Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. The latest figures show that the majority of SDRs are missing quota , struggling. Get rid of quotas and get rid of commissions.

Commission 88

Commission Quota Demand Generation Agencies Lead Rank 88

Sales 2.0

OCTOBER 9, 2020

OK, maybe keep it a secret between us for now, but when you kill your sales quota and everyone starts calling you a Rockstar, you may want to let on (in the right circumstances). Train Your team. Your team does need training. You need to train them. But you have my blessing to become a small business owner.

Account 385

Account Scale Social Media Small Business 385

No More Cold Calling

JULY 27, 2023

They weren’t even close to making quota. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. Yet, far too many sales teams depend on email, texts, and social media for generating sales leads. Or better yet, catch a plane, train, or automobile and meet in person.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Highspot

JANUARY 9, 2024

This makes B2B sales training more important than ever. A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. What Is B2B Sales Training? What is B2B Sales Training? What Does the B2B Sales Process Look Like?

B2B 52

B2B Training Top of Funnel B2C 52

SBI Growth

JANUARY 1, 2014

Some of the metrics you can use are: Time to revenue (retiring quota). 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. Social reach.

Training 282

Training Buyer Persona Hiring How To 282

Sales Hacker

JULY 26, 2021

Writing personalized and relevant emails : Searching LinkedIn and other social media sites for triggers on a prospect is a valuable use of time. This attention to detail demonstrates that the rep views the prospect as not just an email address or opportunity for hitting quota, but a unique individual that is special to the sales rep.

Quota 121

Quota How To Outbound Cold Calling 121

SalesFuel

APRIL 2, 2024

of BDR professionals received a quota increase, reports 6sense research. For outbound lead management, BDRs primarily use email and social media. Posting a variety of content on social sites such as social media establishes topical authority and increases visibility. Positive reinforcement and training can make a difference.

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

Zoominfo

MARCH 21, 2022

These perceptions, combined with genuine staffing shortages exacerbated by the pandemic, have forced many sales leaders to reevaluate how they hire, train, and retain their best reps. “I Like their counterparts in sales, advertising and marketing professionals also routinely experience toxicity in the workplace.

Quota 100

Quota Hiring Face-to-face Advertising 100

Janek Performance Group

APRIL 17, 2024

BDRs typically make 17 attempts per contact (distributed between social media, phone calls, and emails). However, the report does note a downward trend in support: Quota attainment has been holding steady between 81 to 90%. Support is directly tied to quota attainment. Plus, sales BDRs attain quota more, by as much as 10%.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Increase Sales

OCTOBER 13, 2015

Have you experienced the frustration of peaks and valleys when it comes to meeting sales quotas? For example within the consulting and training industry, November, December and January are historically slower months because all dollars have been spent. Social media through automation software helps to alleviate the time shortage.

Quota 70

Quota Meeting Social Media Ideal Customer Profile 70

Sales Hacker

JANUARY 22, 2021

In-person training is hard enough, but now that we’re doing everything virtually, we have to deal with team members working on their second screen or giggling while messaging their team members through slack. Luckily, your sales training doesn’t have to put your team to sleep. Start your training or enablement with a story.

Training 122

Training How To Exercises Call-back 122

Steven Rosen

FEBRUARY 11, 2024

Sales leaders should identify the skills needed to achieve sales goals and provide training and resources to develop those skills. Eliminating time-sucking activities and prioritizing training and coaching are essential for creating a continuous learning and development culture.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Steven Rosen

FEBRUARY 11, 2024

They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

Zoominfo

FEBRUARY 19, 2018

There’s no way around it: Social media has drastically changed the way modern companies do business. The truth is, most sales reps haven’t received any formal training in this area. 93% of sales executives have not received any formal training on social selling ( source ). The State of Social Selling.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

Vengreso

APRIL 4, 2022

If you’re not making the most out of the #1 social media platform for B2B sellers, we created LinkedIn Sales Mastery just for you! This on-demand LinkedIn training for sales professionals program teaches you how to leverage the site to create more sales conversations and build your book of business.

LinkedIn 71

LinkedIn B2B Conversion Training 71

Highspot

APRIL 14, 2023

Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key. Why Sales Training Programs Fail Most organizations use some type of LMS for onboarding new hires or retraining current staff. With hybrid workforces, in-person training isn’t always feasible.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key. Why Sales Training Programs Fail Most organizations use some type of LMS for onboarding new hires or retraining current staff. With hybrid workforces, in-person training isn’t always feasible.

Training 52

Training Scale How To Hiring 52

Jeffrey Gitomer

SEPTEMBER 7, 2011

Online Training. If you don’t love what you do, you will never achieve the goals that you’ve set for yourself, let alone the arbitrary ones your company sets for you (also known as quotas). sales training meeting for a car dealership, I asked 30 salespeople how many of them drove the brand of car that they sold.

Hiring 245

Hiring Training Social Media Follow-up 245

Janek Performance Group

MAY 29, 2024

And maybe they found the demands and quotas of business development more challenging. Plus, sales training, coaching, and development are key. Therefore, avoid overwhelming BDRs with goals, quotas, and compensation. In 2022, 76% of BDRs felt more supported, resulting in quota attainment of 80%. Keep these simple.

Top of Funnel 62

Top of Funnel Webinar Metrics Buyer Persona Lead Rank 62

The Digital Sales Institute

MARCH 6, 2019

The use of an online sales training platform can have multiple benefits within any sales organization. Due to time pressure, cost and changing learning preferences, classroom-based or day long sales training is becoming obsolete. Online sales training platform. Benefits of sales training. Benefits of sales training.

