Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. What is Sales Closing and Why Is It Important How Does the Sales Closing Process Work? Closing is about finalizing a sale and creating a lasting relationship that can lead to more opportunities.

Closing 52

Closing Training Lead Rank Negotiation 52

Sales Training Connection

MARCH 3, 2014

Sales coaching – leverage trigger events. Sales coaching – sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it. The “it” of course is sales coaching. Sales Coaching and Trigger Events.

Sales Coaching 105

Sales Coaching Coaching Software Software 105

Pipeliner

JANUARY 4, 2018

“A man (or woman) who is trained to his capacity will gain confidence. This is a quote from the immortal Vince Lombardi, considered by many to be the greatest coach in football history. It’s also a quote that should be taken to heart by sales managers. Know when to train and when to coach.

Sales Coaching 74

Sales Coaching Coaching Selling Skills Outbound 74

BrainShark

MAY 3, 2022

Building and maintaining an effective sales training program is a difficult and continuous process. Brainshark , a Bigtincan company, is a sales enablement solution that: Makes creating training content easy. Helps you track sales reps’ learning progress. How long will your training materials be?

Training 71

Training Hiring How To Course 71

BrainShark

MAY 2, 2022

Virtual sales training is any synchronous or asynchronous learning provided online or via a digitalized experience. This means training can be delivered across multiple locations simultaneously and, in the case of asynchronous learning, at any time that’s convenient for the trainee. Assessing whether reps are ready to sell.

Training 71

Training How To ROI Course 71

Sales Training Connection

MAY 9, 2014

Jason Kanigan at Salestactics.org interviewed Richard about sales training trends earlier this week. Some of the points raised were: Upgrading sales teams is a continuous challenge given the changing sales environment. Most companies have purchased some sales training – especially around basic selling skills.

Trends 115

Trends Training Sales Coaching Coaching 115

Janek Performance Group

MAY 9, 2022

Recruiting and hiring future sales reps for your organization requires a different criterion than it did in the past. Do you believe in the mantra, “Hire for Attitude, Train for Skill?” Of course, skill is still important. For example, did they excel in school or sports? The EQ vs IQ Dilemma.

Hiring 62

Hiring Training Lead Rank Lead Scoring 62

Sales Training Connection

FEBRUARY 23, 2015

Sales coaching. People who are knowledgeable and experienced in sales excellence know sales coaching is worthwhile; it can make a difference; and it needs to be a priority. Sales pros agree sales coaching is a necessity if you want a world-class sales team. Enter Trigger Events.

Sales Coaching 50

Sales Coaching Coaching Energy Face-to-face 50

Steven Rosen

JANUARY 14, 2024

Full Episode Article: Title: “Strategy is Sexy, Execution Sucks” Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen Introduction Strategy can be perceived as sexy, while execution often falls short of expectations. This can be attributed to several common themes.

Strategy 156

Strategy Sales Leadership Competition Coaching 156

Mindtickle

APRIL 26, 2017

If you’re not sure how you’re making your number, it may take a lot more of your time to identify the right market trends, analyze your competition, understand falling sales behavior and adjust your sales coaching program. Being a sales leader is like being a jockey. Social selling skills. Elevator pitch.

Sales Coaching 52

Sales Coaching Coaching Lead Rank Lead Scoring 52

Mindtickle

APRIL 26, 2017

If you’re not sure how you’re making your number, it may take a lot more of your time to identify the right market trends, analyze your competition, understand falling sales behavior and adjust your sales coaching program. Being a sales leader is like being a jockey. Social selling skills. Elevator pitch.

Sales Coaching 52

Sales Coaching Coaching Lead Rank Lead Scoring 52

Sales Training Connection

OCTOBER 9, 2013

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team. ©2013 Sales Momentum ®.

Sales Management 124

Sales Management Face-to-face Sales Leadership Quota 124

Allego

NOVEMBER 10, 2022

Leading sales organizations recognize the power of automation and are adopting technology to help both their sales managers and their sales reps. For example, sales managers are using automation to inspect more deals in play, coach more reps, and provide ongoing training. “A Conversation Intelligence.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

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

Showpad

JUNE 29, 2021

Sales effectiveness is where enablement efforts translate into sales results. This domain is all about how effective customer facing professionals are at each stage of the sales cycle. Before we go into the details of this domain, let’s first visit how selling has changed during the pandemic. Regularly and consistently.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Showpad

DECEMBER 12, 2023

If a business leader cannot recognize that you are making a substantial contribution to the business, your sales enablement initiative won’t survive. The main challenge is not often “how to create more content or training” for the sales team. What I see so often is that long sales cycles stress out the sales leadership team.

Sales Enablement 52

Sales Enablement Hiring Lead Rank Sales Methodology 52

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Attend sales training.

Film 135

Film Hubspot Sales Cycle Lead Rank 135

Pipeliner

APRIL 11, 2023

Employees can concentrate more fully on their work by fostering effective communication and conflict resolution skills, yielding better results and higher job satisfaction. For example, imagine an employee who was previously hesitant to speak up during team meetings due to a fear of conflict.

Coaching 52

Coaching Face-to-face Cold Calling Retention 52

Klozers

JUNE 5, 2014

Sales Training Consultants can deliver a huge impact to your organization, but from our own experience there is often confusion about what exactly they do. Sales Training Consultants. A good Consultant may also recognize any need for a Change Management process prior to starting any Sales Training program.

Hiring 44

Hiring Training Sales Coaching Social Media 44

Allego

JANUARY 6, 2023

How can your sales team do more with fewer resources? What’s the most effective way to train your reps and get them selling faster? Do your sales reps have the skills to sell in virtual or hybrid settings? At the same time, they need to work harder to sell their products and services.

