Allego

OCTOBER 17, 2023

This blog post originally appeared on the Training Industry website. Poorly trained sales reps hurt an organization’s bottom line with inefficient processes, difficulties connecting with prospects and challenges in closing deals. Studies have shown this approach boosts retention. Probably not much.

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Hiring Training Retention Coaching 71

SBI Growth

MAY 4, 2013

Every year, Sales Reps are forced into mandatory training. The question Reps want answered: how does this training help me make more money? Assess the value of your training and do one of these three things: If the training is bad, then tell your manager exactly why. 4 Attributes of a Quality Training Program.

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Training Buyer Persona Decision Maker Influencer 303

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training. Let’s explore the key benefits of developing a comprehensive sales training program.

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Closing Training Lead Rank Negotiation 52

MEDDIC

OCTOBER 9, 2023

In the fast-paced world of sales, where every deal counts and every opportunity is a potential game-changer, mastering the art of effective sales training is non-negotiable. A successful sales training can have a huge impact in revenue. However, when it comes to sales training, adopting a hands-off stance is a recipe for failure.

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Training Hiring Negotiation Pivotal 52

Anthony Cole Training

JANUARY 27, 2014

They were evaluated with OMG''s sales person assessment, and assembled into 5 teams, all selling the exact same product. The beauty of this case study is that Market Sense was able to isolate the relative effectiveness of individual findings, something that hasn’t been done since the mid-80''s!

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Case Study Study Sales Talent Hiring 186

Partners in Excellence

APRIL 10, 2024

Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. While we provide exact specifications, “It has to have dimensions of X inches, by Y inches, by Z inches. Sales enablement is providing high quality training.

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Case Study Marketing Qualified Lead Scale Engineering 88

MTD Sales Training

NOVEMBER 9, 2017

It’s always interesting to see how companies are adapting to the wildly-changing world of business, and it’s studies like these that help us as sales managers and sales directors to understand how we need to shape up for future business opportunities. Most top 20 companies in the study put their values first, middle and last.

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Hiring Sales Management Loyalty Study 268

Janek Performance Group

MARCH 15, 2022

But just as important, your training also impacts your customers, the company’s revenue, and possibly your shareholders’ investment in your company. In this article, we will outline the foundation for a solid sales training and development program. What is Sales Training and Development?

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Training Hiring Objections Workbooks 62

MTD Sales Training

JANUARY 28, 2020

4) Use case studies to show your value to others, so they can see your value to them. MTD Sales Training | Sales Blog. The post How To Deal With Your Competition When In A Sales Meeting appeared first on MTD Sales Training. Create awareness in what your business can do for them during that time. cheap rather than valuable.

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Competition Sales Meeting Meeting How To 375

Nyden on Negotiation

MARCH 19, 2024

But part of your team’s mandate is to tighten up supplier performance? That is exactly the place one manager found herself in when she joined a new team. ABC’s of Performance-Based Contacting Case Study : (12 min. Sign up for our FREE Manager Training Series : ABC’s of Performance-based Contracts.

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Case Study Negotiation Exact Study 52

Sales and Marketing Management

JANUARY 31, 2021

Author: Brian Trautschold As a new hire, structured training and onboarding programs are expected. Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door. A culture of coaching won’t happen overnight or over a series of training programs.

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Sales Coaching Coaching Top of Funnel Hiring 317

MTD Sales Training

JUNE 4, 2019

Videos and podcasts of how others have benefitted from using your product: Just like a case study can convince a customer upfront how other companies have benefitted from using your services, videos and podcasts can show how those same companies have built their business success with your products and services. Happy Selling! Sean McPheat.

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Case Study How To Discount Decision Maker 255

Mr. Inside Sales

SEPTEMBER 10, 2021

Here is a quick “cheat sheet” of five scripts/responses you need to print out, study, memorize, and use when you get in the following situations: “I need to think about it.”. ON DEMAND SALES TRAINING THAT GETS RESULTS! All top producers know automatically how to respond to objections like: “I need to think about it.”. “I And many more.

