SalesLoft

MARCH 6, 2018

While this might sound like enough content to satisfy even the most knowledge-hungry sales professional on your team, a lot of Salesloft customers (and future customers) tend to be over-achievers and chose to join us a day early for this year’s Pre-Conference Workshops. Building Your Prospecting Engine.

Conference 52

Conference Engineering SalesForce Sales Operations 52

SalesFolk

MARCH 2, 2021

On average companies who generically define their buyer personas as “Marketing” or “Technical decision-maker” tend to get 10-30x worse results from their sales prospecting efforts than those with detailed ICPs. . More free Cold Email treats from my sold-out workshop . Want help with cold email or sales prospecting efforts?

Ideal Customer Profile 64

Ideal Customer Profile Buyer Persona Prospecting Hiring 64

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Where could they be going wrong?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

SalesProInsider

OCTOBER 30, 2018

Those prospects who seem to run away from you after a conversation. You have a meeting with a prospect that seems to go well. You put together the discussed information and send it. This made them the judge and jury when that information was received, without any obligation to ever talk with you again. Then reality hits.

Follow-up 98

Follow-up Prospecting Objections Conversion 98

SalesProInsider

FEBRUARY 8, 2021

Guiding your prospects through the conversation to get them to say “Yes!” I’ll share how to accomplish that “ease” in this month’s free, virtual workshop on Thursday, February 18th at 10:00 a.m. Central: Make it Easy for Prospects. Central: Make it Easy for Prospects. Not available at this time?

Prospecting 62

Prospecting Lead Rank Lead Scoring How To 62

SalesProInsider

APRIL 15, 2020

I’ve long proposed we need to ditch the pitch because pitching information about what we offer, surely the best thing in the world, before we know that our information will be well received versus batted away or ignored, is a waste of time. Free Training Workshop. Premature Pitches Are a Waste of Time. Register now.

Prospecting 91

Prospecting Proposal Conversion Lead Rank 91

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? Virtual training workshops just had a stigma.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

SalesProInsider

MARCH 16, 2020

To make sure you “speak the language” of your buyers, we’re hosting a free (and virtual) live, virtual training workshop on Thursday, March 19th at 2:00 pm Central: How to Talk with Upset, Confused, Fearful, or Difficult Clients and Prospects. Not available at this time?

Prospecting 71

Prospecting How To Conversion Buyer 71

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. You need to be found, yes; but you also need to show up as someone who is valuable to the prospect when they have found you. When you’ve created a portfolio of valuable information, place them where people look.

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Training during the last 15+ months [10:43]. powered by Sounder. Sam’s Corner [28:12].

Training 119

Training Scale Webinar Metrics Face-to-face 119

SalesProInsider

MARCH 11, 2020

They have so much information coming at them each day. I sent him that information. Remember your buyer is busy and so much information is coming at them each day that counting on them to make that mental connection is making them do more work than they should. Free Training Workshop. Buyers Are Busy. Register Now.

Prospecting 93

Prospecting Buyer Conversion Software 93

SalesProInsider

AUGUST 18, 2023

The two words you should never say or ask when a prospective client shares a concern, an objection, or an unfavorable decision. A prospective client lets you know that they’re just not sure whether they have the time available to commit to doing their part in implementing working with you. Pause again. Then pause.

Opportunity 112

Opportunity Intent Objections Face-to-face 112

Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. Incorporate different perspectives into training teams. We needed to decide if we include intro sales 101 training for our newer sellers in addition to advanced topics.

InsideView 223

InsideView Scale Exercises Call-back 223

Close.io

DECEMBER 17, 2019

I hate to break it to you, but when it comes to inside side sales training, you’re going to spend less time reading and more time interacting with people. Investing in an effective inside sales training system within your company can pay amazing dividends. And remember: You can never be too senior for a bit of training and coaching.

Inside Sales 72

Inside Sales Training Lead Rank How To 72

SalesProInsider

JANUARY 13, 2021

We all know we should ask questions of our prospective clients. In this 50-minute free training workshop, I’ll share: How your sale is made with the questions you ask, not the pitch you give. I know you’re going to find value in this fast-paced, informative workshop. Not available at this time?

How To 87

How To Motivation Competition Conversion 87

Allego

NOVEMBER 15, 2018

Once upon a time, “personalized training” meant printing the names of workshop participants on their handout folders. Today, this key component of modern learning means exactly what it says – sales training that is genuinely personalized , genuinely “just for me.”. What are the advantages of personalized sales training?

Training 59

Training Hiring Face-to-face Distribution 59

Smart Calling

MARCH 22, 2018

Do you really know where you stand with the prospects in your follow-up files right now? Although some reps argue that at least they are making contact and “touching” their prospects through their messages, I reject that totally. Come on, really now? Here’s why: 1. You waste time, and money, on a couple of levels.

