Product Management University

MARCH 23, 2023

If you’re a pre-sales solution consultant or sales engineer, falling into the trap of telling vs selling can happen before you even know it, even though your intentions are always on the mark to start the demo. The telling demos are more like an introductory training class on the product versus a sales presentation. Here’s an example.

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

Lessonly

DECEMBER 6, 2021

But if there’s zero professional development, career coaching, or quality workplace training , then teammates will feel, at best, demotivated, and, at worst, like it’s time to start looking at other job options. So, what does great workplace training look like? A quick soap box spiel on what we’ve turned training into.

Training 49

Training Hiring Construction Coaching 49

Alice Heiman

NOVEMBER 29, 2022

He has hired and trained a team of 20 Digital Collaborator Champions to guide customers through the setup and management process. eZ-Xpo turns hybrid events and works into traffic engine 24/7. Free Online Workshop – How to Jumpstart your business by promoting your partners and customers – [link]. Website: [link].

Top of Funnel 131

Top of Funnel Company Lead Rank Trade Show 131

Allego

APRIL 16, 2024

Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. So, you must make sure you train the AI—input all the information and resources necessary for the tool to generate accurate results. There’s no doubt about it.

Hiring 62

Hiring Scale Proposal Analysis 62

Customer Centric Selling

APRIL 2, 2014

Sales Training Article: 2014 - So Far, So Good? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Now would be a good time to attend a sales training workshop to learn how you can save the year and make your number. Here''s Your Post-Q1 Wakeup Call.

Training 59

Training Buying Cycle Engineering Sales Cycle 59

Lessonly

MARCH 16, 2020

How does sales training software simplify your long-term training efforts? But then start reverse engineering the process. The companies with the best sales training programs understand this concept. They set their own sales training agenda. During this learning curve, the train does not slow down.

Software 26

Software Software Training Territories 26

Understanding the Sales Force

APRIL 23, 2014

Consider the length of time that a runner must train to prepare for running a 26.2-mile Someone training for a marathon should run up to 50 miles per week. So perhaps, our top 6% is the group that takes selling as seriously as those runners that train for a marathon. But the question is, why only 6%? Why not everyone else?

Airlines 284

Airlines Groups Forecasting Engineering 284

Score More Sales

NOVEMBER 26, 2014

Imagine a time when you can work totally on the go with your mobile device – phone or tablet – to create business, follow-up with customers, train your team, assess your pipeline, and work a smooth system. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Babette Ten Haken

AUGUST 27, 2018

Also, after the customer service rep, sales rep, engineer, field sales service rep, Quality professional departs, the customer asks themselves: “What just happened?”. Engage me to speak or conduct an interactive workshop at your next corporate or association event. Not only do these experiences feel different, as they happen.

Customer 88

Customer SME Retention Engineering 88

Babette Ten Haken

AUGUST 16, 2018

And then, an engineer? Hey, engineers are defined by The Big Bang Theory® entertainment program, aren’t they? And besides, the last time I checked, there are over 87 species of engineers. Software engineers? My Defining Voice keynote expands into workshops and coaching programs focused on professional innovation.

Engineering 55

Engineering Automotive SME Retention 55

Customer Centric Selling

AUGUST 14, 2015

Sales Tips: "WHY Do I Need Sales Training?". By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. I recently received an inquiry from a consulting company wanting to subscribe to My CCS® Coach in order to “train their 300 consultants how to sell.” You have to be trained.

Training 40

Training Banking Education Follow-up 40

SalesLoft

JANUARY 9, 2018

In 2017, we offered a day of training the day before Rainmaker officially started. So we’re offering an optional Rainmaker pre-day with workshops that span the entire day and end just in time for the official Rainmaker 2018 reception. ’ Learn more about each scheduled workshop below: Strategies for Optimizing Salesloft.

Exercises 52

Exercises Engineering Inside Sales Sales Cycle 52

Hubspot Sales

APRIL 21, 2021

Customers will be taking more online courses this fall, and fewer in-person workshops. As far as sales forecasting goes, they may have already seen a drop in the in-person workshop pipeline and an increase in online sign-ups. Historically, the company may know customers take more classes in the fall. Collaborate across teams.

