Allego

MARCH 30, 2021

How are successful teams adapting their coaching to ensure sales reps can find and close deals despite the challenges of virtual selling ? With reps working remotely, sales leaders are often no longer physically in the same building for observation and mentoring of their team. This model is a four-step pyramid.

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Coaching How To Sales Coaching Film 160

Janek Performance Group

JUNE 13, 2023

” This is the famous line Alec Baldwin delivers in a sales meeting from the movie Glengarry Glenn Ross. On the one hand, they have glamorized the world of sales, depicting charismatic and persuasive individuals who navigate high stakes deals with finesse. The sales lessons are clear. Coffee is for closers.”

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Film Face-to-face Hiring Decision Maker 62

Sales Hacker Training

MAY 27, 2021

That means thinking of the sales team as remote-at-heart, not remote-by-default. Running a sales team without face-to-face communication. Remember the sales floor when it existed in physical reality? In this new era, walking the sales floor means: Keeping the team in sync digitally. Reimagined sales coaching.

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Face-to-face How To Coaching Software 130

Vendor Neutral

JUNE 1, 2021

How to Change Your Sales Presentations. Gone are the days of dry, agenda-driven, product-focused sales presentations. Join our free webinar to learn how industry leaders are shifting their thinking to create sales presentations that actually work in today’s landscape! to Drive Customer Engagement. REGISTER NOW. Our Panelists.

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Constant Contact Webinar Metrics Film Customer 52

Allego

JANUARY 21, 2021

Companies today are migrating from a legacy sales leadership and relationship management approach to one powered by sophisticated in-house analytics systems. Sales Manager, Manage Thyself. As much as financial advisor tools have transformed the asset and wealth management industry, people remain the ultimate decision-makers.

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Face-to-face Analytics Film Lead Rank 139

Janek Performance Group

MARCH 15, 2024

In B2B sales, success is often the result of strategic planning, deep customer understanding, and execution. Elements are evident in the films, A Star is Born, Mannequin , Weird Science , and Pretty Woma n. The Pygmalion Effect in B2B Sales Of course, sales is a dynamic and competitive profession. Hard work counts.

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Coaching Film B2B LinkedIn 62

Hubspot Sales

OCTOBER 4, 2019

How mature is your organization’s sales enablement structure? Sales enablement is the process of providing your company’s sales team with the resources they need to be successful. Common sales enablement resources include tools, automation, content, and information that prepares your reps to close new business.

Pivotal 77

Pivotal Collateral Sales Enablement Scale 77

Lessonly

JULY 29, 2019

Weekly 1-on-1 meetings are an integral part of the growth and performance of any sales team. The coaching a manager provides to her sales reps helps improve their skills and ensure they’re focused on the right sales activities that promote growth. Here are the big three: Game film using your conversation intelligence platform.

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Sales Enablement Film Tools Coaching 20

Showpad

NOVEMBER 24, 2020

Accelerating sales is not only possible, but it’s a challenge the entire organization should accept, creating the sales equivalent of the “rally around the flag” effect. Let’s examine how to accelerate sales even when prospects aren’t biting. unexpectedly poor sales performance is debilitating. It demoralizes employees.

Lead Rank 52

Lead Rank Lead Scoring How To GoldMine 52

Mindtickle

JANUARY 29, 2024

It’s like a digital sales floor, where you still have that interaction you’d have in an office, but you have the data and the film to go back and watch. On a typical day, I might submit my forecast , and I’ll also see I have a message from enablement saying I’ve got a piece of training to take.

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Closing Top of Funnel Forecasting Film 52

Showpad

JANUARY 29, 2021

Congratulations, your business has sales coaching software! Now, the hard part begins — actually making effective use of your sales coaching software. This can be the case for sales coaching software. As sales coaching software — and so much more — Showpad can help you enable and empower your sales force.

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Sales Coaching Software Software Coaching 52

Janek Performance Group

AUGUST 24, 2021

While this can present challenges for sellers, it also presents opportunity for consultative sales pros to achieve more than a mere short-term sale. More than a foundation for sales, this positions sellers to solve problems their clients didn’t know they had. In sales, there is no sure thing. Active Listening. Resilience.

