Janek Performance Group

APRIL 17, 2024

Through consistent follow-up and relationship-building activities, BDRs can expand sales pipelines. This is accomplished by uncovering additional opportunities and cross-selling/up-selling to existing clients. They are tasked with acquiring new business.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

SBI Growth

JANUARY 1, 2014

Follow the 4 step process below to start this year off right. Step 2: Identify Training Needs and the Training Program. Your training program should incorporate different modalities, topics and methods. Training should be focused on helping your sales reps identify prospects and close deals. Ramping new sales reps.

Training 282

Training Buyer Persona Hiring How To 282

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

Fashion 105

Fashion Software Software Training 105

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. But she also knew she needed to get up to speed very quickly. Automating call transcription in each local language is crucial for teams that need to understand what’s happening across territories and markets.

Analysis 130

Analysis Territories Scale SalesForce 130

LeadFuze

OCTOBER 11, 2023

Navigate these waters with ease – join us as we chart out a course through the vast ocean of best sales training podcasts. Welcome aboard as we chart out a course through the vast ocean of best sails training podcasts. In fact, sales training podcasts are emerging as a preferred learning tool for many professionals in the field.

Training 52

Training Webinar Metrics Industry Resources 52

Hubspot Sales

FEBRUARY 12, 2024

Every new customer you bring on who isn’t the right fit presents a churn risk — and if they don’t follow through, take direction when it comes to implementation, or see value from the product, their bad customer experience reflects poorly on you and your company. The prospect is not in your sales territory. Their vertical market (i.e.

Hubspot 117

Hubspot Sales Process Buyer Churn 117

Steven Rosen

MAY 5, 2022

Only 53% of sales organizations invest in ongoing coaching training and development of their sales managers. You can train your sales managers in coaching. Using traditional classroom training does not create skill mastery. Sales management training with no follow-up or reinforcement is just an event, nothing more, nothing less.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling. There are review meetings-ideally to help improve their selling performance.

CRM 130

CRM Proposal Maximizer Up-Sell 130

Steven Rosen

MAY 5, 2022

Only 53% of sales organizations invest in ongoing coaching training and development of their sales managers. You can train your sales managers in coaching. Using traditional classroom training does not create skill mastery. Sales management training with no follow-up or reinforcement is just an event, nothing more, nothing less.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Adaptive Business Services

JANUARY 24, 2024

It was also used to ensure that follow-up tasks were completed when due. Nothing happens until somebody sells something. Assigning leads for follow up and having a record of those. How can we ensure that leads are being followed up on? Rep training. By territory. Who owns what account?

CRM 71

CRM Revenue Company Hiring 71

criteria for success

APRIL 7, 2021

If you're in the market for some DIY sales management training, you've come to the right place. We often talk about the importance of process in selling, but good sales management is a process too. It's important to remember that everyone could use some training from time to time, even once they have advanced to a leadership position.

Sales Management 85

Sales Management Training Journal Forecasting 85

Partners in Excellence

SEPTEMBER 21, 2023

A lot of the conversation focuses on “freeing up time.” ” But as I think about it, is the issue really about freeing up time or is it about using our time more effectively? Even non selling activities at 15% can be very important uses of time. The post Freeing Up Our Time, Or Using Our Time More Effectively?

Territories 81

Territories Examples Negotiation Meeting 81

Corporate Visions

JULY 2, 2020

You can think of training and enablement programs as similar waves along a continuum. As you move up the y-axis, those programs gain more executive altitude , becoming more strategic and immediately impactful to the company’s growth agenda. The Second Wave: Territory Plans. The First Wave: Learning Paths.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. Now everybody was scrambling, with a lot of pressure on those remaining to make up the difference. The Situation. Why it Matters.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

SBI Growth

DECEMBER 5, 2013

Conversely, we’ve come across teams that throw their hands up in despair. All your data is rolled-up to a common definition of the customer. IT needs to step up here. Training: Have you given your team the right training? Some people just need the right information and training to become more productive.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Steven Rosen

JANUARY 22, 2018

Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers. You can train your sales managers on coaching. Using traditional classroom training does not create skill mastery. Follow a Formal Coaching Process. What can you do? Do nothing.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Setting Quotas, territory structures, headcounts and total compensation budgets are examples. If that covers most of your plan’s components, you better catch up.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

The Pipeline

FEBRUARY 13, 2014

Every day there are new sales people stepping into new jobs, often into underperforming territories, and they not only make a go of it, but thrive. Given that both pairs have access to the same resources, information and markets, both are limited and buoyed by the same market realities, why do they end up on opposite side of the same reality?

Territories 292

Territories Follow-up Up-Sell Segment 292

Allego

SEPTEMBER 17, 2020

Your company may have pivoted to virtual selling overnight this spring, but now you realize that working and closing deals when you can’t be there in person is the new normal. For everyone used to sitting down with a prospect, it’s new territory. Virtual selling isn’t as personal. Challenge 7: Picking Up Company Culture.

