Sales Training Connection

FEBRUARY 5, 2014

They are busy understanding the customers business and the challenges they face. Recently we can across an interesting study by Accenture about how to support idea generation through entrepreneurialism. Pull: Implement clear incentive policies that offer appropriate rewards for idea generation, not just successful implementation.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

The Spiff Blog

SEPTEMBER 14, 2023

Improved decision-making The insights that AI can generate will dramatically improve your ability to make smarter, faster, and more informed decisions. It’s no exaggeration to say the rise of artificial intelligence is the defining technological trend of our era.

Commission 84

Commission Account Compensation Face-to-face 84

LeadFuze

JULY 13, 2021

From prospects who cancel all their appointments last minute to secretaries who won’t let us get any time on the phone with the decision-makers. So when your prospect says no to what you’re selling them on the phone or face-to-face, don’t be discouraged! Worrying about how to handle sales rejection?

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. To accomplish these studies I have interviewed hundreds of C-level executives and countless mid-level managers and lower-level personnel.   Losing is always hard.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Janek Performance Group

NOVEMBER 8, 2022

These minor details can help sellers align decision makers to promote a solution and advocate their cause. Here are five common mistakes sellers make and how to avoid them: Inadequate Preparation. You might think inadequate preparation only applies to inexperienced reps. Don’t feel bad. This isn’t a “gotcha” moment. Failing to Focus.

Hiring 62

Hiring Follow-up Course Objections 62

Zoominfo

MAY 13, 2018

According to one study, eight out of ten people say they’re stressed from work ( source ). Start small, and expand your incentive program as you learn and grow. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. ” ( source ). Keep reading! Incentivize.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

SalesHandy

OCTOBER 28, 2022

In fact, several studies have shown emails consistently outperform any other type of lead generation method, especially in terms of effectiveness. When inbound lead generation first made an appearance a lot of marketers were quick to predict the redundancy of outbound lead generation. We don’t require an outbound lead generation strategy.”.

Lead Generation 59

Lead Generation Paid Content Outbound Ideal Customer Profile 59

The Spiff Blog

JUNE 8, 2023

A prospect going cold is one of the most frustrating challenges that a salesperson can face. If you’re tired of sending the same old follow-up emails and getting nothing in return, today’s blog post is for you. What’s wrong with “touching base” with cold prospects? Just wanted to touch base about our previous conversation.”

Prospecting 72

Prospecting Top of Funnel Follow-up Face-to-face 72

Xactly

JULY 11, 2018

From not having time to talk or not needing what you offer, it is a common problem facing many salespeople. What sets a strong sales rep apart from someone with less-experienced reps is how the rep handles objections when they are meeting face-to-face or cold calling. In sales, objections come every day. Take Time to Listen.

How To 48

How To Face-to-face Incentives Incentive 48

The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. This blog post will discuss the most common sales objections and provide actionable tips on how to combat them.

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

Zoominfo

NOVEMBER 3, 2019

According to one study, eight out of ten people say they’re stressed from work ( source ). Start small, and expand your incentive program as you learn and grow. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. Keep reading! If this number doesn’t concern you, it should.

Hiring 100

Hiring Sales Qualified Lead Lead Rank Lead Scoring 100

Janek Performance Group

AUGUST 26, 2022

Get creative with loyalty incentives. In sports, teams must create their identity. This is many disparate personalities coming together as one. Central to this is a strategy for how you will play. Will you be a fast-paced, run-and-gun offensive juggernaut? Or will you establish a hard-nosed, grind-it-out running attack? Seek new ways to help.

Webinar Metrics 62

Webinar Metrics Strategy Outsourcing Services Sports 62

The ROI Guy

JANUARY 3, 2012

I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

The ROI Guy

APRIL 12, 2013

As the studies indicate, business-as-usual is a more comfortable state of mind, because we all tend to outweigh potential downside risks higher than significant and compelling upside rewards - a risk aversion that causes a natural resistance to change. Is there a way to get sales to sell on value and leverage the tools to do so?

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

PandaDoc

SEPTEMBER 19, 2023

Your task as a sales manager is to market it. Your product is of service to the widest range of potential customers. But appealing to large audiences doesn’t help your business to reach sales goals, or generate and convert enough leads. So, how can you operate with lower capacity yet higher efficiency within this context?

Paid Content 52

Paid Content Marketing Outsourcing Services Lead Rank 52

LeadFuze

JANUARY 1, 2022

There are many ways that a sales leader or organization can gain scale, accelerate revenue, drive cost savings and augment their outsource sales team. One viable option is to outsource some of your work to outside professionals who specialize in the field. It turns out that the most important thing is not just pay and commission structure.

Outsourcing Services 52

Outsourcing Services Sales Outsourcing Hiring Lead Rank 52

Nudge.ai

NOVEMBER 14, 2017

If you bring a couple partners in and align the incentives properly, they will help bring your product to market. Throughout the interview, we highlight key insights for: Selling to Fortune 50 Companies. Building Your Partnership Programs. Growing Your Partnership Programs. Interview With Doug Gould.

Demand Generation Agencies 54

Demand Generation Agencies B2B Microsoft Ideal Customer Profile 54

Tony Hughes

MARCH 13, 2018

Step one: study your competitors. It's a pastiche of panache par excellence, a mashup of the highest order. To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Tactics without strategy are a fool's errand.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

LeveragePoint

SEPTEMBER 21, 2018

A strong Value Proposition supports customer conversations that are account-specific with respect to (i) an account’s identity and business, (ii) its problems and objectives and (iii) the decisions it is considering. Account-specific Value Propositions can and should become a Business Case to Buy for decision-makers in the account.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Sales Hacker

APRIL 21, 2022

SaaS companies tend to follow a typical path, and it almost always leads to moving up-market and enterprise sales. In the early days, most SaaS companies sell to other startups for a number of reasons. Startups are more willing to be early adopters of a new product. But as SaaS startups mature, they usually start moving up-market.

Ideal Customer Profile 85

Ideal Customer Profile Marketing Enterprise Enterprise 85

Sales Hacker

DECEMBER 21, 2020

Businesses in all niches were forced to reconsider their models and seek additional profit streams online. While it is a difficult situation for an economy, it is a digital market shift that was not seen before. In the past, many were using digital tools to improve their business and be more efficient. Tips for B2B Lead Generation. Do some planning.

Lead Generation 105

Lead Generation Paid Content Top of Funnel Lead Rank 105

Sales Hacker

DECEMBER 8, 2017

Review Sites Continue to Influence Decision Makers in a Powerful Way. Review Sites Continue to Influence Decision Makers in a Powerful Way. Facing the Reality of A.I. It’s that time of year again. 2017 was a YUGE year in the world of sales, and we’re predicting that 2018 will be even bigger.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96