Highspot

JANUARY 19, 2022

Let’s look at three of the most common buckets for sales training courses and discuss who they’re right for. Sales Management Training Programs. Training your sales managers and leadership is very different from training junior- and senior-level sales reps.

Training 92

Training Lead Rank Hiring Course 92

Highspot

JANUARY 9, 2024

B2B salespeople must know how to navigate complex negotiations and adjust their approach to meet each decision-maker’s objectives. B2C sales training will focus on emotional appeal and techniques that drive immediate sales. This includes market understanding, solution selling, and long-term relationship building.

B2B 52

B2B Training Top of Funnel B2C 52

Highspot

JANUARY 29, 2024

With any sales strategy , you need to confidently speak to the product you’re selling, the value it adds, and how to position it to decision-makers to engage them in a way that resonates. Conduct debrief sessions after role-playing exercises to discuss strengths and areas for improvement.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

HeavyHitter Sales

AUGUST 12, 2012

.   Somehow, “successful” sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again). There is little interaction, practical exercises, or meaningful conversation about the difficult “real-world” obstacles that need to be overcome.

Training 122

Training Decision Maker Lead Rank Segment 122

Pipeliner

JUNE 17, 2018

In my experience, there are often times when sales managers hire the wrong salespeople. From a sales manager’s standpoint, we should step back and look what at what made it a wrong hire. One should come from Human Resources, and the sales manager should create the other. Have key decision makers weigh in.

Hiring 66

Hiring Decision Maker Exercises Vendor 66

Gong.io

SEPTEMBER 12, 2022

The sales cycle refers to the steps a team goes through to close a deal, while the sales process refers to how salespeople carry out those steps. To avoid confusion, think of the sales cycle as the noun and the sales process as the verb. . Why is a sales cycle important? Calculate your average sales cycle length.

Sales Cycle 118

Sales Cycle Ideal Customer Profile Lead Rank Marketing Qualified Lead 118

Mindtickle

JANUARY 18, 2022

A sales readiness checklist helps you and your reps understand whether they have all the information, skills, and competencies they need to have conversations with potential customers. Share this 10-step checklist with your reps, or send it to your sales managers to use in their 1:1 meetings with each rep.

Top of Funnel 52

Top of Funnel Call-back Scale Exercises 52

Troops

NOVEMBER 6, 2018

We interviewed Tim Sanders , CEO of Deeper Media and author of several sales and business books, including Dealstorming: The Secret Weapon That Will Solve Your Toughest Sales Challenges to ask him more about closing big, complex deals. Big sales are just problem-solving exercises,” Tim told us.

Lead Rank 106

Lead Rank Lead Scoring Sales Qualified Lead Decision Maker 106

CommercialTribe

JULY 28, 2020

In this series, we’re sharing a complete sales coaching guide to help your teams sell through the pandemic and beyond, focusing on WHO sales managers focus coaching effort against, WHERE in the sales process they focus attention, and HOW they coach new behaviors that drive customer receptivity. Already caught up?

Sales Coaching 52

Sales Coaching Coaching Top of Funnel Hiring 52

Pipeliner

JULY 4, 2018

Another example is filling out management mandated reports which can be completed by an assistant. One valuable exercise is for each seller to keep a log of activities over the course of 2 weeks. I’ve seen this exercise give back up to 5 extra hours per week per person…time devoted to doing what sellers do best…generate new dollars.

Outsourcing Services 61

Outsourcing Services Sales Outsourcing Exercises Decision Maker 61

Allego

JUNE 28, 2022

Today’s sales managers face tremendous pressure to achieve ambitious targets. Now more than ever, you need to up your game to increase sales performance. But choosing which sales metrics to measure can be tough. Sales managers can help with this by creating an environment in which people are open to receiving feedback.

Ideal Customer Profile 62

Ideal Customer Profile How To Top of Funnel Lead Rank 62

criteria for success

DECEMBER 1, 2021

Consider what products and services they buy, their budgets, and your points of contact – both decision-makers and influencers. How will marketing support sales with LinkedIn targeting ? It’s not enough to conduct a one-time exercise to identify your ideal targets. Here’s a simple example…. Update Your Targets.

Buyer Persona 98

Buyer Persona Ideal Customer Profile Buyer Trade Show 98

BrainShark

SEPTEMBER 10, 2023

These approaches are enhanced with sales training technology to provide on-demand access to engaging microlearning content, such as video-based presentations and interactive quizzes. Below, we’ll take a closer look at 10 sales training ideas and activities to revamp your strategy for 2024 – and ensure your reps stay prepared.

