The Digital Sales Institute

FEBRUARY 21, 2019

Sales training programs worth taking is a constant topic in the world of sales. The truth is that whether delivered in class, in house or online sales training programs have helped thousands of salespeople to improve their selling skills. This is the key to long lasting sales success. under 30 or over 30?

Training 56

Training Lead Rank Social Selling Top of Funnel 56

Gong.io

AUGUST 22, 2018

“I’m running out of sales training ideas ,” the director of sales told me, a bit embarrassed. “My My job is to upskill the sales team ,” he said. But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. With each sales training topic we cover here….

Training 92

Training Cold Calling Webinar Metrics Objections 92

The ROI Guy

APRIL 12, 2013

You’ve 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 68

Sales Tools Tools Incentives Incentive 68

Smooth Sale

JULY 25, 2023

In a McKinsey report about the future of AI in the workplace, one of their top recommendations to sales professionals is to get their team trained on generative AI basics immediately. Their research indicated that companies investing in AI have already seen a 10 to 20 percent sales ROI increase. Use sales automation tools.

Study 78

Study Scale How To Hiring 78

Pipeliner

JULY 2, 2022

Today’s sales scenario is, to say the least, baffling. We have more books on sales than ever, along with unheard-of numbers of sales seminars and an amazing amount of sales training. Yet sales closing rates remain stagnant—80 percent of salespeople fail, and salespeople only last 18 months on a given job.

Hiring 97

Hiring Lead Rank CRM Education 97

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. So how do you get the much needed sales tool adoption to occur in 20012.

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

SugarCRM

JULY 24, 2020

But did you know you can use Sugar to train rising sales employees, too? Recently, we spoke with the Chair of Industrial Sales Engineering (ISE) at the Ruhr-University Bochum (RUB) about this lesser-known use for our customer experience (CX) platform. Designing a New Approach for Sales and Marketing Training.

Training 26

Training SugarCRM Engineering CRM 26

Mereo

FEBRUARY 22, 2023

As a sales leader, it is your responsibility to provide the follow-through. DO NOT TRAIN YOUR SALES FORCE — ACTIVATE THEM The ideal flow of the SKO program focuses not only on the fundamentals of knowledge-transfer and uplifting competency but also includes an intentional means of putting those fundamentals into practice.

Exercises 41

Exercises Education Intent Lead Rank 41

Sales Hacker

OCTOBER 27, 2021

Begin by conducting an audit of your current sales tools to get a holistic view of the capabilities you have in-house. Most organizations use multiple tools but the core tech stack typically includes an LMS, CMS, coaching tool, reinforcement tool, and call coaching. Train your team. Buyers will win, too.

Scale 102

Scale Remedy Sales Qualified Lead Coaching 102

Allego

JANUARY 18, 2024

Sales enablement managers are involved in new hire onboarding , sales training , sales content management , and implementing cutting-edge tools and software. My goal with this list is to provide sales enablement managers with a comprehensive guide to harnessing the power of GPTs. It’s a lot.

Sales Enablement 71

Sales Enablement Hiring Customer Webinar Metrics 71

SBI

JUNE 16, 2020

More importantly, they educate at a level that is ideal for the sellers’ learning style. Just a few years ago, some analysts predicted that most sales people would be replaced by AI. These platforms can also empower training and coaching by surfacing coachable moments for both reps and managers and offer on-demand trainings.

Scale 120

Scale Education Sales Enablement Inbound 120

Score More Sales

AUGUST 26, 2014

We need to spend more time creating content that helps to educate them and give them insight into their world. Most of us just create educational content for first time visitors. Many of our clients don’t take advantage of these tools yet though. Finally, start measuring this information (see tools above).

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

Carew International

MARCH 11, 2021

In Carew’s Dimensions of Professional Selling ® sales training program, we address four customer buyer types as a means to better understand our customers and more closely align our style of engagement with their preferences and expectations. Understanding how our customers learn, however, may be a missing piece in our sales tool kits.

