Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. The trick is knowing what training program and techniques to use. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training?

Training 92

Training Lead Rank Hiring Course 92

Highspot

JANUARY 9, 2024

This makes B2B sales training more important than ever. A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. What Is B2B Sales Training? Each stage requires specific selling skills to satisfy prospect needs.

B2B 52

B2B Training Top of Funnel B2C 52

Hubspot Sales

JULY 13, 2020

Sales Training & Preparation Checklist. ?? What is the current training process for your reps? Here are some tips for coaching and training salespeople.). ?? How often do you polish your reps on their skills? Are there recurring workshops to strengthen your reps’ selling skills?

Hiring 98

Hiring Decision Maker Collateral Demographics 98

Anthony Cole Training

NOVEMBER 20, 2012

I first heard this when I attended a workshop I attended years ago in Cleveland, Ohio. The decision-maker won't meet with you. These weaknesses can neutralize entire skill sets, from Hunting skills to Consultative Selling skills to Qualifying skills to Closing Skills.

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

No More Cold Calling

JUNE 23, 2019

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. But referral selling is easier said than done. Referral selling is a skill, and the only way to build skills is to practice.

Referrals 297

Referrals Scale How To Lead Rank 297

No More Cold Calling

JUNE 23, 2019

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. But referral selling is easier said than done. Referral selling is a skill, and the only way to build skills is to practice.

Referrals 228

Referrals Scale How To Lead Rank 228

Miller Heiman Group

JULY 11, 2018

To quash the competition, Xerox developed Professional Selling Skills (PSS), a formal sales methodology the company used to train its own sales reps that was later sold to other organizations (and eventually acquired by Miller Heiman Group). What’s perspective? It requires sellers to think and behave in a new way.

Sales Methodology 53

Sales Methodology Decision Maker Groups Face-to-face 53