The Pipeline

DECEMBER 16, 2011

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday. JF Corporation.

Pipeline 230

Pipeline Training Twitter Hiring 230

Showpad

JANUARY 8, 2021

The onboarding phase that begins when a new employee in their first 30 days should focus on essential aspects of sales — identifying prospective customers’ needs, communicating effectively, understanding and overcoming objections and so on — through the lens of your unique organization. Case studies will be perfect for this purpose.

Hiring 52

Hiring Training Sales Enablement Case Study 52

Janek Performance Group

MARCH 12, 2024

Many companies tend to underestimate the importance of guidance, training, and support for their new hires, and that tends to be detrimental. Ask questions like, “How would you handle a customer’s price objections?” Simulations add some much-needed objectivity to the interview process. Will they be good at the job, or not?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

BrainShark

AUGUST 24, 2022

With training and coaching to support the development of critical sales skills, organizations can equip their sellers to close more and bigger deals, all while ensuring time with buyers is well-spent. Objection Handling. Territory Management. An effective sales readiness strategy is essential to their success. Communication.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

SBI Growth

MARCH 3, 2013

Reps need to know who in their territory wants to hear about the new widget. Buyer Personas answer the following key questions: What are the buyer’s objectives? Often a new widget comes out and reps are trained solely on the bells and whistles of the new product. Demo Decks. A simple solution is a standard demo deck.

Ideal Customer Profile 306

Ideal Customer Profile Buyer Persona Segment Education 306

Allego

SEPTEMBER 17, 2020

For everyone used to sitting down with a prospect, it’s new territory. Being successful these days depends on harnessing all this technology in a way that enhances the process of nurturing prospects, sharing information, conducting demos, and hosting meetings. Your experience is now delivered by technology. Facing 8 New Challenges.

Collateral 147

Collateral How To Video Face-to-face 147

Lessonly

MARCH 16, 2020

How does sales training software simplify your long-term training efforts? However, if we start with the end in mind and then work backwards, we can objectively understand where we need to be and when. The companies with the best sales training programs understand this concept. They set their own sales training agenda.

Software 26

Software Software Training Territories 26

The Pipeline

SEPTEMBER 19, 2011

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Companies have shown selectivity with other training or development programs. Given that, why train them?

ROI 243

ROI Pipeline Training Twitter 243

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. Marketing Plan Template: The Essential Components An effective marketing plan outlines a business’s strategies and tactics to achieve its marketing objectives.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

This plan serves as a roadmap, outlining clear objectives, targeted customer segments, and actionable tactics to drive sales and promote brand awareness. Marketing Plan Template: The Essential Components An effective marketing plan outlines a business’s strategies and tactics to achieve its marketing objectives.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

The Pipeline

FEBRUARY 8, 2012

So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Understand how you can help them achieve those objectives. Objection Handling. Sales Training. Territory Alignment. The Right Way to Use Demos in Technology Sales.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

BrainShark

MAY 31, 2023

Compared to what Sales Enablement Pro calls “activity-based metrics” that look at the number of calls made, demo sessions booked, or emails sent, time to competency is instead a skill-based metric which may be less quantifiable upfront but more valuable in the long run.

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

Hubspot Sales

APRIL 27, 2023

These leaders are responsible for setting sales objectives and motivating their teams to hit those goals. SMs hire and train sales employees, execute sales strategies, and report their progress to the VP of sales or CEO. They should also know how to manage time, solve problems rationally, and analyze data to achieve sales objectives.

Hiring 105

Hiring Salary How To Ideal Customer Profile 105

Understanding the Sales Force

JANUARY 28, 2014

Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. At Objective Management Group (OMG), we have a model that we share with all of our Certified Partners (the companies that provide our award-winning sales force evaluations and sales candidate assessments to you).

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Mindtickle

JULY 31, 2023

In the highly competitive financial services industry, effective sales training is a game-changer. To achieve success in this field, a well-trained salesforce that can communicate the value and benefits of the products they represent is essential.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. Objection Handling. Sales Training. Territory Alignment.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales Process 139

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 139

The Pipeline

OCTOBER 10, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Interview , Objection Handling , Planning , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution. Objection Handling. Sales Training. Territory Alignment. The Pipeline Renbor Sales Solutions Inc.s Start With the End!

