Partners in Excellence

MAY 25, 2022

Too often, our response to a lead is completely inappropriate, as a result, we lose any possibility to generate a conversation, to nurture and develop a lead. It promoted a white paper going much more deeply into the research. I filled out their form, my name, email, title, company… I download the white paper.

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

Zoominfo

AUGUST 5, 2021

Nothing stalls sales conversations like a barrage of questions from a clued-up prospect that your sales reps can’t answer. They can see what is being read and shared and what is driving sales conversions. White papers tend to focus on specific problems and how your product helps solve them, building trust and credibility.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

The Pipeline

AUGUST 10, 2011

In Conversation – How to Shorten the Sales Cycle. Sales Training. White Paper. Dave Kahle – Sales Training. From The Heart Sales Training Blog. August 2008. April 2008. March 2008. February 2008. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s Sales Force Alignment. Sales Leadership.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

Sales Training Connection

SEPTEMBER 23, 2011

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs. The focus was on optimizing the results from the $100 billion that world-wide companies spend every year on performance skill training in areas ranging from performance management to sales techniques.

Training 103

Training Sales Conversion Company 103

Janek Performance Group

MARCH 12, 2024

It guides the conversation flow since everyone can visualize when a person is getting ready to speak or has raised a hand with a question. Pausing at various points throughout the conversation to welcome feedback rather than waiting until the end to facilitate all questions. Ask questions.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

Bernadette McClelland

SEPTEMBER 8, 2014

Write a white paper and send to your clients for discussion or feedback or to prompt a conversation – not just for the sake of writing a white paper. Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

Write a white paper and send to your clients for discussion or feedback or to prompt a conversation – not just for the sake of writing a white paper. Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Allego

JULY 29, 2021

>> For more guidance on how to adapt to change, listen to the complete episode of The Adapter’s Advantage: Sales Training in a Virtual World. . Here are the key selling strategies I took away from our conversation. . Customize Your Sales Training and Development. Balance In-Person and Virtual Selling.

Strategy 152

Strategy Top of Funnel Lead Rank Hiring 152

Sales Training Connection

SEPTEMBER 13, 2012

Recently Booz & Co published an interesting white paper about this alignment issue – The Adaptive Sales Force. For this blog let’s restrict our discussion to the performance skills of sales people and examine what the “adaptation” requirement means for sales training. Create more innovative training designs.

Training 108

Training Hiring Territories Sales 108

Pointclear

JULY 16, 2013

Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. There is a direct relationship between requesting more detailed information and declining form conversions. The more information you request, the fewer leads that will download your content.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Zoominfo

AUGUST 5, 2021

Nothing stalls sales conversations like a barrage of questions from a clued-up prospect that your sales reps can’t answer. They can see what is being read and shared and what is driving sales conversions. White papers tend to focus on specific problems and how your product helps solve them, building trust and credibility.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Pipeliner

MAY 26, 2023

It includes training, coaching, content creation, and technology solutions that are tailored to the needs of the sales team. Sales enablement is a strategic, cross-functional discipline, designed to increase sales results and productivity, by providing integrated content, training, and coaching services. — What is Sales Enablement?

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98

Allego

JANUARY 14, 2021

As sales managers reviewed results at the end of last year, many faced a stark reality: the virtual sales training programs they had cobbled together to get through the pandemic had not produced the desired results. As a result, Charles is now having conversations with sales leaders who want to implement a new approach to sales enablement.

Sales Enablement 90

Sales Enablement Webinar Metrics Strategy Face-to-face 90

Lessonly

JANUARY 19, 2022

Now is the time to make big moves when it comes to your sales enablement training goals. Enablement is often used as an umbrella term to describe all things onboarding, training, coaching, content management, social selling, and more. Content that converts—which white papers, ebooks, and one-pagers lead to the highest quality leads?

Sales Enablement 49

Sales Enablement Training Handbook Comparison 49

Sales Training Connection

NOVEMBER 11, 2011

Optimizing Sales Training Investments. Some time ago we posted an article based on an October 2010 white paper in the McKinsey Quarterly entitled – Getting More from Your Training Programs. At the time we noted there was more to be told about the McKinsey white paper. This blog completes the story.

Training 71

Training Coaching Consumer Sales 71

The Pipeline

JULY 13, 2017

Sure, we got to keep current clients happy, work on sales that are mid-stream, getting training on that new app you’re not going to really use, and of course, completing the football pool. It works backwards from your goal, and uses your individual conversion rates from one stage the sales to the next, to close.

Maximizer 188

Maximizer Prospecting Sales Cycle Resources 188

Allego

APRIL 18, 2024

This enables sales teams to focus their efforts on leads with the highest conversion potential. It is a conversational AI chatbot that can be used for customer service, lead generation, and sales support. The tool can identify patterns and best practices that lead to conversions.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Sales Training Connection

JUNE 27, 2014

Don’t Let Your Next Product Launch Fail - a Sales Momentum white paper – is now also available on Kindle and in iTunes formats. Sales skill development is rarely conducted and reinforced properly so new product training doesn’t “stick”. Technorati Tags: new product launch , new product training , sales training.

Training 91

Training Coaching Industry Marketing 91

John Barrows

MAY 15, 2019

My former company, Basho, developed an app that plugged into Salesforce and gave you insights/triggers on customers and contacts that you could directly input into pre-made, customizable templates and then track the effectiveness of them to give you insights on which triggers and messaging had the highest conversion ratios.

Outsourcing Services 187

Outsourcing Services Ideal Customer Profile Intent Data InsideView 187

Sales and Marketing Management

OCTOBER 16, 2017

It’s a powerful conversion tool at least as old as the Gospels. Getting them trained and on-script takes time. We train our salespeople to be extremely knowledgeable about our customers, as well as our products, and to rely on our tech, development and marketing teams for backup.

