The Digital Sales Institute

MARCH 5, 2018

Here are a few sales training exercises to liven up your sales training. The goal of sales training is to give salespeople a set of skills and tools that radically improves their sales performance. In fact, up to 85% of sales training fails to deliver a positive ROI. Sales Training Exercises: 1.

Exercises 49

Exercises Training Course Social Media 49

Mr. Inside Sales

JUNE 17, 2022

Jeffrey Gitomer tells a great story about how he once bet a client his entire training fee on whether there were more than eight objections their sales team got on a regular basis. 7: #8: Turns out, this company’s “complicated sale” had just six objections they got 90% of the time. 2: Have to get approval. #3:

Face-to-face 156

Face-to-face How To Gatekeeper Objections 156

Alice Heiman

FEBRUARY 20, 2019

Are members of your sales team having trouble closing deals because of the objections your prospects raise? . Objections are a natural part of the sales process. When you and the prospect are taking the steps to move forward in the sales process it’s natural that objections will arise.

Objections 125

Objections How To Exercises Prospecting 125

Allego

JUNE 20, 2019

Yet when it comes to preparing sales reps for customer objections, that’s exactly what many managers tacitly say: “I know we didn’t practice responses, so just be confident and get ready to think on your feet. Salespeople dread dealing with tough customer objections. Whenever a rep gets an objection, add it to the database.

Objections 88

Objections Coaching Exercises Construction 88

Mr. Inside Sales

JULY 30, 2021

Use the following questions to help open your prospect up and to get them to reveal where they really stand, and what you need to do to move closer to the sale: #1 “I can tell that’s important to you; why does it mean so much?”. #2 If you’re a manager, this is a great exercise for a sales meeting. Happy Selling!

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

The Pipeline

AUGUST 24, 2012

In the first two installments we looked at the anatomy of the typical objection to a prospecting call, that is being an Interruption , and the Conditioned Response to Interruptions. I also told you how 80% of the time you will get one of five common objections: Status Quo. Lack Of Interest. Bad Experience. Wants to Know More First.

Objections 266

Objections Telemarketing Top of Funnel Face-to-face 266

Mr. Inside Sales

DECEMBER 19, 2021

Some people have told me it’s hard to get themselves to believe in such a big number, and they just tune out of the whole exercise as a result. ON DEMAND SALES TRAINING THAT GETS RESULTS! The post How’s That Sales Number Going? appeared first on Mr. Inside Sales. The ability to do so is truly in your hands.

Face-to-face 156

Face-to-face Gatekeeper Licensing Decision Maker 156

Partners in Excellence

APRIL 22, 2024

We were leaders driving competitive sales organizations. One of the things that always struck me in every interaction with Jim was the balance between strategic and tactical thinking in sales. While I wanted to be a systems engineer, the job was sales. ” Enjoy Jim’s story! .” ” Enjoy Jim’s story!

Exercises 73

Exercises Course Engineering Software 73

Steven Rosen

MARCH 1, 2024

In the competitive world of SaaS sales, 40% of salespeople cite prospecting as the most challenging part of the sales process, ranking it more daunting than closing or qualifying stages. 1- Increase Accountability Accountability is key to ensuring that individual sales reps are meeting their goals.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Closer's Coffee

APRIL 30, 2019

Sales rejection and objection; does it matter which comes first? In sales, these two emotions keep 90% of salespeople from prospecting. Whatever the reason, we need to get past the feelings of fear when dealing with these obstacles to making sales. How often do you get the same five objections ? Baptism by Fire.

Objections 81

Objections Decision Maker Education B2C 81

The Pipeline

JUNE 25, 2019

In Good times and bad, the one thing most sales professionals try to do is shorten the length of their sales cycle. They believe that shorter sales cycles bring several benefits, some indeed materialize, most do not. The complete opposite of what it should be, we need to focus on buying cycles to shorten sales cycles.

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Buying Cycle Sales Cycle Lead Rank Lead Scoring 241

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. What is Sales Coaching?

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Sales Coaching Coaching Hiring Analysis 130

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team. That’s where AI comes in.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

The Pipeline

OCTOBER 13, 2014

Sales is very much a balancing exercise, somewhat like a scale, to keep balanced, you need to ensure that there is as much weight on one side as there is on the other. Part of the problem is a lack of definition around value, just because it is subjective, does not mean it cannot be defined, especially in the context of a sale.

Lead Rank 299

Lead Rank Lead Scoring Scale Margin 299

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Mr. Inside Sales

AUGUST 29, 2020

You can credit Drucker for all the KPI’s you collect and measure, and for all the software that’s been created to measure all the stats in your sales process, i.e., calls, contacts, closing ratios, top, middle, and bottom of the funnel management, etc. It’s a standard exercise and step counter. appeared first on Mr. Inside Sales.

Top of Funnel 180

Top of Funnel Face-to-face Exercises Gatekeeper 180

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

Allego

JANUARY 30, 2024

If you’re involved in sales training , you know creating a training program is a multi-step and multi-person effort. For sales training to be effective, you must: Identify Specific Needs: This involves understanding the unique aspects of your product or service, the target market, and the skills or knowledge gaps within the sales team.

Training 105

Training Hiring Exercises Webinar Metrics 105

The Sales Hunter

SEPTEMBER 27, 2019

Why Relationships Matter in Sales: Think about your current customers, past customers and even solid prospects. The objective with each conversation is for you to create trust and confidence. Sales is not a solo activity; sales is a team sport, and that means having quality connection with everyone you interact with.

