BrainShark

JANUARY 31, 2024

Recent corporate belt tightening has put sales-adjacent departments like sales enablement and marketing in the hot seat. Because even though they contribute to and quite literally enable sales, their activities aren’t always as easy to tie to the deal as it is for reps who get phone and face time with buyers. What’s a CRM Scorecard?

Pipeline 62

Pipeline CRM Training ROI 62

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. A Lack of Training.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Sales and Marketing Management

APRIL 13, 2020

Potential customers are risk-averse and reevaluating their budgets and priorities while trying to decipher the winds of the market. Most teams are rapidly adapting to remote work environments and the adoption of technologies to facilitate more collaboration and face time. These universal challenges are exacerbated by many smaller ones.

Face-to-face 393

Face-to-face How To Negotiation Lead Rank 393

Mindtickle

AUGUST 28, 2023

With those unique circumstances in mind, the importance of effective sales training cannot be overstated. In this blog post, we’ll outline the unique challenges faced in pharmaceutical sales training and provide practical solutions. What are some challenges in pharmaceutical sales training?

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

DiscoverOrg Sales

NOVEMBER 27, 2018

And we’ve got examples. Hyper-personalized cold emails are a main tenant of account-based sales approach (related to Account-Based Marketing, or ABM.). They’re a critical part of personalized prospecting and account-based strategy. But to crush cold email outreach, you have to do it right. What is a BASHO email?

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Awarathon

APRIL 12, 2024

Understanding the role of Generative AI in training The rise of Generative AI is transforming fields with the ‘adapt or perish’ mantra, and sales training is no exception. Generative AI is on the cusp of revolutionizing sales training programs. Let’s go through this in detail.

Coaching 52

Coaching Training Ideal Customer Profile Face-to-face 52

Zoominfo

MARCH 15, 2022

Every company has a sales and marketing function. We explored how ZoomInfo is pioneering the use of artificial intelligence (AI) and machine learning to solve one of the biggest problems facing revenue operations (RevOps) teams: access to reliable business data. Take Siri for example. Manual labor can’t possibly handle it all.

B2B 130

B2B Marketing Scale Lead Rank 130

Hubspot Sales

SEPTEMBER 1, 2023

Train AI in sales, and you’ll join 81% of salespeople surveyed who agree that AI significantly reduces their manual tasks and data entry workload. Image Source For sales professionals, ethical AI concerns compound as they handle customer data and represent their company in customer-facing roles. But how do you do that ethically?

Training 99

Training Policies Guidelines How To 99

Allego

MAY 6, 2021

This article originally appeared in LTEN Focus on Training Magazine. Dozens of ventilator manufacturers began shipping makes and models to hospitals unfamiliar with how to operate them, leaving healthcare professionals without proper ventilator training and experience overwhelmed. Competitors Unite in a Collaborative Effort.

Training 100

Training Pharmaceuticals Face-to-face Pivotal 100

BrainShark

SEPTEMBER 10, 2023

Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

Training 62

Training Hiring Objections Coaching 62

Mr. Inside Sales

MAY 22, 2021

Example: I’m working with a coaching/consulting organization right now that has many related companies in their portfolio. They have specific, aggressive goals for the acquisition of business (and I mean, really big target revenue goals); They invest in sales training for their team. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

No More Cold Calling

APRIL 29, 2018

I share plenty of referral examples and explain why referral sales works. The course includes worksheets to help you build out your referral process, as well as role-playing scenarios that demonstrate how referral requests play out in real face-to-face conversations. Want even more referral examples?

Referrals 136

Referrals LinkedIn Examples Cold Calling 136

Sales Hacker

APRIL 11, 2023

In this episode of Sales Hacker, Ben recapitulates his first days in the company, the company’s core services, the challenges they faced during the pandemic and are facing now, given the recession and other global events. And the great thing about business, as Ben explains, is its universal nature. .

Motivation 80

Motivation Examples Leads Marketing Qualified Lead 80

Mindtickle

SEPTEMBER 28, 2023

Fortunately, there are plenty of good sales pitch examples out there to light the way. There’s no overestimating the importance of a good sales pitch — but where do the best pitch ideas come from? Do you always have to use sales pitch templates or is it better to do what feels best? And is there even a “right” way to sell something?

Examples 59

Examples Social Media Ideal Customer Profile Case Study 59

Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. The original displayed the logos of 140 prominent marketing tech brands. What is a Marketing Technology Stack? Get a Demo 2.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. While virtual selling has challenges, many commercial organizations are finding it works better than expected.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Mr. Inside Sales

JANUARY 31, 2020

If a prospect is looking to move forward “as soon as possible,” for example, it means that budget is in place. In addition, what is also important about timeline is that if the prospect you’re speaking to isn’t in the market at this moment, it means you can relax behind your pitch. Everybody is onboard. What do they do next?

Decision Maker 199

Decision Maker Face-to-face Gatekeeper Inside Sales 199

Janek Performance Group

SEPTEMBER 7, 2022

When considering in-house or outsourced sales training, the question is not, “which method is better?” Not every company is a good fit for partnering with a sales training organization. For example, a startup may rely on the entrepreneur handling all the selling. Sales training, like life, is not either black or white.