Customer 98

Customer Buyer Education Training 98

BrainShark

AUGUST 31, 2023

Sales enablement (also called revenue or business enablement ) is important because it prepares your entire go-to-market organization to aid and conduct a more effective sales process and achieve better results. Enablement tools and strategies equip teams with the training, coaching and content they need to be successful.

Sales Enablement 62

Sales Enablement Examples Coaching Channels 62

Mindtickle

JULY 24, 2016

Not many people can define what “engaging content” really means when it comes to training. What’s more, many learning professionals are facing significant cost and time pressure to engage new hires, keep employees up to date on compliance, and provide continuing education to further develop the workforce skills.

Resources 52

Resources Training Scale How To 52

Mindtickle

JULY 24, 2016

Not many people can define what “engaging content” really means when it comes to training. What’s more, many learning professionals are facing significant cost and time pressure to engage new hires, keep employees up to date on compliance, and provide continuing education to further develop the workforce skills.

Resources 52

Resources Training Scale How To 52

SBI

APRIL 8, 2020

With Enablement still being a field that is shaping itself, we have to take charge in educating our organization on the responsibilities we should have, where limits and boundaries are, and how our responsibilities align with other business teams. Irina Soriano Head of Enablement, Seismic.

Face-to-face 120

Face-to-face Hiring Vendor Sales Enablement 120

Hubspot Sales

NOVEMBER 14, 2023

Corresponding Content: How AI Saves Time in Sales & Where to Use Extra Hours [New Data] The Power of AI in Sales & 5 Ways You Can Use It How to Train (and Onboard) Your Sales Team With AI 2. Sales professionals need to become influencers — kind of. The future is self-service, and salespeople must adapt.

Hubspot 91

Hubspot Lead Rank Data Social Media 91

John Barrows

MAY 15, 2019

I still believe it would rival some of the best sales tools out there today if it was still available. I used to focus the majority of my training on a very specific e-mail approach called the “Why You Why You Now ” e-mail approach developed by MJ Hoffman. It was basically Salesloft + InsideView + Nova.ai

Outsourcing Services 187

Outsourcing Services Ideal Customer Profile Intent Data InsideView 187

Allego

OCTOBER 7, 2020

That translates into a lot of change, which leads to the need for a steady cadence of communication, education, and training for go-to-market teams. Many of us have heard of the dreaded “death by slides” and this is one of the reasons that we opt to use interactive content whenever possible to educate our new hires.

Top of Funnel 98

Top of Funnel Sales Enablement Hiring ACT 98

SBI

MARCH 25, 2020

In fact, microlearning – the use of video modules meant to educate sellers “just-in-time” vs. “just-in-case” – is actually proven to be more effective than traditional, in-person, classroom-style training. Put your marketing budget to work. In Closing.

Face-to-face 101

Face-to-face Scale Sales Enablement Video 101

Janek Performance Group

JANUARY 9, 2024

I believe salespeople are irreplaceable when it comes to B-to-B complex sales. But an alternative question sales leaders must consider is, “Do salespeople need to be trained in AI?” This transformation is at the core of leveraging AI effectively in sales roles. It’s a present reality.

Ideal Customer Profile 62

Ideal Customer Profile Outbound CRM Data 62

SBI

JUNE 21, 2018

Instead of doing this manually, Demo Automation uses technology to automate the process by querying the prospect with brief discovery questions, then automatically customizing the product education experience to the customer’s unique interests. Be educational and persuasive in order to get the prospect to act.

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

Mereo

AUGUST 20, 2020

Take time to review your sales processes through this framework and improve any weaknesses: Are they strategic? How are we training our people about the buyer? Sales Enablement Element 2: Sales Skills and Techniques . Sales training is often mistaken as a synonym for sales enablement.

Sales Enablement 67

Sales Enablement Ideal Customer Profile Negotiation Proposal 67

Score More Sales

JUNE 2, 2014

All of these items help educate buyers at the stage that they are in – about issues they may be dealing with, and about the possible solutions – including yours. Skill is the training piece – how you prospect, message, engage, follow-up, track and help clients buy. Basic selling skills can be taught. Will you do it?