Sports 180

Sports Exercises Lead Rank Lead Scoring 180

The Pipeline

SEPTEMBER 28, 2021

Yet every time we do an exercise around what “you sell”, we see a different result. The goal is to align with their objective and desired outcomes. Concentrate on objectives, outcomes, and personal and corporate success, by creating focus without limiting possibilities. I know what you’re thinking, “not my team.” In The Intro.

Lead Rank 201

Lead Rank Lead Scoring Face-to-face Objections 201

Hubspot Sales

OCTOBER 4, 2023

In sales, where every conversation counts and every opportunity demands precision, your team needs more than just the ordinary training programs. Without sales training software, it would be very difficult to ensure reps are applying best practices, staying up-to-date with the products and services they’re selling, and closing deals.

Software 74

Software Software Training Hiring 74

Highspot

JANUARY 4, 2024

A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. It addresses all of sales, from product knowledge to customer relationship building. The strategy ensures reps are well-prepared to meet and exceed sales targets.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. The event was a culmination of thorough planning and conscious decisions about the learning objectives, content, fun and logistics.

InsideView 223

InsideView Scale Exercises Call-back 223

Mr. Inside Sales

JANUARY 29, 2021

When I ask that question at a sales conference, the majority say no, they can’t. They think about the effort and endurance it takes; they think about the last time they tried to run; they consider their current physical shape and their lack of an exercise routine. ON DEMAND SALES TRAINING THAT GETS RESULTS! But you can do it.

Face-to-face 187

Face-to-face Gatekeeper Licensing Decision Maker 187

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

Mr. Inside Sales

MAY 1, 2020

3) If you’re in outside sales and now have to do sales from inside, then you’d better learn how to prospect and close sales by phone. I can help: I just released a 7-Session Core Inside Sales Training program, On Demand. And for all you inside sales reps, guess what? Invest in yourself and your sales team today.

Strategy 159

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

Zoominfo

OCTOBER 27, 2022

Experiences like these often contribute to a strong work ethic, high motivation, and better job performance — one key reason that a diverse and inclusive sales culture has far-reaching benefits. Diverse Sales Teams Outperform Their Competitors As sales leaders, we care about our teams hitting their quotas.

Hiring 130

Hiring Lead Rank Lead Scoring Survey 130

The Pipeline

JULY 21, 2014

You know sales is a lot like politics, some are isolationists, others realize we live in a big world with plenty of room for all to thrive, and not always at the expense of others, I guess these would be the inclusionary camp. Managing those initial objections is part of the job. By Tibor Shanto - tibor.shanto@sellbetter.ca .

Cold Calling 299

Cold Calling Prospecting Referrals Sales Qualified Lead 299

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. 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? But before we dive into sales training ideas, let’s clarify what we mean when we talk about sales training. What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

Allego

MARCH 30, 2023

Sales reps never seem to have enough days in the month for all the phone calls, emails, meetings they need to have with buyers. Add to that the management and administrative tasks that go with every sale, and even top performers may end up exhausted and frustrated. Sales training is one solution. You need a different approach.

Training 62

Training Face-to-face Exercises Maximizer 62

The Pipeline

JULY 6, 2017

Many in sales look at summer as a time where they can slow down a bit, reflecting what they believe to be the pace of things around them. Consisting of instruction by me, exercises, and tools, the same program clients have used to increase conversions and pipeline by over 25%. Objectives.

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Prospecting Segment Objections Pipeline 245

The Pipeline

JULY 16, 2019

For sales, that common purpose something other than an “enemy.” The common goal in sales is winning your prospect’s prospect. Many who sell in a “complex sales” environment continue to define their value in ways linked to features, not business impacts. Who’s Paying For This? Mostly through the lens of their product.

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Prospecting Trade Show Objections Buyer 284

LeadFuze

MARCH 9, 2021

Here is a fact, your sales reps learn by doing, not by listening. Sales role play scenarios are among the classic approaches you can use to: Prepare your new hires for real-world buyer-seller interactions. You need ideas for sales role play that upgrades your sales reps’ skills? What to sell during a sales role play.

Hiring 105

Hiring Training Sales Qualified Lead Exercises 105

Mindtickle

JUNE 29, 2021

Whether you’re taking up a new hobby or developing on-the-job skills in a sales role, it’s true what they say: Practice makes perfect. There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. The value of sales role-play.

Negotiation 105

Negotiation Exercises Objections Coaching 105

The Pipeline

JANUARY 26, 2021

The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Not just know, but plan for and manage like any other element of sales success. You can focus on improving other variables of the sale. I will not comment on how things come to pass here, but there is merit to the exercise.

Churn 310

Churn Quota Margin Exercises 310

The Pipeline

JULY 14, 2014

A large part of the problem is that a lot of the advice is focused on how to avoid the unpleasant aspects of the exercise, most specifically the objection/rejection. Sales Execution Sales Skills Tibor Shanto' Much like the ab machines which promise a swimsuit figures in just five minutes a day. I am the Zomby Woof ).

Cold Calling 308

Cold Calling Social Media Call-back Exercises 308

Mindtickle

MAY 1, 2023

It’s the same idea behind sales certifications. It’s your way to measure whether a new hire is ready for actual sales — how much knowledge they retained, where the gaps are, and what they’ll be able to utilize when face-to-face with a customer. All you have to do is determine which key skills a sales rep must demonstrate to pass.

Hiring 52

Hiring Face-to-face How To Case Study 52