No More Cold Calling

NOVEMBER 3, 2016

Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice— deliberate practice. B2B sales reps don’t get good overnight either. Want your sales team to build permanent, repeatable, effective referral selling skills?

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

Richardson

MARCH 18, 2020

The decision to pursue sales training comes down to three letters: ROI. Leaders face considerable direct and indirect costs. Direct costs consist of the cash outlay needed to engage professional sales trainers and corresponding digital solutions.

Selling Skills 52

Selling Skills Training Face-to-face ROI 52

Mr. Inside Sales

MAY 22, 2021

Mindset determines the actions you take, how you deal with adversity, how much you use good selling skills (and how much you invest in them), and how you adapt to the changing conditions around you. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Partners in Excellence

SEPTEMBER 24, 2018

We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. Classically, marketing’s focus is on creating interest and awareness, then driving demand. Likewise, sales shouldn’t be waiting for marketing to create awareness and demand.

Marketing 95

Marketing Face-to-face Lead Rank Resources 95

Allego

NOVEMBER 4, 2021

On average, sales reps don’t know the answer to 40% of product questions asked by customers. That’s just one of the many surprising findings from new Allego research on the current state of sales enablement for companies nationwide. The report, Who Owns Sales Enablement? Top Pain Points of Sales Enablement Teams.

Research 143

Research Buyer Hiring Sales Enablement 143

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. Most Critical Skill Gaps. Field Sales vs. Inside Sales. But there’s more to it.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

MTD Sales Training

APRIL 15, 2020

This word of mouth marketing you would get from being going that extra mile is a worthy investment of your time and will contribute massively to the growth of the business you work for. Want to improve your customer service and retail selling skills? Please check out our Retail Sales Training solutions.

Retail 177

Retail Customer Face-to-face Customer Service 177

Richardson

JULY 9, 2020

Commercial banking is facing a period of transition. Commercial banks face credit losses expected to total anywhere from $400 billion and $1 trillion between 2020 and 2024, according to data from McKinsey. In only a few months, the global pandemic has begun to reshape the industry.

Selling Skills 52

Selling Skills Automotive Banking Transportation 52

MTD Sales Training

APRIL 19, 2020

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. Are there major differences between doing this face to face and on-line? Don’t try to ‘sell’.

Meeting 156

Meeting Face-to-face How To Call-back 156

Allego

JANUARY 25, 2022

In episode 38, commercial leader Terry Coutsolioutsos shares how digital transformation helped solve the biggest challenges facing Siemens’ customers, created better experiences for sellers, and fostered a more diverse and inclusive culture. He has 25 years of medical device experience across multiple market segments.

Lead Rank 118

Lead Rank Lead Scoring Buyer Google 118

The Sales Hunter

MARCH 15, 2013

One challenges many CEOs face is to finding a way to balance the role of Sales with the role of Marketing. The role marketing must play is in being the keeper of the brands, names, and the equity of what the business stands for. This is what makes the Marketing vs. Sales issue so difficult to manage.

Sales Leadership 183

Sales Leadership Marketing Face-to-face Groups 183

Gong.io

AUGUST 15, 2018

“We had a ton of inbound leads,” Paul told me with a serious look on his face. Having spent his career running sales teams at Salesforce.com, Paul Snelson now found himself leading the 70-rep sales organization at TouchBistro. Like many SaaS sales teams, Paul has a specialized sales model. What happened?

Selling Skills 78

Selling Skills SalesForce Inbound Lead Rank 78

Highspot

JANUARY 14, 2024

Around 80% of buyers and sellers favor digital self-serve and remote human engagement over face-to-face interactions for a seamless buying experience. In turn, businesses have to adapt and innovate in virtual selling. Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Mr. Inside Sales

MARCH 20, 2020

In my continuing blog series on how to handle the stalls, objections, and real-world situations in sales caused by the Covid-19 pandemic, below you’ll find some suggested email responses to situations you may be running into. Couple of things to remember about this challenging time: Don’t pressure people right now. Until then, be well!”.

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

Steven Rosen

JANUARY 14, 2024

In this episode of the Sales Awakening podcast, Steven Rosen and Colleen Stanley dive right into the execution challenges. We need to identify the critical success factors and narrow them down to three manageable items. “Change management is sales management, and that’s going to make the difference.”

Strategy 156

Strategy Sales Leadership Competition Coaching 156

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales?

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Pipeliner

NOVEMBER 28, 2023

Sales process adherence is often overlooked, but it is crucial for the success of any sales organization. When a sales team follows a defined process consistently, it can lead to increased sales, improved customer satisfaction, and reduced costs. Complete each step before moving on.

Sales Process 59

Sales Process Video Comparison Face-to-face 59

The Sales Hunter

SEPTEMBER 26, 2013

I recently watched a very capable salesperson get completely flustered because the sales materials he had weren’t in the order he wanted them. He opened the sales meeting beautifully and then began walking the customers through the materials. Copyright 2013, Mark Hunter “The Sales Hunter.”

Consultative Selling 201

Consultative Selling Face-to-face Motivation Selling Skills 201

Allego

MAY 31, 2022

Recently, Bob Basiliere, Vice President of Sales at Allego, and Wayne St. Amand, Chief Marketing Officer at Allego, joined Gerhard Gschwandtner, Founder and CEO of SellingPower magazine, to explore this topic. Best Practices for Leading Virtual Sales Teams. 4 Virtual Selling Best Practices.