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Film Buyer Decision Maker Case Study 118

Showpad

OCTOBER 3, 2019

The best films tell stories about a hero’s journey that audiences connect to, never want to end, and never forget. Wouldn’t it be great if Sales organizations could create that same experience for prospects and customers? Sales and Marketing teams can create the best buyer experience through a compelling story.

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Film Demographics Social Media Buyer 40

Bigtincan

JANUARY 19, 2022

One of the first questions many companies face when seeking a content management solution is whether they should buy a sales enablement platform like Seismic or Bigtincan or just build their own. In our experience, training and coaching are crucial to building a quality sales team. Build Your Own or Buy? Add a timeclock.

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Enterprise Enterprise Hiring Lead Rank 52

Allego

APRIL 22, 2020

When it comes to training, that’s how many sales managers feel every day. Without “game film” there’s no way to know exactly what reps are saying. Allego’s new Call Coaching capability solves this challenge for busy sales managers. Watch our overview video to learn more about Call Coaching. Unrivaled Insight and Actionability.

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Coaching Film ACT Video 62

Chorus.ai

SEPTEMBER 5, 2019

If your sales curriculum doesn’t exist or is in need of a major facelift, you’re not alone. Many sales leaders admit that they have little to no formal sales curriculum in place. Yet without a curriculum, sales training often falls to the wayside. And when sales training is neglected, numbers are missed.

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Top of Funnel Training Hiring Film 54

Nutshell

JUNE 3, 2020

In sales and marketing circles, it’s become trendy to praise great copywriting as the secret weapon that divides successful brands from the rest of the pack. Well-written landing pages , cold emails , and sales enablement content are critical to converting leads into customers. Does this sound familiar? GET THE GUIDE.

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Film Analytics Conversion Benefit 122

Highspot

MARCH 3, 2022

For the last two years, virtual sales calls have prevailed. And while most sellers didn’t believe they could be as effective virtually as in-person at the beginning of the pandemic, companies have adapted — and based on their enablement strategies and technology, some have adapted more easily than others. The Research Takeaways.

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Research Buyer Face-to-face Decision Maker 52

Hubspot Sales

DECEMBER 19, 2017

Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Sales tools are different; they’re basically the phone book and your business card. So let’s dive into the expertise you need to develop now to succeed in the next evolution of sales.

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Analysis Scale Film Video 129

Chorus.ai

APRIL 25, 2019

The Chorus Science team has used its advanced AI-based conversation intelligence platform to analyze more than 4 million sales conversations in 2018. There was no clear difference in the rep’s performance level, quota attainment, or sales cycle time that made one style more favorable than the other. Onboarding Training Methods.

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Top of Funnel Banking Buyer Persona Film 48

Gong.io

NOVEMBER 11, 2019

The Evolution of Sales Enablement. Listen to the behavior of the sales team. Nine years ago when we started the company, sales enablement really wasn’t a category. We knew we wanted to fix that fundamental problem of connecting Marketing and Sales. The Role of Data in Sales.

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Film Hiring Buyer Persona Revenue 48

Gong.io

SEPTEMBER 30, 2022

We heard from Gong users in roles across Sales, Enablement, Marketing, and Customer Success. Let’s start with 6 suggestions from Sales Directors. 6 Gong Deals best practices from Sales Directors. Sales managers don’t like surprises. As we say all over our website (and marketing/sales copy), Unlock Reality.

Lead Rank 62

Lead Rank Lead Scoring Hiring Coaching 62

Pipeliner

FEBRUARY 11, 2020

In my last article “ CRM in 2020 – The Suite Versus Best-of-Breed “, I discussed the battle between the “suite” approach to software production and sales , versus best-of-breed. An example from my own industry is marketing and sales—a CRM bundled with a marketing automation application. Competition.

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Strategy Microsoft CRM Film 84

Chorus.ai

OCTOBER 3, 2019

In startups and other fast-growing companies, sales organizations are so busy chasing customers and revenue that they fail to focus enough time and attention on building a strong foundation that will support their long-term success. And what is that doing to the selling price and the length of the sales cycle?”.

