Janek Performance Group

MARCH 8, 2024

Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. In 2023, on average, Janek clients realized a 1188 percent return on their training investment.

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Training Face-to-face Education Negotiation 62

A Sales Guy

JULY 13, 2021

We’ve been trained to think the buyer’s budget matters. For years, when a buyer says my budget is X, we assume and operate from the fact that that’s all they have to spend and that if we don’t meet their budget we’ll lose. We’ve been giving away too much money in sales over the past century.

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Objections Buyer Video Meeting 165

Partners in Excellence

SEPTEMBER 27, 2022

What we do, why we do it, who it’s for… The reality is few training programs address these things well, focusing instead on how we do these things. Today’s topic is on Meeting Planning. The same basic principles apply to having high impact meetings, whoever we are meeting with. What is a meeting?

Meeting 107

Meeting Call-back Face-to-face Maximizer 107

Mr. Inside Sales

APRIL 14, 2024

There was a lot of great stuff in the meeting, and one thing I wanted to share with you all is a way to combat the recurring negativity that silently creeps into our heads every so often. ON DEMAND SALES TRAINING THAT GETS RESULTS! Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc.

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Face-to-face Gatekeeper Decision Maker Licensing 224

SBI

DECEMBER 8, 2021

Six Essential Skills for Responding to Sales Objections. Every sales rep has experienced it: A call is going well until a prospect voices objections that throw you off, leaving you searching for a response as the silence grows. It could be a matter of pricing or a lack of faith that your product will meet their needs.

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Objections Case Study Face-to-face Coaching 139

The Pipeline

OCTOBER 24, 2019

The goal is to lead the conversation in a way that uncovers the buyer’s true objectives. That will involve letting your prospects train you. Some of the best questions I have asked prospects, ones that they complimented me for asking, have come from meeting with other prospects. Train The Prospect. Syncopated Listening.

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Prospecting Training SME ROI 205

Hubspot Sales

DECEMBER 14, 2020

While team-wide accomplishments are probably announced to everyone, individual teams in one region may not be aware of the successes of their coworkers in another region and how they all work together to help your organization meet their sales goals. How To Plan for a National Sales Meeting. Identify Objectives. Set a Schedule.

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Sales Meeting Meeting Motivation Objections 134

Highspot

JANUARY 4, 2024

Achieving revenue targets can be tricky, and it’s tempting to overlook training. A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. The strategy ensures reps are well-prepared to meet and exceed sales targets.

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Webinar Metrics Training Strategy Ideal Customer Profile 52

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. However, traditional coaching and training methods tend to fall flat because they take a one-size fits all approach that doesn’t fit the needs of each individual rep.

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Sales Coaching Coaching Training Exercises 52

Awarathon

APRIL 12, 2024

Understanding the role of Generative AI in training The rise of Generative AI is transforming fields with the ‘adapt or perish’ mantra, and sales training is no exception. Generative AI is on the cusp of revolutionizing sales training programs. Let’s go through this in detail.

Coaching 52

Coaching Training Ideal Customer Profile Face-to-face 52

Steven Rosen

APRIL 10, 2024

Listening helps, and making notes is integral to a good process.” – Steven Rosen Key Takeaways: Making a bad hire can have significant costs, including opportunity costs, training expenses, and lost sales to competitors. This helps sales leaders remember each candidate’s strengths and weaknesses and make more objective decisions.

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Hiring Strategy Negotiation Ideal Customer Profile 296

Anthony Iannarino

JULY 15, 2020

One of the ways you lose control of the conversation is by mishandling the objections your contacts throw at you when you ask them to agree to the conversations and commitments necessary to make a good decision about a new solution and a new partner. The following framework will make it easier and more natural to overcome objections.

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Objections Call-back Follow-up eBook 129

MTD Sales Training

JUNE 7, 2012

You constantly hear about all of the great and positive things you can do to conduct a successful sales meeting and all of the inspirational tips and motivational tricks you can use to help encourage and train a sales team. So quickly, here are three common mistakes sales managers can make when conducting a sales meeting. #1.

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Sales Meeting Meeting Motivation Groups 278

MTD Sales Training

SEPTEMBER 13, 2017

Getting a further meeting with a client isn’t always that easy, especially these days when buyers are so busy that the urgent often takes over from the important. Here are three tips that will help you bag that next meeting: RAP Up The Current Meeting. Firstly, you Review what you have agreed at this meeting.

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Meeting Discount Buyer ROI 169

MTD Sales Training

MAY 10, 2018

One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. MTD Sales Training. The post How To Keep Your Prospect Engaged In Your Meetings appeared first on MTD Sales Training. Happy Selling! Sean McPheat.

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Meeting Prospecting How To Sales Meeting 163

Partners in Excellence

JUNE 16, 2021

Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call? They are constantly busy making calls and having meetings, but when I ask them, “What was your objective? The post What Is The Objective Of This Call?

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Objections Proposal Meeting Education 115

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If Now we all use Zoom for our meetings. The truth is that most sales meetings, online or in person, always were and often still are boring lectures. .

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training. These challenges can influence the sales team’s ability to meet quotas.

Closing 52

Closing Training Lead Rank Negotiation 52

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? The decision cycle is often longer.

