Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. The trick is knowing what training program and techniques to use. Why sales training is important. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

Selling Essentials RapidLearning Center

JUNE 14, 2019

Many distributors have a field sales culture in markets where inside sales models may make more sense. And companies are starting to recognize that modern sales teams need to replace legacy classroom-style training with solutions that include digital, on-demand training. Classroom Style vs. Digital Training.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

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

Janek Performance Group

APRIL 4, 2022

The secret to maximizing sales training is simple. In this article, we will outline how organizations can maximize their sales training to increase performance, prevent failure, and maximize their sales training investment. . Plan Sales Training Strategically. Who should be trained?

Maximizer 62

Maximizer Training Promotion Margin 62

The Digital Sales Institute

MAY 20, 2021

Soft skills sales training is becoming just as important as the hard skills training, we are most familiar with in the world of training. We know we live in unprecedented times but most of all, when it comes to the sales profession, these are times of profound change. Let’s check it out. Persuasion.

Training 52

Training Proposal Social Media Sales 52

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. 5 of the BEST Sales Tips Ever. Recently I was talking to a group of college students regarding a sales career and they asked me what I thought were the best sales tips I’ve ever heard. high profit selling.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

Hubspot Sales

JANUARY 10, 2018

While sales is undoubtedly the lifeblood of any organization, the thought of implementing a successful sales training program is enough to give even the strongest business leader pause. There’s clearly a gap between perceived and actual ROI when it comes to sales training, with good money being spent on ineffective practices.

Training 94

Training Survey How To ROI 94

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 107

Sales Management Hiring Top of Funnel Funnel 107

Miller Heiman Group

OCTOBER 24, 2019

Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. Channel selling is a different breed of selling from direct sales. Use Sales Training to Differentiate in a Crowded Market. It’s a win-win.

Channels 51

Channels Sales Management Insurance Insurance 51

No More Cold Calling

AUGUST 7, 2014

So if you’ve provided all the tools and training they need to succeed long-term, and they’re still more trouble than they’re worth, it’s time to make some tough decisions. In this week’s guest post, Will Brooks—executive vice president and director of marketing for The Brooks Group—discusses his perspective on cleaning house.

Hiring 274

Hiring Small Business Small Business Enterprise 274

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders who did not invest in remote selling fell behind — 50% of this subgroup did not hit their sales targets this year. 70% of sales managers say a manager’s ability to navigate change is more important now than it was five years ago. Remote Selling. Sales Leader Priorities.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

SBI Growth

MARCH 22, 2013

In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. It will help to prevent vacant Sales Management positions.

How To 312

How To Sales Leadership Exercises Proposal 312

The Brooks Group

DECEMBER 10, 2018

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. In over 40 years in the industry, we’ve learned that the ROI for a sales training initiative is greatest when live instructor-led training is followed up by a strategic sales training reinforcement program.

Maximizer 40

Maximizer ROI Training How To 40

The Brooks Group

DECEMBER 10, 2018

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. In over 40 years in the industry, we’ve learned that the ROI for a sales training initiative is greatest when live instructor-led training is followed up by a strategic sales training reinforcement program.

Maximizer 40

Maximizer ROI Training How To 40

Allego

MARCH 23, 2023

High-performing sales teams can use this AI-powered tool to gather data to help sales reps overcome their unique challenges and raise overall team performance. Managers can also drill down to discover the use of specific terms or topics of conversation that can help identify rep skills gaps and inform future calls.

Data 62

Data Face-to-face Remedy Conversion 62

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

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

The Sales Hunter

DECEMBER 15, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. The problem with social media is it is merely a whole group of people running from one neat software tool to another one. Are my prospects a tightly defined group or is it wide and dispersed? high profit selling. sales tips.

Social Media 152

Social Media Media Motivation Hiring 152

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important?

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Guest post Monday and we have Owen Van Syckle of the Van Syckle Group , a sales training and consulting group. Phase 1: Talk Too Much (Sales Amateur). Sales Motivation: Are You Asking the Right Questions?

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

Allego

APRIL 21, 2022

And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually.