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Infusion Film Coaching Survey 48

Sales Hacker

JUNE 20, 2019

Well, in a previous life, I spent six years selling to, and thereby studying, Sales Operations. Want a quick debrief on what I learned about Sales Ops ? 1) Sales Ops gets hired too late , from everyone’s point of view. They come after a VP Sales, but before Sales Enablement. A Little Background.

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Lead Rank Coaching Hiring Sales Enablement 69

DocSend

DECEMBER 20, 2019

It’s often tempting to craft your sales pitch deck around what you know about your product. The secret to a sales pitch deck that closes more deals is a powerful story. That’s a lesson we learned first-hand when we decided to overhaul our own sales pitch deck. Do an audit of your sales pitch deck and other sales collateral.

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Closing Collateral Scale Film 72

Janek Performance Group

FEBRUARY 7, 2023

“We have a game-changing, disruptive technology, but the economic environment is slowing down our sales,” said a CEO recently. There needs to be more than technological innovation to ensure sales success. Companies with good sales strategies do. More than innovation is needed to ensure sales success.

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Decision Maker Scale Lead Rank Transportation 62

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Sales Enablement. Sales Enablement. Doug Winter, Seismic co-founder and CEO. Headcount exceeds 800 across 12 offices.

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Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Chorus.ai

DECEMBER 1, 2020

Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. We’ll get to individual sales objections in time.

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Objections Case Study ROI Lead Rank 73

DocSend

AUGUST 23, 2017

When building your next sales deck, keep one thing in mind: Prospects don’t care about your product. It’s often tempting to craft your sales deck around what you know about your product. The “secret” to sales content that does close more deals? Hey now, your sales deck (might not) be an all-star. A powerful story.

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Scale Collateral Film Prospecting 75

Gong.io

JANUARY 12, 2021

As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. Sales Development Rep, Carolyn Dorricott. Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019. Top sales reps are also objection-handling pros.

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Follow-up Video Account Objections 118

Chorus.ai

SEPTEMBER 26, 2019

You need a strong personality to succeed in sales - a combination of grittiness under pressure and true smarts makes for the perfect sales rep. In order to manage a whole team of those personalities, a sales team manager has to have a pretty strong personality themselves. How Do You Go About Setting Goals For Your Sales Team?

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Hiring Sales Management Motivation Call-back 48

Vengreso

JULY 10, 2023

Unlocking the power of sales might seem like a Herculean task, but with the right approach, it can become an achievable goal. Sales goes beyond merely selling products or services; it involves comprehending the desires of your customers and providing tailored solutions that meet their individual needs. What is Sales?

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

DocSend

APRIL 20, 2019

When building your next sales deck, keep one thing in mind: Prospects don’t care about your product. It’s often tempting to craft your sales deck around what you know about your product. Perhaps, you have an impressive list of marquee customers for your sales deck, or an advanced set of features that your competition doesn’t have.

Scale 40

Scale Collateral Film Prospecting 40

Showpad

JANUARY 12, 2021

Axiom saw a 28% year-over-year increase in the 12 months average sales compared to new hires who didn’t go through a formal onboarding program. We had a VP of sales and a few tenured sellers record a number of their meetings and it took off. We always tell our sellers that even the best athletes in the world watch game films.

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Hiring Company Face-to-face Scale 52

Chorus.ai

NOVEMBER 11, 2019

Discovery calls often make or break your sales process. When handled well, they can provide deep insights into how to close deals faster and at higher deal values by allowing you to smoothly navigate the sales process. Discovery calls are more likely to take place one-on-one when compared to calls later on in the sales cycle.

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Lead Rank Lead Scoring Cold Calling Call-back 73

DialSource

JANUARY 16, 2020

Leveraging decades-long experience in children’s entertainment, Lego has created a catalog of mobile apps, video games, digital films, and streaming content that aligns with a new generation of digitally-enabled consumers. . Digital Transformation in Sales. Another example is Under Armour’s mobile app, Connected Fitness.

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Ideal Customer Profile Consumer Face-to-face Objections 41