Collateral 147

Collateral How To Video Face-to-face 147

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. you can use any of the following: “Let’s schedule something for later this week so I can show you…do you have your calendar open?”. If they haven’t joined my blog yet, they can sign up here. Need More Proven Responses to the Selling Situations You Face Every Day? Sound familiar?

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

SBI Growth

AUGUST 10, 2012

Here is a question for you: What happens if the new product doesn’t sell? When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers. Trained the sales force and channel partners on the new product. They don’t know how to do it.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

SBI Growth

APRIL 21, 2013

Every time there’s a territory rezoning he bellyaches. Or If you chop up my territory, I’ll look somewhere else. How to Spot Them: Look at the number of prospects in each territory. No territory should have twice the amount of any other. She doesn’t care about corporate initiatives or training.

Territories 303

Territories Quota Engineering Resources 303

MTD Sales Training

FEBRUARY 8, 2018

He was asking me if we could run a motivational programme for his team so that they would go out and sell more stuff, and stay longer at his company. I covered over some of the following information, which got him thinking: Without a robust hiring policy, it’s possible that your choice of salesperson could come back and bite you hard.

Hiring 175

Hiring Policies Ideal Customer Profile Salary 175

Steven Rosen

JANUARY 22, 2018

Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers. You can train your sales managers on coaching. Using traditional classroom training does not create skill mastery. Follow a Formal Coaching Process. What can you do? Do nothing.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Showpad

JANUARY 8, 2021

Research from Clearslide and CSO Insights found that, on average, it takes new reps between six and nine months to get fully ramped up to the performance levels of established sales agents. Your training content must clearly educate new reps as to the circumstances they’re likely to encounter in your corner of the sales universe.

Hiring 52

Hiring Training Sales Enablement Case Study 52

SBI Growth

AUGUST 4, 2013

The accelerated pace of today’s selling environment requires a new kind of performance management. Sign up for the onsite session for your leadership team. Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training. Changes to Territory coverage. Spotlight on Performance.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

The Pipeline

SEPTEMBER 19, 2011

Sign up for our Email Newsletter. 25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Companies have shown selectivity with other training or development programs.

ROI 243

ROI Pipeline Training Twitter 243

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. For a perfectly cooked main dish of deals that hit quota, keep things simple to understand and easy for sellers to sell. Keep it Consistent – baking is scientific, and so is selling. Train and coach frontline sales leaders.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

BrainShark

AUGUST 24, 2022

With training and coaching to support the development of critical sales skills, organizations can equip their sellers to close more and bigger deals, all while ensuring time with buyers is well-spent. Selling to local SMBs is very different from selling to Fortune 100 executives, for example.) Social Selling. Prospecting.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

SBI Growth

SEPTEMBER 5, 2012

Here are 4 immediate and then 3 longer-term things the HR leader can do to help out: (Sign-up for the Make the Number Tour for more in-depth discussion). Training or Individual Development Plans that go unfinished or without progress. With Sales Operations, check their assigned sales territory. Immediate Help for Sales.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

SBI Growth

DECEMBER 10, 2013

It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Build out a plan for training them and turning them into ‘A’ Players ASAP. ‘A’ Are they in the right territories? At this point ‘A’ Players should be very involved in Social Selling. Do not take them to SKO.

Territories 300

Territories Scale Guidelines Groups 300

The Sales Hunter

MARCH 7, 2014

Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” Hesitation to call customers and especially to call prospects.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Mr. Inside Sales

NOVEMBER 7, 2019

So, each morning Ray woke up and took action out of his vision rather than his circumstances. How are your leads and your territory? When you wake up in the morning, are you choosing to take action based on the temporary circumstances in your life, or do you have a burning vision for your success and where you’re ultimately going?

Face-to-face 120

Face-to-face Inside Sales Gatekeeper Decision Maker 120

Sales Hacker Training

SEPTEMBER 5, 2017

I’ve been professionally selling for about 20 years and delivering formal sales training for approximately 8 of them. I’ve bought and sold a lot of training over the years and have seen it have a significant impact on results and I have seen it fall completely flat. How to Approach Sales Training. The New School Approach.

Training 75

Training Top of Funnel Sales Methodology Distribution 75

SBI Growth

JUNE 4, 2013

Most comp issues are not about comp – they are really territory or quota problems. Sales Process/Sales Training. Even if you’re certain your team uses a selling process, that’s not enough. Your reps are “selling” like crazy, but your buyer consumes differently. Nobody sells anyone anything anymore. The punch line?

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

Mr. Inside Sales

DECEMBER 13, 2019

and then I add up each month and come up with an EXACT figure. If you think you’re broke or that your territory is poor or that you can’t do something, then you’ll find evidence to support your belief and you’ll act (or not act!) Need More Proven Responses to the Selling Situations You Face Every Day? accordingly.

Face-to-face 158

Face-to-face ACT Exact Inside Sales 158

MTD Sales Training

JANUARY 18, 2018

This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. The truth is that the skillsets needed to manage effectively are a lot different to those required to sell effectively. Happy Selling! MTD Sales Training. Sean McPheat.

Sales Management 192

Sales Management Salary Promotion Cold Calling 192