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Face-to-face Objections Gatekeeper Licensing 240

Hubspot Sales

SEPTEMBER 29, 2020

Whether you’re welcoming a new person to your sales team or helping develop skills among your current staff, sales training is a very important part of fostering a successful sales program. Studies show that sales teams who complete highly-rated sales training programs see a 10% higher win rate and are at least 10% more likely to hit quota.

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Hubspot Training Hiring How To 108

Vengreso

AUGUST 1, 2023

Embarking on the journey of SaaS Sales Training can feel like navigating a labyrinth. The truth is, without proper SaaS sales training, scaling your software company becomes an uphill battle. Vengreso's transformation from sales training firm to influential SaaS enterprise is a testament to business evolution.

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Training Lead Rank Pivotal Hiring 40

Understanding the Sales Force

FEBRUARY 7, 2018

Yesterday I received an email from Richardson Training, letting me know that they have completed their 2018 Selling Challenges Study. I reported on last year's report in detail here , but my conclusion for 2018 is the exact same conclusion I came to in 2017.

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Report Exact Study Data 186

Corporate Visions

AUGUST 2, 2019

The post Can Online Sales Training Be Better Than the Classroom? When it comes to creating lasting behavior change, most sales leaders assume that online sales training is just a pale imitation of the in-person classroom. So, what are the pros and cons of online training versus classroom training? Not anymore.

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Training Scale Decision Maker Study 75

Mr. Inside Sales

FEBRUARY 7, 2020

Applying five decades of study, profound insights and masterful storytelling, Goodwin demonstrates how four exceptional leaders—U.S. Quick Announcement: New dates for our next Online Training have just been added to our calendar: Next course starts on Monday, February 24 th at 2 p.m. Roosevelt and Lyndon B. Check it out here.

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Face-to-face Gatekeeper Inside Sales Decision Maker 159

Mr. Inside Sales

MAY 1, 2020

As such, why not study, learn, and become a Zoom Expert! Download customized backgrounds; study proper presentation techniques; practice with friends—record yourself and study your performance and improve. Plus, watch YouTube videos on this, study the Zoom site, and more. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Strategy Face-to-face Call-back Cold Calling 159

Mr. Inside Sales

AUGUST 30, 2019

“Selling is a skill, and like all skills, it must be learned through study and practice.” – Thomas J. Part of a salesperson’s training comes from nose-to-nose selling; in sales, there is no substitute for practical experience. Better training = better income. For the savvy salesperson, school is always in session.”.

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Education Face-to-face Inside Sales Gatekeeper 139

The Digital Sales Institute

NOVEMBER 9, 2021

Sales training topics that actually get results can be challenging to nail down. When planning out sales training, consider what customers are looking for, what they are trying to avoid, and what tips the scale in favor of the winning supplier. Training that gets salespeople to effectively solve the customers challenge at hand.

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Training Ideal Customer Profile Exercises Scale 52

Shari Levitin

AUGUST 23, 2023

Your junk drawer, like your sales and sales training process, undergoes a natural sort of entropy. Managers: Declutter Your Sales Training Approach According to neuroscientist Daniel Levitin: “Our phones and computers are just like our junk drawers, but thousands of times more disorganized. I think not). The problem?

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Workbooks Decision Maker Case Study Sales 118

Allego

MARCH 13, 2018

Think about the last time you attended a company sales training programs for onboarding, sales kickoff or any other corporate event. You need to study up a bit, do some homework and take a couple follow-up tests and quizzes on the material. In most cases, sales training simply doesn’t provide this so programs suffer as a result.

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Training Retention SAP ROI 54

The Pipeline

JUNE 11, 2019

Studies show that the same zones of the brain become activated when we experience rejection as when feeling pain. Add to that an interesting little study. It hurts, but we understand that done right, with proper training and conditioning, you will attain desired results. It’s Not Just in Your Head.