Training 67

Training Social Media Course Cold Calling 67

Smooth Sale

MARCH 10, 2024

Hitting your sales targets early in the year is vital as Q2 fast approaches and applies to each monthly quota. One proven way to avoid a sales mishap is to train your sales department and work with them to achieve common goals. Therefore, consider providing them with the requisite training and equipment to help increase sales.

B2B 106

B2B Top of Funnel How To Sales Qualified Lead 106

The Pipeline

DECEMBER 16, 2011

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday. JF Corporation.

Pipeline 230

Pipeline Training Twitter Hiring 230

No More Cold Calling

JULY 5, 2018

My new LinkedIn sales training courses take out the guesswork! They’re bombarded with cold calls, cold emails, and pitches on social media. And my new sales training courses on LinkedIn Learning and Lynda.com are your ticket to referral selling. Referral Sales Training Courses Can Make the Difference. Forget closing.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

Partners in Excellence

MAY 15, 2024

Despite all the investments made in tools, technology, training; despite our leveraging all the fashions and miracle cures we see in social media; despite the relentless focus on activities, volume, and velocity; despite the attitude, until recently, “grow regardless of cost,” the majority of organizations are failing at this.

Scale 124

Scale Fashion Face-to-face Social Media 124

Sales and Marketing Management

APRIL 24, 2020

In today’s crowded and highly competitive sales environment, your reps need all the insight they can get if they’re going to close sales, meet quota and grow the business. Maybe they all found you in a similar way – social media, a trade show or sales outreach, for example. They need data. Lots of data. What do they have in common?

Data 240

Data B2B Ideal Customer Profile Strategy 240

Hubspot Sales

MAY 4, 2020

spent over three and a half hours on their smartphone each day, with half of that time spent engaging on social media networks. Not only has personal social media usage been on the rise, but professional social media usage has become more prevalent as well — and the field of sales is no exception. increase in annual revenue.

Social Selling 119

Social Selling LinkedIn Lead Rank Lead Scoring 119

No More Cold Calling

AUGUST 16, 2018

So, they spend most of their time staring at screens—doing demos, sending emails, and interacting on social media. None of that would be bad, if reps were hitting quota. But most likely 57 percent of reps won’t make quota this year. They think that digital rules. Or better yet, some old ones.

Fashion 219

Fashion Buying Cycle Social Media Survey 219

Zoominfo

JULY 1, 2018

We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). 4 Tips for Selling to the Social Savvy Buyer.

Buyer 190

Buyer Social Media Social Selling Incentives 190

Hubspot Sales

APRIL 19, 2021

78% of social sellers outsell their peers who don’t use social media. Social selling is the process of using social media platforms to find leads and fill your pipeline. billion global social media users, sales reps should pay attention to the method. 88% of salespeople with Sandler training said their sales strategy improved.

Sales Methodology 122

Sales Methodology Social Media Inbound Social Selling 122

No More Cold Calling

AUGUST 23, 2018

It’s not, because that’s not what social media is for. Done right, it doesn’t actually involve selling, which is good, because no one wants to be sold to on social media. Social media is a place to begin conversations, which leads to building relationships, which can yield real-world sales. What Is Social Selling? . Not at all.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

No More Cold Calling

JULY 20, 2018

Never ask in any digital format—that includes via email and on social media. You won’t find answers to any of these questions on social media. But you can’t depend on occasional referrals to make or exceed your quota. It’s a behavior change that takes training and accountability for learning. Talk to your referrers.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

Hyper-Connected Selling

MAY 9, 2017

Most of you are killing your credibility on social media instead of building it. Social Media Scales Your Personal Brand. Whether you’ve done it on purpose, whether you realize it or not, you are connected with your clients, your prospects, and your centers of influence on social media. My friends are salespeople.

Social Media 58

Social Media Media Scale Quota 58

Highspot

NOVEMBER 2, 2022

2, 2022 — Highspot , the sales enablement platform that increases sales productivity, today announced surging customer adoption and usage as companies leverage its capabilities to equip, train and coach reps, and analyze their programs to improve sales performance. Social Media: LinkedIn , Twitter , Instagram. SEATTLE, Nov.

Company 98

Company Customer Scale Enterprise 98

No More Cold Calling

JULY 1, 2018

Reps have KPIs for cold calling, sending emails, and making connections on social media. In this course, you’ll learn how to earn introductions to prime prospects, ask for referrals the right way, and leverage social media to widen your reach. attain quota, and about 65 percent of sales reps in Europe do so. Big problem.

Cold Calling 180

Cold Calling Referrals Sales Qualified Lead Lead Rank 180

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 112

Channels Video Training Hiring 112

SBI Growth

NOVEMBER 20, 2013

Within a year, he exceeded his quota. They recognize the immense emerging power of social media. They ask questions about social media tools and training they can deploy in the new role. Quota & Compensation: Fairness and realism are the keys. Fortunately, he accepted the job offer.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

Highspot

MAY 20, 2021

With Highspot’s unified platform, customers can effectively equip, train and coach sellers to drive winning behaviors across the sales team. Equip Reps with Enterprise-Ready Training and Coaching. Analyze training impact at the account level with deep CRM integrations.

Government 98

Government Enterprise Enterprise Report 98