Hiring 92

Hiring Forecasting Sales Forecasts Policies 92

Customer Centric Selling

JULY 8, 2013

Sales Training Article: Where Are the Great Sales Jobs? Engineering. Salespeople for engineering firms earn a yearly average of around $97,000, with much less variation between the top and bottom of the field. Many of these "sales engineers" have an engineering degree. That''s a valuable skill set. Real Estate.

Real Estate 55

Real Estate Training Insurance Insurance 55

Product Management University

FEBRUARY 25, 2021

A team that sets all other disciplines up for success (engineering, marketing, sales and customer success) with clear value targets and then delivers product solutions that consistently hit those targets. Engineering and product development teams feel like they never know what they’re aiming for… Why are we building it?

Engineering 83

Engineering Scale Sports Lead Rank 83

Zoominfo

OCTOBER 15, 2019

“Hi (First Name), I know this is out of the blue, but as a fellow salesperson, I’d love to hear what your favorite pieces of sales training are. Books, courses, seminars, workshops, etc.?). .” Example 2: Selling Sales Consulting. Personally, I’ve gotten a ton of value out of (book) and (seminar) lately!

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

Increase Sales

DECEMBER 7, 2013

As I sat in a workshop, Get Online Indiana , sponsored by Google and Senator Dan Coats of Indiana, the presenter who worked for Google called out these types of marketing firms. Believe it or not during this workshop, I received two email messages from snake oil salesmen both guaranteeing Page One on Google. Share on Facebook.

Guarantee 152

Guarantee Small Business Small Business Google Analytics 152

Product Management University

AUGUST 30, 2021

A majority of product managers are coming into their role from technical backgrounds like engineering and have spent very little or no time at all with customers. Infusing a Customer Mindset Into Design & Engineering Teams. Contacts us about a personalized workshop for your products and your markets. Here’s the point.

Infusion 52

Infusion Customer Engineering Scale 52

Partners in Excellence

NOVEMBER 27, 2018

In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that. To be fair, the training programs have advanced somewhat in their current implementation, though much of it seems cosmetic.

Selling Skills 91

Selling Skills Face-to-face Banking Scale 91

Product Management University

MAY 16, 2019

The faster your maturation process, the more success you’ll see across engineering, marketing, sales, and customer success teams. Proficientz offers the only framework and training programs that take you from product management infancy to a market-savvy leadership function without missing a beat from one stage to the next.

Engineering 61

Engineering Competition Lead Rank Lead Scoring 61

Babette Ten Haken

APRIL 19, 2018

After all, how I (and you) think reflects how we both were trained. I am talking about straight-up professional overthink, a strong characteristic of STEM-trained design thinkers. First, design thinking keeps engineers from rushing too far ahead and over-designing and engineering solutions that no one really wants.

Hiring 51

Hiring Engineering SME Exercises 51

Babette Ten Haken

AUGUST 6, 2018

Yet, unless we are designing, engineering, coding or selling a breakthrough innovation, customers continue to perceive us as commodities. From someone else’s reps or technical and engineering staff. Then a human engineer, field service or Quality professional is introduced: merely to fix what is broken. And they have.

Customer 55

Customer Engineering SME Retention 55

Babette Ten Haken

SEPTEMBER 12, 2018

Only to read their biz card later, and become intimidated by the breadth and depth of their strutting their STEM (Science-Technology-Engineering-Mathematics) knowledge and experience. Did you know that my keynotes and workshops are tailor-made for the professional peacocks in your life? On both sides of their professional card.

Ideal Customer Profile 131

Ideal Customer Profile Positioning Customer Epiphany 131

Product Management University

OCTOBER 4, 2021

The vast majority of people stepping into product management roles today are coming from backgrounds that are highly technical, like engineering. Is there any better foundational training for a product manager role than that? Pre-Sales /Sales Engineer. As a rule, they have very little if any, quality customer interactions.

Face-to-face 59

Face-to-face Engineering Hiring ROI 59

Customer Centric Selling

DECEMBER 24, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. He called on mid-level IT staff and whenever possible brought our Systems Engineer (SE) with him on his calls. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6!