Training 62

Training Hiring Objections Coaching 62

Braveheart Sales

MARCH 24, 2022

If we take the prior list of Selling Value Attributes and categorize them into whether they are a Sales Skillset or a Sales Mindset, we get an even split of attributes: What this exercise demonstrates is that just telling salespeople how to sell value doesn’t necessarily mean that they will effectively be able to do it.

Closing 52

Closing ROI Decision Maker Exercises 52

InsideSales.com

JUNE 22, 2020

RELATED: 14 SKILLS SALES DEVELOPMENT REPRESENTATIVE HAVE MASTERED. In this article: What is a Sales Development Representative? A Day in the Life of a Sales Development Representative. 6:30 am – Exercise. 11:30 am – Daily Sales Meeting. 6:15 am – Wake Up. 7:15 am – Breakfast.

Ideal Customer Profile 58

Ideal Customer Profile Social Media Sales Qualified Lead Exercises 58

Hubspot Sales

OCTOBER 9, 2019

Your team can practice roleplay on your own once a month, or you can find a sales training course that implements roleplay in the material. There are several roleplay exercises your team could try. For sales reps, it's important to be a confident communicator, so you can empathize and sell to your prospects.

Film 138

Film Hubspot Sales Cycle Lead Rank 138

Bigtincan

NOVEMBER 18, 2021

Instead, your sales platform should allow you to easily create short, one to ten-minute pieces of training content using different forms like videos, text, quizzes or exercises. Most training is set up to have reps passively consume content in a sequential order and complete certain exercises (i.e.

Software 59

Software Software Retention Call-back 59

Alice Heiman

JULY 4, 2018

When they didn’t hit their numbers, their sales manager yelled at them. When they hit their numbers, their sales manager yelled at them some more, telling them that they could do even better. Are you exercising daily? . Set an example for your sales team to build their brands as well. .

Hiring 92

Hiring Ideal Customer Profile Sales Leadership Positioning 92

Highspot

OCTOBER 24, 2023

Executing sales training as part of a cohesive sales enablement strategy empowers reps and new hires to identify areas for improvement, offers easy-to-access content, provides personalized learning paths, includes hands-on exercises, and ties your training to revenue outcomes.

Training 52

Training Hiring Coaching Course 52

Braveheart Sales

JANUARY 14, 2021

Management notices that revenues are not growing, and gets frustrated that there isn’t enough prospecting going on. Our “top” producers haven’t been exercising their prospecting muscle in a while. How will the decision-makers be impacted? Well, guess what?

Hiring 52

Hiring Discount Decision Maker Lead Rank 52

LevelEleven

JULY 25, 2019

Practicing this sales role-play example will help your reps ask questions that dive deeper and hone their objection, discovery, value messaging, and even negotiating skills. Running into a gatekeeper is a fairly common sales prospecting scenario, especially when trying to get ahold of C-level decision-makers.

Gatekeeper 54

Gatekeeper Negotiation Decision Maker Call-back 54

Xactly

APRIL 11, 2018

Revenue growth, gross margins, and sales costs as a percent of customer retention should be looked at in relation to the sales plan’s effectiveness. Point people and decision-makers need to be set in stone before a plan is even implemented. For compensation, this might mean more than a sales VP.

Compensation 54

Compensation Webinar Metrics Decision Maker Motivation 54

Hubspot Sales

SEPTEMBER 12, 2018

Certain prospects may even skip stages in your pipeline -- for example, if a buyer proactively introduces you to the budget authority before you’ve asked, you’d move the deal straight from “initial connect” to “meeting with decision maker.”. Sales Pipeline vs. Sales Forecast. Sales Pipeline Metrics.

Pipeline 145

Pipeline Top of Funnel Forecasting Sales Forecasts 145

Highspot

DECEMBER 19, 2023

Product/Service Information Your sales development team needs to know what they are selling. Include detailed information on products/services, ensuring they have a thorough understanding to communicate benefits to decision-makers. This may be in a shared drive or a robust sales playbook software like Highspot.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Braveheart Sales

JANUARY 22, 2021

It is just like exercise or dieting, or really any behavior that results in a benefit. Determine the ROI of preventing a disaster, or inferior product failures, or even the emotional toll on the decision-maker(s) if they get blamed for the failure. It must become a solid habit to consistently produce success.