Hiring 71

Hiring Video Distribution Buyer 71

Partners in Excellence

OCTOBER 3, 2022

Some “Buying Training” Vendor or software technology provider hasn’t provided them a convenient set of buying stages and activities they consistently undertake. And it’s seldom the same buying group every buying opportunity. And why would manufacturing care about a new content management system.

Analysis 106

Analysis System Selling Skills Buyer 106

Sales Hacker

AUGUST 7, 2020

Sales Development. Sales Growth. Sales Enablement. Enterprise Sales. Sales Operations. Sales Technology. Training & Coaching. VP Nokia Software, North America Sales. [link]. Director of North America Sales. The Bridge Group, Inc. Digital Sales and Development Manager.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Zoominfo

DECEMBER 13, 2018

In 2006 Jeb founded Sales Gravy, the most visited sales employment and career search website on the internet. Sales Gravy is an internationally recognized sales training and acceleration firm catering to the career development needs of salespeople and sales leaders. 3. Criteria for Success. The SalesPOP!

Channels 187

Channels Face-to-face Video Hubspot 187

Jonathan Farrington

APRIL 6, 2013

We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. So why aren’t more sales managers effective at coaching salespeople? Modeling – They did not report to a sales manager who was effective at coaching. Visit: kurlanassociates.com.

Coaching 51

Coaching Sales Management Lead Rank Incentives 51

Score More Sales

MAY 6, 2013

Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. Then join me for the Internal (Inside) Sales Series. May 7th is the date of the first session.

Education 194

Education Lead Rank Lead Scoring Outbound 194

Understanding the Sales Force

NOVEMBER 15, 2012

These symptoms are examples of some of the hidden weaknesses that Objective Management Group identifies as reasons why salespeople don't perform as well as you need them too. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. What this means is they many times will troll various discussion boards on groups looking at comments and even looking at profiles. You need to participate in groups where senior level people are going to go themselves. sales tips.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

Braveheart Sales

MARCH 23, 2021

While this behavior is sabotaging the success of far too many salespeople, it plagues sales managers too. The behavior is rarely addressed with training or coaching. The training industry focuses on what to say, what to do, how to overcome objections, etc. Data source: Objective Management Group.

Face-to-face 52

Face-to-face Objections Negotiation Groups 52

No More Cold Calling

APRIL 9, 2015

Why 74 Percent of Salespeople Are Failing Most new salespeople receive little training, even less coaching, and no real-world experience. According to the Objective Management Group, 74 percent of sales reps are failing. Most of these struggling salespeople could improve with training. Train them.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

Jeffrey Gitomer

JUNE 28, 2011

Online Training. Tweet Share As my sales career has evolved over the years, and I have emerged as a leader (maybe THE leader) in the sales industry, I’m often asked if I have any secrets for success or what’s been my path to personal success. Can you sell the entire group? Sales Management.

Hiring 305

Hiring Lead Rank Social Media Loyalty 305

The Sales Hunter

MARCH 1, 2013

Recently I was doing training session for a group of sales managers and we got on the topic of hiring and what are the qualifications of a good hire. For years I’ve always said hire on attitude not on skill. Too many sales managers think they can take shortcuts to making their number.

Hiring 234

Hiring Motivation Positioning Groups 234

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

Miller Heiman Group

DECEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Joan Ridgeway, sales training performance consultant at Roche Diagnostics , suggests innovative ways to make sales training more fun—and more effective. Perfect topics for training lie in the gaps in your sales team’s performance.

Enterprise 51

Enterprise Enterprise Coaching Sales Methodology 51

Hubspot Sales

DECEMBER 8, 2017

Met Life was spending $30,000 on sales training per salesperson, but 80% of their reps had left within four years. His results proved soft skills do produce hard sales results. Turnover decreased and sales increased because Met Life focused on hiring for optimism, not just hard selling skills.

Hiring 107

Hiring Insurance Insurance Lead Rank 107

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

Janek Performance Group

JANUARY 8, 2024

By mining sales data, you can identify opportunities to: Cross-sell – Cross-selling is the practice of offering customers additional products and services that complement or supplement their previous purchase. For instance, if you bought a new phone, a cross-sell might include a phone case and a charger.

Analysis 118

Analysis Segment Lead Rank Data 118