Webinar Metrics 62

Webinar Metrics Sales Enablement Buyer Coaching 62

Partners in Excellence

DECEMBER 6, 2018

I’ve written a lot about the need for new skills for sales people, the traditional selling skills are in sufficient for success in the future. I’ve even gone so far as to suggest we stop training sales people in traditional selling skills, focusing on skills critical for the future.

Face-to-face 74

Face-to-face Lead Rank Selling Skills Networking 74

Miller Heiman Group

NOVEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made.

Chemicals 75

Chemicals Sales Management Top of Funnel Lead Rank 75

Allego

JANUARY 20, 2022

Key criteria for creating a strong sales employee experience, according to their research: Easy to use tools and processes. A culture of people helping one another: good internal relationships and ability to leverage the expertise of others, for example. The State of Virtual Sales Coaching: 5 Tips to Help You Adapt this Quarter.

Webinar Metrics 62

Webinar Metrics Sales Enablement Trends Coaching 62

Gong.io

SEPTEMBER 26, 2022

They might be browsing their feeds or texting during a sales pitch, which means they may miss crucial details. Training virtual teams. It’s easier to conduct sales training when your reps are in the same location. Develop product knowledge training. Sales reps must know your products or services inside and out.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Vengreso

NOVEMBER 18, 2020

Face-to-face meetings have been replaced by video conferencing, and many sales leaders are scrambling to train their sales teams on how to sell remotely. A 2020 study by the RAIN Group found that pre-pandemic, only 27% of respondents reported conducting more than half of their sales activities virtually.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Hyper-Connected Selling

MARCH 17, 2020

Unfortunately, lurking underneath the seeming simplicity of digital selling are a number of complications that differentiate these new sales activities from business as usual. If you try the training and coaching approaches that worked in the past, you’ll soon find yourself stuck in the mud.

Social Selling 59

Social Selling Coaching LinkedIn Ideal Customer Profile 59

Sales Training Connection

SEPTEMBER 28, 2012

So when recently we came across a Harvard Business Review blog by Steve Martin about five types of internal coaches, we thought it was useful to highlight what Steve had to say. Steve makes the interesting point that five different types of internal coaches can exist and only one type is what we would label a true internal champion.

Coaching 108

Coaching Account Training Up-Sell 108

Mindtickle

JUNE 19, 2020

Personalizing and adapting two-way communication, enabling new and upgraded remote selling skills while enabling visibility and the ability to intervene with proactive coaching (even at a distance) is a North Star for the emerging normal. Enabling this requires the following: .

Coaching 90

Coaching Face-to-face Sales Enablement Trends 90

Alice Heiman

SEPTEMBER 13, 2021

Here’s an example from Park’s course. . Top sales professionals know the importance of deeply connecting with prospects and converting them into life-long customers to exceed sales goals. Good salespeople should be able to sell in any situation, virtual or otherwise. So give them what they need to do so.

Referrals 96

Referrals Cold Calling Account Based Marketing Conversion 96

Lessonly

JANUARY 31, 2022

If you’re ready to build a foundation for great social selling, then you should make sure that your sales toolbox includes three key tools. . Sales training. Sales training is essential for any sales or marketing job, not only for new hires but also for veteran employees. Sales enablement.

Social Selling 26

Social Selling Tools Social Media Hiring 26

Vengreso

MARCH 22, 2022

We will teach you all about sales hiring: what it is, what it isn’t, and how to get it done. Sales #hiring is a #keytopic for #salesleadership today, know how you can #hire the right people out of the gate for maximum sales #success? Need to improve your company sales cycle. Want to upgrade your sales organization.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

We will teach you all about sales hiring: what it is, what it isn’t, and how to get it done. Sales #hiring is a #keytopic for #salesleadership today, know how you can #hire the right people out of the gate for maximum sales #success? Need to improve your company sales cycle. Want to upgrade your sales organization.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Keith Rosen

MARCH 5, 2020

While many managers believe they are coaching their sales team, the hard truth is, they’re not. They’re doing something else, such as telling people what to do, putting out other people’s fires, training, directing, counseling, mentoring or advising. Example: “Don’t you think it would be a good idea to….”

Coaching 106

Coaching Account Conversion Motivation 106

SalesLoft

SEPTEMBER 1, 2022

The Importance of Effective Sales Coaching. As a start to our sales coaching journey, let’s begin by understanding why effective sales coaching is so important. . Selling is a constantly evolving practice. In turn, sales reps gain the insights and knowledge to sell confidently. .

Sales Coaching 52

Sales Coaching Coaching Data Channels 52

The Brooks Group

OCTOBER 11, 2017

Unfortunately, many salespeople sell on price—and that’s because they’ve never been trained in the skills necessary to build value and negotiate effectively. Here are several examples of how you can protect your margin while giving your salespeople some degree of pricing authority: . Incentivize on Margins.

Discount 56

Discount Margin Negotiation Face-to-face 56

Sales Training Connection

FEBRUARY 17, 2012

Sales Role Plays. If you are a sales person and have been to a sales skills training program in the last 25 years, there is a 99% chance you have participated in a role play. They are the most common type of learning activity used by training vendors and in-house training departments. Up-front work.

Training 84

Training Coaching Buyer Up-Sell 84

Sales Hacker

JULY 25, 2022

Read: A Sales Coach’s Tactical Guide on Setting the Right Goals for Sales Reps. Sales development managers shoulder a host of responsibilities, but their biggest job is to coach their reps. SDR manager’s goal: Coach reps to keep the top of the funnel full. Average sales cycle length. Close rate.

Engineering 99

Engineering Revenue Top of Funnel Sales Qualified Lead 99