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

DECEMBER 7, 2011

Objection Handling. Sales Training. Territory Alignment. The Right Way to Use Demos in Technology Sales. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

Objection Handling. Sales Training. Territory Alignment. The Right Way to Use Demos in Technology Sales. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

NOVEMBER 16, 2011

Objection Handling. Sales Training. Territory Alignment. The Right Way to Use Demos in Technology Sales. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 26, 2011

Objection Handling. Sales Training. Territory Alignment. The Right Way to Use Demos in Technology Sales. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

FEBRUARY 24, 2012

Leverage your personal experience and the collective experience of your company to understand what the most likely objectives of your prospect are, to develop a strategy and execution plan. Objection Handling. Sales Training. Territory Alignment. The Right Way to Use Demos in Technology Sales. Book Review.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

DECEMBER 12, 2011

Why not, because everyone realised value, and since value is subjective, it is not tied to a specific number, but to other elements, usually the buyers’ objectives and the challenges they perceive in attaining them. If their objectives were easily attained, they would get to it and do it. Objection Handling. Sales Training.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

MARCH 7, 2012

Objection Handling. Sales Training. Territory Alignment. The Right Way to Use Demos in Technology Sales. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

APRIL 27, 2011

An empirical, objective, numbers-based look at current performance and what’s left to achieve. Practice objection-handling or consultative selling skills. Training and learning is an everyday thing for the best salespeople in the world. Objection Handling. Sales Training. Territory Alignment. Book Review.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Mindtickle

JANUARY 29, 2021

It’s been reported by the Sales Management Association that the average sales new hire spends 10 weeks in training, only becoming productive after 11.2 Objection handling: Compile the most common objections that reps at your company face and provide strategies for overcoming them. Vertical- or territory-specific knowledge.

Hiring 93

Hiring Revenue Face-to-face Quota 93

The Pipeline

JANUARY 23, 2012

Most in sales are comfortable with planning on an annual level, territory level and account level. Making sure that they are aligned around the specifics you need to get done this week, in order to deliver against you broader objectives. Objection Handling. Sales Training. Territory Alignment. Book Review.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

The Pipeline

FEBRUARY 21, 2012

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. Sales Skills , Sales Technique , Sales Training , Win , Workshop. Objection Handling. Sales Training. Territory Alignment. The Pipeline Renbor Sales Solutions Inc.s

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

The Pipeline

FEBRUARY 15, 2012

Objection Handling. Sales Training. Territory Alignment. The Right Way to Use Demos in Technology Sales. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

NOVEMBER 23, 2011

Objection Handling. Sales Training. Territory Alignment. The Right Way to Use Demos in Technology Sales. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

JANUARY 17, 2012

Objection Handling. Sales Training. Territory Alignment. The Right Way to Use Demos in Technology Sales. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

JANUARY 27, 2012

Stored in Attitude , Budget , Communication , EDGE Sales Process , Gap Selling , Interactive Selling , Listening , Negotiations , Objection Handling , Price , Questions , Sales Strategy , Sell Better , qualifying. Objection Handling. Sales Training. Territory Alignment. The Pipeline Renbor Sales Solutions Inc.s

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

The Pipeline

APRIL 27, 2011

As with many things in sales, it is not always about what you do, but why you do things, what your objective should be and how to properly execute to create the right balance and get a good number of calls back. Objection Handling. Sales Training. Territory Alignment. The Right Way to Use Demos in Technology Sales.

Pipeline 223

Pipeline Cold Calling Compensation Hiring 223

The Pipeline

FEBRUARY 20, 2012

This why, the next step is the objective of any interaction with a buyer. With the objective set, the question then becomes how do you reach it successfully. By not making it your main objective for each meeting, leaving it as just one of the things you want out of the meeting, you risk achieving the objective.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

The Pipeline

MARCH 6, 2012

Objection Handling. Sales Training. Territory Alignment. The Right Way to Use Demos in Technology Sales. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy. Customer Care. Demand Generation.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212