Engineering 81

Engineering Sales Cycle Resources Sales 81

Smooth Sale

OCTOBER 19, 2018

Roger Davies is founder of McLuhan& Davies, a boutique communication-skills training company that sells its services in over 30 countries. engineers, IT specialists, etc.) I did some research to find out who delivered writing training, and I couldn’t find anyone. (An Never designed a training course. An opportunity).

Commission 60

Commission Course Hubspot Advertising 60

Customer Centric Selling

OCTOBER 21, 2013

Sales Training Article: Is"Sales Manager" An Oxymoron? Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net Are you doing more selling than managing? About 25 years ago, after an 18-month stint as an application engineer (i.e.

Sales Management 45

Sales Management Training Analysis Pipeline 45

Customer Centric Selling

MAY 6, 2013

Sales Training Article: How to Sound Confident - Even If You''re Not By Geoffrey James, INC. If you''re speaking to engineers, imagine yourself as an engineer. Take a look at the sales training workshops available to you and improve sales performance. Imagine yourself as your audience''s equal. No mixing the two.

Training 45

Training Engineering Sales Company 45

Babette Ten Haken

AUGUST 9, 2018

Engage me to speak or conduct an interactive workshop at your next corporate or association event. She is a STEM-trained scientist, corporate catalyst and design thinker. And discover what is possible, productive and profitable? Click here and let’s get started. Start moving one millimeter forward, today. Contact me.

SME 129

SME Churn Retention Enterprise 129

Babette Ten Haken

MAY 28, 2018

However, these stories often leave technical, medical and engineering-based decision makers unimpressed, uncomfortable and, therefore, unengaged. For starters, non-technical storytelling soft skills are not structured according to the logic-based scientific methodology in which STEM professionals are trained. Let’s explore why.

SME 48

SME Engineering Decision Maker Government 48

Highspot

OCTOBER 5, 2021

. “Spark unites people from a diverse range of industries, geographies and backgrounds who all share one thing in common – we know sales enablement is the key to a scalable revenue engine,” said Robert Wahbe, CEO, Highspot. “As the business landscape continues to shift, it’s so important to learn from each other. .”

Conference 52

Conference Customer Scale Sales Enablement 52

Anthony Cole Training

SEPTEMBER 8, 2014

There is an “engineering” view of the sales process. With that premise in mind, this article caused me to wonder if we shouldn’t re-examine our sales process at Anthony Cole Training Group. Call to Action – Hire us for a 1-day workshop to help you help your team become highly motivated to achieve extraordinary results.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

Vendor Neutral

JULY 16, 2021

A graduate of the University of Waterloo’s Computer Engineering program, Joseph’s a repeat Founder & CEO, and with multiple successful exits, and speaks frequently on the topics of sales leadership, diversity, and corporate social responsibility. Mark Hunter, The Sales Hunter Mark Hunter, CSP, is also known as "The Sales Hunter."

Cold Calling 52

Cold Calling Hiring Webinar Metrics Advertising 52

Customer Centric Selling

JANUARY 16, 2013

Sales Training Article: "It Is What It Is" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company The naïve enthusiasm of youth fades as we age. Senior executives with IIWII attitudes toward sales are in a dark tunnel with a light rapidly approaching, yet taking little action to avoid the train.

Training 58

Training Ideal Customer Profile Hiring Buying Cycle 58

Sales Hacker

FEBRUARY 3, 2020

SaaSy Sales Management runs in-person, public, and private workshops to teach go-to-market SaaS leaders how to produce the best outcome for their company and their people. Advice on How to Train [3:48]. The training that was out there was really old school. Advice on How to Train [3:48]. Advice on How to Train [3:48].

How To 80

How To SalesForce Scale Microsoft 80

Customer Centric Selling

SEPTEMBER 25, 2013

Sales Training Article: Has DIY Buying Gone Too Far? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company. Image courtesy of Akeeris at FreeDigitalPhotos.net Buying has changed forever.

Training 55

Training B2C Margin Retail 55

Customer Centric Selling

JUNE 10, 2013

Sales Training Article: 8 Myths of Great Salespeople. All the training in the world can''t make a great salesperson from someone who doesn''t have the aptitude. Great engineering makes great salespeople unnecessary. Take a look at the sales training workshops available to you and improve sales performance.

Training 45

Training Outside Sales Sales Talent Engineering 45