Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. Incorporate different perspectives into training teams. We needed to decide if we include intro sales 101 training for our newer sellers in addition to advanced topics.

InsideView 223

InsideView Scale Exercises Call-back 223

Alice Heiman

NOVEMBER 29, 2022

By providing content and ongoing interactions between companies and their prospects, the platform could be used to build communities. He has hired and trained a team of 20 Digital Collaborator Champions to guide customers through the setup and management process. eZ-Xpo provides the middle of the funnel nurture interactions virtually.

Top of Funnel 131

Top of Funnel Company Lead Rank Trade Show 131

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. Don’t worry; we even included several examples you can use.

Enterprise 58

Enterprise Enterprise Hiring Marketing 58

Hubspot Sales

OCTOBER 29, 2017

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry.

Channels 112

Channels Video Training Hiring 112

Emissary

MARCH 2, 2023

Achieving enterprise technology sales goals has always meant overcoming a host of unique and challenging obstacles, including withstanding a protracted decision-making process and convincing a slate of committee members of your value proposition. Then they must craft an effective approach that will quickly convey value and lead to conversion.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Sales Hacker

JUNE 7, 2021

Customer business challenges/opportunities: Issues that customers face or opportunities to improve the way they do things that can motivate prospects to engage. This isn’t simply about describing the different target segments, it’s about sharing those snippets of intel that help salespeople focus on the right prospects early on.

Conversion 108

Conversion Ideal Customer Profile Customer Face-to-face 108

Customer Centric Selling

JANUARY 28, 2015

Sales Tips: Enterprise-wide Views Are Key to Relevance with Senior Buyers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Vendors continue to provide an extraordinary amount of product training despite the fact that most researchers want to learn about offerings on their own.

Enterprise 40

Enterprise Enterprise Vendor Margin 40

SBI

OCTOBER 25, 2018

Highspot’s SmartPages give teams the ability to easily create sales plays, sales communications, and sales training so that reps have guidance alongside relevant and up-to-date content. Create a personalized experience that gives prospects a single URL for engaging throughout the sales cycle.

Buyer 123

Buyer Conversion Twitter ROI 123

Customer Centric Selling

DECEMBER 3, 2013

Sales Training Article: Business Development Efforts - Process or Random Activities? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Making outbound contact isn''t easy, but allows sellers to: Select companies meeting criteria that make them more likely to be viable prospects.

Training 59

Training Collateral Face-to-face Inbound 59

Sales Hacker

JUNE 30, 2022

What’s more, the average number of people on an enterprise buying team is now 11 , and the average number of digital interactions during the buying process is 27 (up from 17 just two years ago). Don’t think of establishing sales and marketing alignment as “training”. Why is sales and marketing alignment so important to ABM?

Account Based Marketing 100

Account Based Marketing Intent Data Marketing Intent 100

Janek Performance Group

NOVEMBER 1, 2022

Now, enterprises are focused on efficiencies, unit economics, and profitability. As a sales training company, we see a common mistake among companies missing their sales numbers. However, simply calling prospects who missed your first appointment likely won’t dramatically change the outcome. Sales Training Dilemma.

Buyer 62

Buyer Call-back Lead Rank Lead Scoring 62

Openview

MAY 22, 2018

According to Oracle , “The function of [Enterprise Content Management] ECM is central management of content – the ability to create, share, and control content through structured business processes. Say a sales rep is looking for information on how to respond to an objection from a prospect. Sales Knowledge Management to the rescue!

Hiring 71

Hiring Lead Rank Lead Scoring Oracle 71

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 92

Selling Skills Face-to-face Banking Scale 92

Sales Evangelist

APRIL 18, 2019

This is a segment from our TSE Certified Sales Training Program and we're going to share a snippet from one of our training programs and then offer some ideas based upon what you hear. You must believe in the product or service you're offering and the value it provides to your prospects.

Training 40

Training Face-to-face Exact Groups 40

Hubspot Sales

JANUARY 9, 2018

Your goal should also be closely tied to your high-level business goals; to give you an idea, if the company is trying to move upmarket, your goal might be “Acquire 20 Enterprise logos” rather than “Sell X in new business” (because the former will encourage you to solely chase deals rather than focus on the right type of customers).

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

criteria for success

MARCH 18, 2020

Look for behaviors that include well organized, goal-oriented, success driven, or enterprising. Tip #2 for keeping a remote sales force motivated – provide good training. Provide in person peer-level training , if possible. Include a time-management workshop in your training. Create good policies for CRM use.

Motivation 80

Motivation Hiring Conference Policies 80

SBI

AUGUST 30, 2018

Helps Salespeople Improve their New Prospect Conversations – Salespeople have the ability to share insights, use-case scenarios, and examples from existing customers with the new prospects using Strikedeck. In addition to the workshops, Strikedeck delivers training sessions to the end users.

Churn 95

Churn Loyalty Lead Rank Maximizer 95

Pipeliner

DECEMBER 5, 2019

Today, Rob’s keynotes and workshops attract many diverse audiences, from Global 100 companies to growing entrepreneurial enterprises. His programs on influence and persuasion are in global demand, reaching organizations in North America, Europe, Africa, and the Far East. How to take that positively? ” Our Host.

Customer 81

Customer Influencer Study Intent 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. I did some research to find out who delivered writing training, and I couldn’t find anyone. (An Never designed a training course. ‘Avoid the Grand Vision ~ Seek the Opportunity!

Commission 60

Commission Course Hubspot Advertising 60

Lessonly

JUNE 24, 2021

This is one of those sales training topics that’s for all of you out there who’ve suffered through one too many semi-helpful workshops, role play exercises, instructor-led training sessions, or online learning modules. Free sales training programs just don’t cut it anymore. Three little words: sales training software.