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B2B Training Top of Funnel B2C 52

Hubspot Sales

OCTOBER 4, 2023

In sales, where every conversation counts and every opportunity demands precision, your team needs more than just the ordinary training programs. Without sales training software, it would be very difficult to ensure reps are applying best practices, staying up-to-date with the products and services they’re selling, and closing deals.

Software 74

Software Software Training Hiring 74

Mr. Inside Sales

APRIL 23, 2021

If this objection frustrates you, then all that will end after you read this blog post. First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Real objections can include things like: They can get it cheaper somewhere else. Role play it in meetings. Get Access Today.

Face-to-face 334

Face-to-face Gatekeeper Decision Maker Licensing 334

MTD Sales Training

JULY 10, 2017

So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! Well, here are 5 areas to prepare for the sale now so it will give you more focus: Know Your Objectives. Objections!

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Sales Meeting Meeting Decision Maker ACT 169

Igniting Sales Transformation

DECEMBER 1, 2019

The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset. Throughout my sales career, I’ve attended plenty of these meetings and usually left them feeling ticked off that 3-5 days of my selling time was wasted, and I was away from my family to boot.

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Meeting Decision Maker Revelation ACT 130

SalesProInsider

FEBRUARY 12, 2020

The Fight or Flight instinct rears its ugly head in our sales conversations when we hear objections or experience perceived rejection. How Objections Can Trigger the Fight or Flight Instinct. You have a meeting with a prospective client, and you think it’s going great. Free Training Workshop. FEBRUARY 20 @ 2 p.m.

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Objections Opportunity Buyer Conversion 117

BrainShark

SEPTEMBER 10, 2023

Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

Training 62

Training Hiring Objections Coaching 62

Sales and Marketing Management

MAY 6, 2019

Author: Lewis Robinson Sales meetings have become so normalized that people forget how powerful they are toward the growth of an organization. Sales meetings today have become just another item on the to-do list. That attitude, however, significantly impacts the ability of a company or business to meet its objectives.

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Meeting Demographics Analysis Sales Enablement 184

MTD Sales Training

OCTOBER 28, 2014

Often in a meeting, you’ll get to the point where the prospect brings up an objection. Objection Handling best way to deal with objections how to deal with objections' Objection Handling best way to deal with objections how to deal with objections'

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Objections Benefit Meeting How To 248

Smooth Sale

MARCH 30, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Can You Use A Practical Guide To Organizing Team Meetings Team meetings provide the platform for employees to feel heard and recognized while relaying necessary information regarding your business operations. There are specific roles you can delegate to various employees.

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Meeting Distribution Maximizer Loyalty 78

criteria for success

NOVEMBER 21, 2019

Looking for sales training ideas to implement during your next team meeting? When you hear "sales training", you probably think of an offsite retreat. The post 6 Sales Training Ideas for Your Next Team Meeting appeared first on Criteria for Success. Well, you've come to the right place.

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Meeting Training Conference Sales 69

Allego

MARCH 30, 2023

Sales reps never seem to have enough days in the month for all the phone calls, emails, meetings they need to have with buyers. Sales training is one solution. You must also hold their attention and keep them focused and not distracted by an upcoming meeting or one of their many other tasks. You need a different approach.

Training 62

Training Face-to-face Exercises Maximizer 62

MEDDIC

FEBRUARY 12, 2024

The main objective of a metric is to turn subjective gains into objective, measurable gains. Making the Connection: Metrics Meet Rhetoric Ethos + Metrics = Trust : When you back up your pitch with solid Metrics , you’re not just another salesperson but the expert. But why are metrics so compelling?

Sales Meeting 52

Sales Meeting Meeting Ideal Customer Profile Case Study 52

Partners in Excellence

JUNE 1, 2021

One of the speakers pose an intriguing and important question, “Do you have a daily learning objective?” ” The response from the audience was predictable, a minority of the participants had a formal objective. But we must also look for the learning opportunities in every interaction we have with each person we meet.

Objections 86

Objections Face-to-face Study Intent 86

MTD Sales Training

FEBRUARY 7, 2018

So much has been said about how sales meetings should be carried out and I’m sure you’ve read most of them. The sales meeting can make or break any deal, so it makes sense to get this important stage of the sales process correct. MTD Sales Training. The post What Are The 3 Key Points You Should Mention At Your Sales Meetings?

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Sales Meeting Meeting Buyer Objections 163

Sales Hacker

DECEMBER 20, 2021

As a result, much of the evaluation, investment, and rollout of virtual training technology in 2020 was rushed, limited in scope, and poorly planned. How to maximize customer training investment. Intelligent, strategic investment in customer training is crucial to remaining competitive in the upcoming year.

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Maximizer Training Customer How To 94

Distribution Pricing Journal

OCTOBER 9, 2023

Providing Training and Guidance Even though web conferencing tools have made huge strides in the last few years, nothing beats face-to-face meetings for training and guidance. Some pricing mangers even work with sales and branch leadership to conduct workshops and role-play training to teach negotiation skills around pricing.

Meeting 52

Meeting Face-to-face Distribution Ideal Customer Profile 52

Force Management

OCTOBER 8, 2020

This post is an extension of the Ten Reasons Why Our Sales Training Is Different. To help ramp up sales teams and get them ready to execute in 2021, many sales organizations are choosing virtual sales training engagements as a way to move forward with internal process changes. Read it here.

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Training Face-to-face Coaching Exercises 147