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Quota Prospecting Exact Study 295

Alice Heiman

SEPTEMBER 20, 2023

About Host The Brooks Group is an award-winning organization specializing in sales training and classes. With a focus on offering top-tier sales training solutions, the Brooks Group aims to empower sales teams to reach their full potential and drive significant business results.

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Hiring Groups Demographics Lead Rank 84

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. Customer testimonials and case studies can be effective. “Video conferencing is a great way to get face to face with clients. Your competition is probably still fooling around with technology.”.

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Sales Meeting Meeting Referrals Face-to-face 287

Alice Heiman

FEBRUARY 13, 2024

Harris shared her riveting journey of steering the company through the COVID-19 pandemic and moving from 100% in-person training to 100% online training basically overnight, revealing not only the challenges faced but also the exact strategies she implemented to drive rapid growth and adapt to a rapidly changing business landscape.

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Demand Generation Agencies Hiring Demand Generation Demand Generation Targets 75

Awarathon

OCTOBER 11, 2023

Its beauty lies in Trinity, the trained AI persona that can shapeshift itself into a specific client profile. Awarathon’s virtual training ground is ideal for a sales enablement force to practice before match day. I’d like to draw your attention to our latest version of Awarathon, one we are most proud of. See you at the demo.

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Ideal Customer Profile Face-to-face Data Exact 52

The Brooks Group

MAY 2, 2019

With the rise of technology in the workplace, some may wonder if classroom training will soon be replaced by digital alternatives. As it stands, face-to-face instructor-led training still remains the gold standard for developing employees and achieving lasting performance lift and training ROI.

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Face-to-face Training Hiring Webinar Metrics 78

Partners in Excellence

APRIL 8, 2022

Additionally, every team studies every other teams vehicles, the differences are relatively small. They studied the course, they walked the tracks, they understood their vehicles, they studied the competition. They studied, learned, practiced, experimented. Each team faces the exact same challenge on the track.

Face-to-face 113

Face-to-face Competition Course Study 113

Lessonly

AUGUST 27, 2021

Anyway, let’s take a look at that “old dog new tricks” adage through the lens of soft skills training. And here’s why: Soft skills training pays off. A study from MIT Sloan found that soft skills training —even in a factory setting—improves productivity and delivers a 250% ROI in just eight months. We think not. .

Training 49

Training Face-to-face How To Study 49

SBI

OCTOBER 5, 2017

According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% A recent study by the ProSales Institute provides some insights that yield answers to this question. In fact, while a certain mindset is necessary to be a good coach, there are also specific skills that must be trained, and cannot be assumed.

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Sales Enablement Survey Face-to-face Coaching 139

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. The fast-paced, online, data-driven sales environment requires new sales training programs to empower the team. Why are Sales Training Programs Important.

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Training Hiring Trends Retention 52

Selling Essentials RapidLearning Center

NOVEMBER 27, 2018

Training programs aren’t exactly notorious for being flush with cash. More content, more resources and perhaps even hiring an outside consultant to come in for some in-person training sessions. A recent study out of Ohio State University explores this question. The research.

Training 40

Training Policies Study Networking 40

Selling Essentials RapidLearning Center

NOVEMBER 27, 2018

Training programs aren’t exactly notorious for being flush with cash. More content, more resources and perhaps even hiring an outside consultant to come in for some in-person training sessions. A recent study out of Ohio State University explores this question. The research.

Training 40

Training Policies Study Networking 40

Zoominfo

JUNE 22, 2022

When you’re calling with the goal of closing a sale, you should know exactly who you’re talking to, which company they work for, and the exact value your product can provide for them. They also make training new SDRs easier and the task of cold calling less daunting. There are two types of warm prospects: direct and non-direct.

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Cold Calling B2B Commission Exact 130

MTD Sales Training

JULY 17, 2017

If ever there was a key skill that you need to study and improve upon it’s asking the right sales questions. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post Use This 3 Step Process To Start Asking The Right Sales Questions appeared first on MTD Sales Training. Happy Selling! Sean McPheat.

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