Outsourcing Services 62

Outsourcing Services Sales Outsourcing Training Hiring 62

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. It’s a setback that makes you reassess your approach and wonder – what went wrong?

Closing 52

Closing Training Lead Rank Negotiation 52

BuzzBoard

SEPTEMBER 22, 2023

In a world driven by data, algorithms, and artificial intelligence, we find ourselves at the precipice of marketing’s most exciting frontier: AI marketing. It’s an era of unprecedented potential, where the dreams of marketers come to life through the power of machine learning and automation.

Marketing 59

Marketing Face-to-face Lead Rank Campaigns 59

Smooth Sale

APRIL 13, 2024

Plus, you will likely be in a customer-facing role, meaning everyone will watch your every move. The blog example is How to Launch Your Hospitality Career for Success. For example, according to statistics, the employment of lodging managers is projected to grow 7% over the next ten years, making it an appealing career path!

How To 104

How To Networking Hiring Hotels 104

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Table of Contents How can Sales and Marketing collaborate? But relying on this alone misses the mark. The result?

Lead Rank 103

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 103

SBI Growth

OCTOBER 14, 2013

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Marketing leaders understand that content marketing is King. We are seeing marketing budgets increasing the content development line item. What is the Internal Content Marketing Offering?

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

Sales and Marketing Management

MAY 8, 2017

Instead of kicking sales personnel when they’re down, we need to effectively strategize how to train and guide them during those occasional, inevitable failures. Instead of kicking sales personnel when they’re down, we need to effectively strategize how to train and guide them during those occasional, inevitable failures.

Training 153

Training Face-to-face Oracle Education 153

Smooth Sale

FEBRUARY 14, 2024

Doing so will help keep you focused on the right matters and ensure you can overcome any challenges you will inevitably face. It will be helpful to track employee performance so you can discuss any problems your employees face and see who might be a good fit for a promotion.

Company 115

Company Hiring How To Face-to-face 115

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. It’s nearly impossible to believe that will be true.

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

Sales Gravy

NOVEMBER 27, 2023

Embracing the Fundamentals: Getting Started as a New Sales Manager in a Rapidly Changing World As we work to sell more in the face of constant change, the wisdom of industry veterans like Mike Weinberg stands out as a beacon, guiding us through the evolving landscape of customer relationships, technology, sales strategies, and sales leadership.

Sales Management 81

Sales Management Face-to-face Social Selling Sales Leadership 81

SalesProInsider

OCTOBER 18, 2023

Here’s how I see it coming into play in sales situations, especially when faced with concerns or objections during our sales conversations. Financial Advisor sales training doesn’t have to focus on pushy tactics or high-pressure pitches. For the ones where there isn’t strong conviction — identify ways to strengthen your belief.

Objections 139

Objections Conversion Face-to-face Research 139

BrainShark

MARCH 29, 2022

The right customer service training software can help you onboard agents faster, track their learning progress, and ensure they always have access to relevant information for resolving client issues quickly. There’s usually no short, practical training for solving specific client problems on the spot. Articulate.

Customer Service 62

Customer Service Ideal Customer Profile Software Software 62

Hubspot Sales

JUNE 5, 2018

For this post, I’d like to discuss the anatomy of a good sales pitch and share examples of the best sales pitches I’ve ever heard. For this post, I’d like to discuss the anatomy of a good sales pitch and share examples of the best sales pitches I’ve ever heard. Customer Stories: Share customer examples and successes.

Examples 143

Examples Distribution Video SalesForce 143

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. What do these teams do?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Allego

JUNE 4, 2020

In my recent webinar with Mark Magnacca, president and co-founder of Allego, we discussed how to reassure client-facing teams during turbulent times. In my recent webinar with Mark Magnacca, president and co-founder of Allego, we discussed how to reassure client-facing teams during turbulent times. Step 1: Learning.

Face-to-face 108

Face-to-face Marketing How To Infusion 108

Partners in Excellence

JANUARY 24, 2024

Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. We can, for instance, ask it for issues facing certain roles. We can ask it to look at certain industries/markets, or types of companies. The LLMs will provide ideas, insights. There’s always a gap.

Distribution 110

Distribution Lead Rank Face-to-face Analysis 110

Zoominfo

SEPTEMBER 12, 2023

Coupled with the inherent speed of GenAI, you have the very real possibility that even small errors could quickly spread throughout a go-to-market motion, leading your team in wildly wrong directions. The magic of GenAI lies in its ability to predict what humans want.

Data 147

Data Scale Lead Rank Hiring 147

Partners in Excellence

MARCH 20, 2024

For example, “CFOs care about these things… ” Well duhhhh! I refine them, suggesting a certain industry or market. I test across different roles, markets, different issues. We should know the trends, issues, challenges faced by organizations in our ICP. ” I take these hacks, trying them out myself.

Ideal Customer Profile 114

Ideal Customer Profile Revelation Decision Maker Face-to-face 114

Emissary

SEPTEMBER 20, 2022

Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers. Do they empathize with others, have high emotional intelligence, or exhibit resilience in the face of rejection? Train Early, Often, and in Small Doses.

Sales Enablement 130

Sales Enablement Strategy Hiring Face-to-face 130