Face-to-face 62

Face-to-face Consumer Buyer Coaching 62

SBI Growth

SEPTEMBER 14, 2013

Oh, and while you have to face the challenge of ramping a new rep. We find numerous obstacles Sales VPs and Sales Managers face. Timing the market by switching out one rep for the other ‘over the weekend.’. This is called sales hiring gymnastics. It wastes time and costs sales.

Hiring 300

Hiring Face-to-face Lead Rank Lead Scoring 300

Sales and Marketing Management

MARCH 8, 2018

Author: Tim Houlihan Is HR telling you your millennial sales reps don’t like their incentive plans? Furthermore, it’s been successfully tested on some of the world’s largest sales forces. Kurt Nelson, president of the Lantern Group, a sales incentive and communication consultancy, has modified the 4-Drive Model for sales.

Incentives 198

Incentives Incentive Lead Rank Pharmaceuticals 198

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. Coaching is more of a challenge today, with sales reps often working remotely from their home offices. What is sales coaching?

Sales Coaching 111

Sales Coaching Coaching Face-to-face Sales Enablement 111

Hubspot Sales

APRIL 30, 2020

The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. But although sales terminology might have changed, the basic principles of the selling process haven’t changed that much. The 7 Steps of the Sales Process. A lot has changed since then — or has it?

Sales Process 140

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 140

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. Today, we do the same for sales reps. 2. Sales Hacker.

Channels 187

Channels Face-to-face Video Hubspot 187

Mereo

FEBRUARY 8, 2023

If your sales model does not serve more than 10 channels — your organization risks slow growth and even buyer loss. In fact, in a recent McKinsey report , respondents preferred equal access to traditional in-person selling, remote forms of selling and self-service buying. What channels should your selling company invest in then?

Face-to-face 41

Face-to-face Channels SalesForce Buyer 41

The Sales Hunter

OCTOBER 15, 2013

Discussing with a salesperson the concerns he or she is having closing sales is something I do quite a bit. He wanted to walk me through one example after another about sales he lost because his boss wouldn’t cut the price. Until that happened, he would be faced with rejection 100% of the time.

Discount 245

Discount Face-to-face Territories Selling Skills 245

Vengreso

MAY 11, 2020

Consider this metaphor for your B2B sales team. Many athletes however, use the offseason to do strength training, stay healthy, and work on specific skills development to improve their game. They arrive at camp in great shape and even more skilled in an area of their game that needed improvement. Guess what?

B2B 121

B2B Ideal Customer Profile Face-to-face Hiring 121

Allego

OCTOBER 9, 2020

Learn how you can adapt to remote selling, develop a virtual presence, and proactively set your company apart. She works with commercial, marketing and medical leadership teams to develop custom training strategies and solutions that target disease and brand awareness. Episode 11: Developing Advanced Selling Skills | Courtney Ness.

Pharmaceuticals 71

Pharmaceuticals Face-to-face Biotechnology Journal 71

Partners in Excellence

NOVEMBER 28, 2022

” We spend billions in teaching sellers how to sell, endless training on products, more sales skills training. Selling would be great if it weren’t for these buyers that don’t know how to buy! Let’s face it, in complex B2B, buyers suck at buying! But what does this really mean?

Buyer 102

Buyer Face-to-face Proposal Up-Sell 102

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. With the term “content assets,” we mean all assets that customer-facing professionals need along the entire buyer journey to effectively serve their prospects and customers. In detail, those content assets cover customer-facing content types (e.g.

Face-to-face 59

Face-to-face Case Study Study Lead Gen 59

Women Sales Pros

AUGUST 2, 2019

Great sales leaders incorporate storytelling into their daily training and coaching.Everyone has heard a great speaker at some point in their career. Then invite your clients to join a sales meeting to tell the sales team their story of how your products and services are making their lives easier and keeping them more competitive.

Sales Leadership 89

Sales Leadership Chemicals Face-to-face SalesForce 89

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results. Sales effectiveness is where enablement efforts translate into sales results.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Partners in Excellence

AUGUST 31, 2022

This may be my own ignorance of programs leading sales enablement organizations are implementing. It’s driven by an observation about discussions I hear among sales enablement folks and observations from perusing my feeds. Again, this is one of those posts where I have to issue a disclaimer upfront.

Sales Enablement 52

Sales Enablement Banking Face-to-face Segment 52

Mindtickle

JUNE 19, 2020

A remote workforce can be difficult to navigate especially for sales enablement leaders. Regardless of location, sales enablement leaders must keep customer-facing teams actively engaged. It needs to be closely aligned with the steps and activities sales reps execute as part of the process.

Coaching 90

Coaching Face-to-face Sales Enablement Trends 90

Partners in Excellence

MARCH 15, 2022

Most of our “sales processes” are failing us. First, sales people don’t pay attention to them or execute them poorly. Second, we have outdated views of the sales process. Having said this, a sales process is very important–not just to us, but also to our customers. As a result, they get lost.

Sales Process 81

Sales Process Face-to-face Sales Relationals 81

Mereo

MARCH 1, 2023

Many B2B organizations already practice some form or another of value selling — because most organizations understand they need to be driving key outcomes for buyers to succeed for the long-haul. This unifying asset provides a basis to align all buyer-facing teams. marketing campaigns and sales prospecting are more targeted).

Lead Rank 41

Lead Rank Lead Scoring Sales Qualified Lead B2B 41

Allego

JANUARY 6, 2023

2023—It’s a new year with new sales goals and expectations. 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? How do you ensure your sellers use the content that marketing creates? Top 5 Sales Enablement Webinars.

Webinar Metrics 62

Webinar Metrics Sales Enablement Buyer Coaching 62