Real Estate 243

Real Estate Construction Scale Hiring 243

Sales and Marketing Management

FEBRUARY 26, 2018

Read a white paper they wrote. You never know when a prospect’s elusive time of need will arise and when they’ll be ready for a conversation with you. C-level buyers want to know that you’ve done your research. Read what you can about their company and priorities. Read their annual report. Find a quote in an industry magazine.

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Score More Sales

JUNE 2, 2014

These might include downloading a white paper, clicking to an offer from your blog, or getting research and e-books from your site. Skill is the training piece – how you prospect, message, engage, follow-up, track and help clients buy. Basic selling skills can be taught. Is there one area you can make a bigger impact in?

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

Pipeline

APRIL 1, 2024

Train your reps to understand a lead’s challenge and offer solutions accordingly. This way, your sales team won’t waste time running after cold leads with a low chance of conversion. As it brings prospects already interested in your product, the chances of conversions are much higher than outbound leads.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Pipeliner

JANUARY 28, 2021

For example, when a prospect downloads/reads a white paper on an outcome that only your service (or product) can help them achieve, they should score higher than someone reading an e-book describing your generic product category. Sellers must always walk prospects through these conversations, and the earlier they do it, the better.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

The Brooks Group

FEBRUARY 11, 2020

That why the Sales Research Performance Center (SPRC), powered by The Brooks Group, recently produced “The Ultimate Guide to Hiring Quota-Smashing Sales Reps,” a groundbreaking white paper to address this exact issue. Lost time and energy in hiring, training, and managing. Remember that six-figure tally, noted above?

Hiring 52

Hiring Sales Talent Quota Travel 52

Score More Sales

JUNE 17, 2013

Did you have a good conversation, perhaps did a demo, they responded favorably and then nothing else? It can be an article, blog post or white paper that ties in with the challenge they are facing. training materials. Do you have a prospective customer relationship that went dark on you? customer success stories.

Inside Sales 200

Inside Sales Outsourcing Services Lead Rank Lead Scoring 200

Sales Training Connection

OCTOBER 21, 2011

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs. The focus was on optimizing the results from the $100 billion that world-wide companies spend every year on performance skill training in areas ranging from performance management to sales techniques.

Training 87

Training Exercises Case Study Sales Leadership 87

Highspot

MAY 6, 2021

So, how do you get the attention of a buyer and create conversations with them? You also wouldn’t want to offer a white paper that’s too general to apply to your buyer’s unique challenges. Instead, you need to create an offer that’s tailored to each buyer, their industry, and their business situation.

Prospecting 116

Prospecting How To Buyer Campaigns 116

Allego

DECEMBER 22, 2020

Great sales content drives conversations—and results. This content falls into two types: 1) customer-facing collateral that sellers will share with buyers and 2) training assets, best practices, research, and tools that are for internal use. White Papers / eBooks. Why Sales Content Isn’t Used. Why is that?

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

Corporate Visions

NOVEMBER 5, 2018

A distinct point of view is a deliberate approach to changing your customer conversations in a way that puts you in the position of sharing useful insights. These activities include emails, phone calls, face-to-face conversations, team presentations, and other communications. The white paper is a staple of the B2B sales toolkit.

Demographics 79

Demographics Face-to-face Buying Cycle Motivation 79

SBI Growth

NOVEMBER 20, 2013

It seemed so obvious from our conversation, but I couldn’t quantify it. They ask questions about social media tools and training they can deploy in the new role. This includes demonstration units, simplified pricing, white papers, adequate pre-sales and ongoing market training. Brent was clearly an “A” player.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

The Digital Sales Institute

SEPTEMBER 20, 2023

Essential selling skills to master whether you are starting out on your sales career, maybe you have just completed your onboarding sales training or you are already an experienced salesperson in reaching out to customers. A lot of sales training programs fail to engage salespeople due to outdated methodologies or delivery channels.

Selling Skills 52

Selling Skills Ideal Customer Profile Negotiation Up-Sell 52

Partners in Excellence

MARCH 9, 2023

They know the interactions a customer may have had at the website, they know what pages customers have hit on, what white papers have been downloaded. They have conversational intelligence which talks about their question/listen ratio and all sorts of other things. But does the availability of that data change their behaviors?

Data 68

Data Vendor Pipeline Face-to-face 68

Sales Training Connection

JULY 25, 2014

Download free white paper – Getting Sales Strategy Right in Major Accounts. Download our white paper - Getting Sales Strategy Right in Major Accounts. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Leverage Time.

Coaching 99

Coaching Sales Management Strategy Face-to-face 99

Sales Training Connection

DECEMBER 1, 2014

Over the years we have written a lot about two obvious initiatives that a companies must get right as starters – sales training and front-line sales management coaching. And like in those professions top performers do not rely on the training and coaching from their respective institutions, they take personal responsibility.

Sports 128

Sports Coaching Training Competition 128

Chorus.ai

JULY 9, 2019

They can see what is being read and shared, and what is driving sales conversions. Balancing the various content types (blog posts, white papers, webinars) will allow you to reach the customer and map your buying process in a scalable way. Never Stop Training. Training your sales team is essential to scaling.

Sales Enablement 48

Sales Enablement Top of Funnel Ideal Customer Profile Lead Rank 48

Zoominfo

APRIL 18, 2019

Maybe they’re too busy for a phone conversation or you’re just not targeting the right people. They don’t want to be your first foray into their industry – they’re paying for your expertise, not to be your training ground. Blogs, white papers, webinars – whatever makes sense for the market you’re targeting.

Lead Rank 140

Lead Rank Lead Scoring Top of Funnel Leads 140