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

Sales Hacker

DECEMBER 30, 2020

That’s why we went ahead and pulled out the five most important sales statistics and listed them here. 25% of sales reps believe they have not received enough sales training. Use These Sales Tools to Hit Your Goals. 75% of sales reps say they have taken on new responsibilities at work.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Apptivo

AUGUST 24, 2022

The model states that a sales process has to be focused on teaching, tailoring and taking complete control of the entire sales experience. It is true that with the right amount of sales training and sales tools, the sales reps can manage any customer interaction in an outstanding way.

Lead Rank 98

Lead Rank Ideal Customer Profile Sales Methodology Face-to-face 98

Hubspot Sales

JUNE 15, 2020

Microlearning, the use of video modules meant to educate sellers “just-in-time” vs. “just-in-case”, has been proven to be more effective than traditional, classroom-style learning. To reduce overall cost, and decrease risk, consider incorporating a sales enablement platform that utilizes all of the strategies outlined above.

How To 94

How To Face-to-face ROI Video 94

SBI

OCTOBER 10, 2019

Define your customer segments, value proposition, and sales strategy. Design your “way of selling” that you can visualize, train and coach to. Train your sales managers and make sure that they can coach well. Train your salespeople on how to have engaging conversations. Nor is training by itself.

Competition 99

Competition Hiring How To Sales Enablement 99

Sales and Marketing Management

SEPTEMBER 4, 2018

Not education or pedigree. Your sales processes should be definable, measurable, and repeatable. Sales automation. Sales operations. Sales enablement. Whatever you call it, it needs to include tools and technology to extend and amplify your sales team. Are they disciplined and responsive?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

SBI

AUGUST 17, 2021

Sales intelligence and intent data solutions provide insights about your accounts and contacts, but if your account and contact data is inaccurate, you’ll end up with great insights mapping to the wrong companies. Make time for user training. Linkedin.

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Zoominfo

FEBRUARY 22, 2021

He’s really focused on predictability in sales, so if you want to think about ways to leverage tech to drive pipeline, Sean is your guy. Sean’s major focus is all about growth and boosting sales education, so he’s a great influencer for you to follow if you’re just getting started in sales and want to build a pipeline fast.

Social Media 205

Social Media Influencer Media Hiring 205

Mindtickle

MAY 2, 2023

Foundational What is a sales enablement program How to align your sales enablement with sales process development How to align enablement efforts with the buyer’s journey How to align sales and marketing teams together Programmatic Onboarding and training Role-playing Content Coaching Analytics What is a sales enablement program?

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

SBI

MARCH 1, 2021

It’s virtually impossible to predict and script every possible combination and level of customer self-education and approval process dynamics. An industrial controls company became a resource by providing a virtual selling platform and training so their partners could adapt and remain effective and engaged with customers.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

Smooth Sale

APRIL 22, 2022

’ We all want to improve sales, and it begins with our closing ratio compared to the multitude of ‘no’s’ that we frequently receive. Sales tales gain the most traction for training new representatives. Learn more to train teams, and join the advocacy program.

Hiring 78

Hiring Lead Rank Follow-up CRM 78

Smooth Sale

APRIL 22, 2022

’ We all want to improve sales, and it begins with our closing ratio compared to the multitude of ‘no’s’ that we frequently receive. Personal Touch: Boost Your Sales Process and Results! Sales tales gain the most traction for training new representatives.

Sales Process 78

Sales Process Hiring Lead Rank Follow-up 78

Smooth Sale

DECEMBER 26, 2022

Respect and appreciation for help are among your best sales tools. Politeness encourages more in-depth conversations that steer you in a better direction to earn sales. Every time we expect to gain help of some type, respect for all is the best sales tool. Learn more to train teams, and join the advocacy program.

Hiring 78

Hiring Loyalty Networking Up-Sell 78