Follow-up 91

Follow-up Closing Prospecting How To 91

Anthony Cole Training

MARCH 31, 2010

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Leadership Training (2). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Prospecting (25). qualifying prospects (13). sales prospecting (34).

Training 120

Training Hiring Ideal Customer Profile Webinar Metrics 120

Sales and Marketing Management

OCTOBER 26, 2020

Similarly, in the wake of Covid-19, an information management company is moving its middle-market sales reps inside and adding marketing support and sales development reps to generate more leads in this customer segment. . Building a successful virtual sales engine also may require shifting the mindset of the sales staff.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Sales Hacker

JUNE 7, 2021

Customer business challenges/opportunities: Issues that customers face or opportunities to improve the way they do things that can motivate prospects to engage. This isn’t simply about describing the different target segments, it’s about sharing those snippets of intel that help salespeople focus on the right prospects early on.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Allego

APRIL 16, 2024

Increasingly, sales teams use it to personalize content, enhance sales training , improve onboarding, conduct competitive analysis, streamline sales communication, and more. The results you get from genAI are only as good as the information you put into it. “The Not so fast, says AI expert Sam Richter. Sam Richter: Certainly.

Hiring 62

Hiring Scale Proposal Analysis 62

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. The fast-paced, online, data-driven sales environment requires new sales training programs to empower the team. Why are Sales Training Programs Important.

Training 52

Training Hiring Trends Retention 52

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

SalesProInsider

DECEMBER 4, 2019

Let’s stop that dynamic and set ourselves up to invest time and energy in proposals at the right time for the right prospects. You could say something such as: I appreciate you want information to look at, and to ensure you have the right information at the right time, let’s have another conversation to further explore your situation first.

Proposal 114

Proposal Lead Rank Lead Scoring Energy 114

Autoklose

MARCH 11, 2024

Prospecting is a high-stakes game, so many sales reps make the mistake of being too pushy in an attempt to quickly convert leads into sales. Organize an Online Conference, Webinar, or an Industry Meetup First of all, do your research and find out what your prospects deal with and identify their pressing pain points. That’s right!

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

Hubspot Sales

OCTOBER 29, 2017

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry.

Channels 111

Channels Video Training Hiring 111

Rob Jolles

NOVEMBER 3, 2023

It seems a lot of thought was put into the creation of this workshop, and with so much great material being delivered, between your highlighting, and note taking, that participant guide of yours is getting a real workout! You weren’t a victim of a poor delivery, or a poor documentation or even too much information.

Energy 52

Energy Course LinkedIn Motivation 52

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. 5. Know your prospects. Find the problem, discover solution, present why solution is best for prospect. And the basics of selling are….? 6. Know your competition. Networking.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Julie Hanson

FEBRUARY 19, 2024

Prospects aren’t going to make excuses for you and relationships are built on feelings, not logic. Add to this managing tools, trying to engage passive prospects (who often aren’t on video) and it’s a wonder virtual audience’s stay awake! Contact me for information on virtual assessments, coaching, workshops or speaking.

Energy 62

Energy Lead Rank Lead Scoring Face-to-face 62

Anthony Cole Training

JULY 3, 2012

The other thing I wanted to share about sales success is my informal polling over the last 20 years of conducting sales training and sales management development classes and workshops. The third is almost always: Get prospects to see the value of what I do instead of focusing on price. Here is the link: Linkedin Poll.

eBook 186

eBook LinkedIn Groups Positioning 186

No More Cold Calling

JUNE 6, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Highspot

FEBRUARY 2, 2024

Not only do you need a unified sales enablement platform to equip, train, and coach your sales reps on making effective use of this content—you also need to consciously structure your site to be intuitive and aligned with your business objectives. What information, training, and coaching do they need to win?

Sales Enablement 52

Sales Enablement Infusion Intent Government 52

SalesProInsider

MARCH 25, 2020

Conversations with buyers convert leads to clients easily when you focus on the information exchange needed to gain confident decisions… You learn about their problems, opportunities, wants, and needs (POWNs). You don’t have to try to second guess, out maneuver, or trick prospects into sharing information.

Buyer 71

Buyer Conversion Leads Marketing Qualified Lead 71

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Lead nurturing is the process of building relationships with prospects who aren’t quite ready to purchase your product or service.

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

Mindtickle

JULY 31, 2023

In the highly competitive financial services industry, effective sales training is a game-changer. To achieve success in this field, a well-trained salesforce that can communicate the value and benefits of the products they represent is essential.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

Customer Centric Selling

MARCH 26, 2014

Sales Training Article: "Send Me Some Info". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sign-up for one of these sales training workshops to learn how to better engage with prospects. He did so by asking me to send him some additional information.

Training 66

Training Buying Cycle Call-back Sales Cycle 66