Partners in Excellence

FEBRUARY 27, 2019

I wrote The Coming Sales Talent Crisis , focusing on the struggles our customers face in their buying journey. Helping our customers requires new sales skills. The traditional solutions and consultative selling skills become table stakes. Yet, too often, we treat our sales hiring very cavalierly.

Sales Talent 73

Sales Talent Hiring Face-to-face Churn 73

The Brooks Group

AUGUST 8, 2019

When asked about the biggest obstacles in their role, the category of “Underperforming Sales Staff” was listed by 29% of respondents, followed closely by “Hiring/Lack of Qualified Sales Talent.”. The findings indicate a need for sales enablement interventions as well as a focus on talent strategy and employee branding.

Research 76

Research Lead Rank Lead Scoring Industry 76

Zoominfo

DECEMBER 14, 2021

When I think about how we ramp salespeople into our business, it’s about giving them the proper tools to be successful, both from a technology perspective and from a value perspective.” Sales is very much a team sport at ZoomInfo. Practice Consultative Selling at Scale Sales, particularly in SaaS, is becoming more consultative.

Hiring 100

Hiring Face-to-face Sports Scale 100

Anthony Cole Training

MARCH 25, 2020

If you are not in the acquisition business, then you must develop your talent in order to increase sales in 2020 and beyond. One of the keys to doing that is to understand how to drive sales improvement.

Sales Talent 30

Sales Talent Hiring Sales Insurance 30

The Pipeline

APRIL 27, 2011

Practice objection-handling or consultative selling skills. EDGE Sales Process. EDGE Selling. Gap Selling. Hiring Sales Talent. Interactive Selling. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management. Sales Meetings.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

OnePageCRM

FEBRUARY 6, 2017

Check their writing ability by running the text through tools like Grammarly , or Hemingway Editor. By encouraging upfront decision making and applying a Next Action to each of your leads and customers, you can ensure you never miss out on an opportunity to sell. It makes for a more consultative sell. Use your network.

Hiring 52

Hiring Lead Rank Lead Scoring Sales Qualified Lead 52