Revenue 52

Revenue Cold Calling Proposal Discount 52

The Brooks Group

MAY 17, 2016

We’ve already dug into One-to-One Sales Meetings and Sales Team Meetings , so check them out in case you missed them. Today we’re discussing Joint Sales Calls —an opportunity for a sales manager to observe a rep during a live selling scenario. Is it a decision maker? Create a Plan Before the Call.

Sales Coaching 49

Sales Coaching Coaching Decision Maker Exercises 49

Zendesk Sell

JANUARY 15, 2019

Here are four specific principles for the consultative sales process, designed to help you act as a trusted adviser and problem solver for your potential customers. Consider this to be the research stage or a get-to-know-you exercise. Who is the lead decision maker? Know the potential customer. What problems do they have?

Webinar Metrics 86

Webinar Metrics Education ACT Consultative Selling 86

Pipeliner

FEBRUARY 6, 2019

Reflection questions encourage the customer to think more deeply about the topic and fully consider the sales professional’s viewpoint. The sales professional learns more about what matters to the customer. Effective sales professionals lay the groundwork for this process in the early stages of selling.

Face-to-face 58

Face-to-face Lead Rank Decision Maker Exercises 58

Hubspot Sales

JANUARY 17, 2018

Fortunately, there’s a simpler way to learn new sales techniques without having to set aside extra time in your day -- through podcasts. The next time you’re walking the dog, commuting, exercising, cleaning, or doing any other task that doesn’t require mental energy, pop in your earbuds, press “Play,” and learn from sales leaders and experts.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Hubspot Sales

OCTOBER 23, 2017

Whether you want to ask better questions, prospect more effectively, lead your sales team, or become an all-around better salesperson, there's a pick here for you. The Best Sales Books for Salespeople and Sales Managers. The Challenger Sale. The Sales Acceleration Formula. Secrets of Closing the Sale.

Lead Rank 112

Lead Rank Lead Scoring Referrals Influencer 112

Mindtickle

APRIL 7, 2016

While the Mindtickle platform may be evaluated and administrated by sales enablement and training professionals, the ultimate approval and decision makers end up sales leaders in fast-growing companies. Sales managers can then deal with skill gaps or non-standard objections during the Coaching stage of onboarding.

Buyer Persona 52

Buyer Persona Case Study Study Exercises 52

Mindtickle

APRIL 7, 2016

While the Mindtickle platform may be evaluated and administrated by sales enablement and training professionals, the ultimate approval and decision makers end up sales leaders in fast-growing companies. Sales managers can then deal with skill gaps or non-standard objections during the Coaching stage of onboarding.

Buyer Persona 52

Buyer Persona Case Study Study Exercises 52

Gong.io

OCTOBER 29, 2019

If you want content that motivates decision makers to buy, it must be anchored in a visual they can’t “unsee.”. But your sales content isn’t your only critical visual component. Your sales team —pearly whites and all—is also pivotal. Be clear about your expectations. You want your reps to prepare and practice.

Top of Funnel 81

Top of Funnel Hiring Coaching Lead Rank 81

Sales Hacker Training

MAY 27, 2019

Most sales teams depend on 5 key activities to succeed: Intelligence : Sales intelligence refers to technologies, applications, and practices for the collection, integration, analysis, and presentation of information to help salespeople find, monitor and understand data that provides insights into prospects’ and existing clients’ daily business.

Top of Funnel 143

Top of Funnel Scale Lead Rank Sales Qualified Lead 143

Keith Rosen

DECEMBER 14, 2013

We simulate different scenarios (individual interviews, group interviews, simulation exercises, writing exercises, shadowing or joint field rides with other current employees or salespeople, etc.) so they feel confident and prepared for every question, exercise, challenge and request that’s thrown at them.

Hiring 128

Hiring How To Positioning Ideal Customer Profile 128

Zendesk Sell

APRIL 4, 2019

Who is the main decision-maker at this company? Or maybe your point of contact was not the decision-maker. Based on the deal creation date, the sales-funnel analysis report shows how many deals, out of total incoming ones, actually closed — a deal progression overview. What specific need does it fill?

Top of Funnel 60

Top of Funnel Funnel CRM Lead Rank 60

Cience

DECEMBER 16, 2019

And though it’s always great to learn something new, attempts to understand a rare idiom or complex wordplay require additional effort — something you can’t expect from a busy decision-maker. Try a mental exercise: imagine that the prospect is your friend and you want them to become your client. Use informal words (e.g.

Cold Calling 55

Cold Calling Lead Generation Lead Rank Sales Qualified Lead 55