His job covers best practices, development of sales teams, training modules, and any kind of sales force enablement tools. Crosley experienced being on both sides of sales enablement, which allowed him to understand the sales process and selling strategies better. How to Start Selling Value.

Solutions Selling 58

Solutions Selling Up-Sell Conversion Strategy 58

Delicious Sales

MAY 2, 2012

Training (4995). Tools (2872). Selling Skills (528). MORE >> Tools. An example might be an analysis or testing process. MORE >> 46 Tweets SALES TRAINING CONNECTION | MONDAY, AUGUST 12, 2013 Sales coaching – it’s a game of beat the clock Sales coaching and the time challenge. Topics Major Topics.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Brooks Group

SEPTEMBER 6, 2017

That starts with using a buyer-focused, consultative selling process to determine exactly what the client needs to be successful. Have them clarify who makes a quality referral (CFOs at technology companies larger than 1,000 employees, for example). NOTE: Our sales training tools are designed to make your life easier.

Referrals 40

Referrals Buyer Persona Face-to-face Territories 40

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. Length: How will you fit training into your and/or your sales team’s schedule? Length: 1.5-2

Training 145

Training Vendor Top of Funnel Workbooks 145

Klozers

APRIL 22, 2019

For example you may have one prospect profile for each vertical market you deal with. For example do they like and need lots of information before making a decision or do they respond better to bullet points? If you don’t do this it’s like turning up at the Olympics and expecting to compete with the other trained athletes.

Ideal Customer Profile 22

Ideal Customer Profile Prospecting Face-to-face Networking 22

Mindtickle

NOVEMBER 2, 2023

But solution sales training shouldn’t stop at onboarding. Ongoing sales training, coaching, and learning opportunities help ensure reps are always well-versed in what they’re selling. In fact, ICPs should be a key component of your solution sales training program. When is solution selling used?

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Sales Evangelist

APRIL 26, 2024

With over two decades of experience in sales training and enablement, Dayna shares valuable insights and unpacks how to steer your sales team toward success. Meet Our Guest: Dayna Williams Dayna brings 20 years of experience as a white-label consultant for top provider firms in the sales training and enablement sector.

Scale 40

Scale Hubspot Intent LinkedIn 40

Mindtickle

MARCH 1, 2024

This includes: What the company’s key opportunities and challenges are What solutions they’ve used in the past Who will be involved in the decision-making process What their timeline is for solving their key challenges Some of this information can be uncovered by doing online research and leveraging prospecting tools.

Enterprise 52

Enterprise Enterprise Software Software 52