Scale 26

Scale Software Software Training 26

Hubspot Sales

JULY 1, 2019

Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company. This hyper-personalized approach is typically too high-touch for B2C products, but it can be ideal for organizations selling to enterprises. ABS or Nothing?

Ideal Customer Profile 85

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 85

Customer Centric Selling

DECEMBER 31, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Input from Key Players is needed to create enterprise views to quantify the potential improvement in business metrics for stakeholders. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6!

Research 92

Research Buyer Buying Cycle Vendor 92

Customer Centric Selling

APRIL 1, 2013

Sales Training Article: An Underleveraged Asset By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII ("It Is What It Is") series. Prospects often discount results sellers claim are possible.

Training 40

Training Discount Vendor Margin 40

Sales Evangelist

JULY 31, 2020

It is a communications and engagement platform to help enterprises and commercial size companies. The journey toward creating videos When Frank was still interviewing with Dynamic Signal, he was asked how comfortable he was in front of the camera. He titled it “I Made Your Car in My Workshop” and it became click-worthy for the client.

Video 52

Video Meeting Sports Trends 52

MEDDIC

DECEMBER 16, 2021

In enterprise sales, the context is different. You have more time available, and your prospects are more sophisticated. We go through this in many parts of the Advanced MEDDPICC® course at MEDDIC Academy and our workshops. To better compare MEDDPICC® and BANT, you may want to check some of our previous posts, here and here.

Sales Methodology 52

Sales Methodology Groups Course Buyer 52

LeadBoxer

JULY 31, 2021

Although this strategy is too extensive for business-to-consumer (B2C) products, it’s more suitable for large-scale, enterprise-level transactions. If you’re a business that offers enterprise solutions, you may already have high-value accounts that are well-suited for ABS. Company workshop. How long does your sales cycle last?

Account 52

Account Account Based Marketing Demand Generation Targets Ideal Customer Profile 52

The Pipeline

APRIL 27, 2011

It can be something as big as a huge new enterprise deal, or a small as the new guy’s first successful appointment. Training and learning is an everyday thing for the best salespeople in the world. Prospecting. Sales Training. 3 R’s of Prospecting Success. Recognition. Voice of the Customer. Do role-playing.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Customer Centric Selling

JULY 3, 2013

Sales Training Article: Where''s All This Buying? Prospects either decided not to move ahead with any of the vendors they talked to or tried to address their issues with internal initiatives. That said, vendors needing enterprise decisions to be made may want to re-think their strategies with non-executive website visitors.

Training 45

Training Buying Cycle Hiring Vendor 45

Sales Hacker

OCTOBER 30, 2018

Andrea has led numerous sales initiatives and teams at enterprise software and solution providers, including Varolii, IBM, Symphony Technology Group, Vitria Technology, DigitalThink, and PeopleSoft. Her work in sales training, leadership development and team effectiveness are research-based and people-focused.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Tony Hughes

OCTOBER 16, 2018

Large enterprises are notoriously slow to move so sales people will need to drive this in partnership with sales management and marketing. Then create a highly targeted list of named accounts within your best verticals; be thorough in your profiling and know what an ideal prospective customer looks like based on customer win review analysis.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. The organizations that have adopted early have seen 3 main benefits: They''re engaging with customers and prospects earlier in their buying process. Customer Evolution Luis runs Sales Enablement for a Fortune 250 sales enterprise. They instituted BPMs at the end of last year.

Sales Tools 45

Sales Tools Tools Training Collateral 45

MEDDIC

JULY 8, 2021

Vendors and prospects build rapport through individual human beings from both sides interacting with each other. Sales happen when a momentum is created taking the prospect from a conversation around the PAIN POINTS towards the PROOF POINTS and METRICS, showing them your SOLUTION. Let’s analyze the reasons. Customers enjoy them.

Lead Rank 52

Lead Rank Hiring Outsourcing Services Sales Qualified Lead 52

The Pipeline

AUGUST 5, 2011

She focuses on enterprise technology in the area of customer relationship management. Prospecting. Sales Training. 3 R’s of Prospecting Success. Dave Kahle – Sales Training. From The Heart Sales Training Blog. About Lauren Carlson. Lauren Carlson is a write and market analyst out of Austin, Texas.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Customer Centric Selling

SEPTEMBER 3, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tip: Don''t Forget Value''s Role in Buying Decisions. Image courtesy of Stuart Miles at FreeDigitalPhotos.net.

Vendor 69

Vendor Proposal Benefit Buyer 69

Gong.io

SEPTEMBER 30, 2022

Using the next step section and warnings have helped coach ways to stay on top of deals and ensure we are talking through everything with prospects to lead to more sales.” — Kayla Kuzer, Retail Sales Director at Alpine IQ. Create ‘Gong of the Week’ call workshops as opportunities to coach and review deals. Well said, Alex.

Lead Rank 62

Lead Rank Lead Scoring Hiring Coaching 62

Customer Centric Selling

JANUARY 21, 2015

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The prospect likely would have been defensive about data security. The prospect wouldn’t have an enterprise view of the full impact of a breach, but rather the costs of overtime, etc. Sales Tips: Funding "Maybes".

Insurance 40

Insurance Insurance B2C Face-to-face 40

Sales Hacker

MARCH 5, 2019

He took the team to a whole new level with his hiring and training policies.”. Caroline consistently demonstrates adaptability in her Sales Training process; whether within the context of people, environment or product. Misha’s sales enablement workshops are spectacular and one of their kind. Josiah leads by example.

Hiring 108

Hiring Ideal Customer Profile Scale Lead Rank 108