Janek Performance Group

MARCH 15, 2022

Are you a sales trainer or sales coach looking to enhance your skills? Being a sales trainer is one of the most critical jobs at any growing organization. Yes, your first responsibility is to increase the skill of the sales reps on the team. What is Sales Training and Development?

Training 62

Training Hiring Objections Workbooks 62

Igniting Sales Transformation

JULY 11, 2018

Being excellent at the craft of selling isn’t just about understanding how to use technology to your advantage, or having the best sales skills to do the job. See below for a bonus offer of a FREE workbook from Gladys to do just that. But, often, without realizing it, we get in our own way. Enjoy the conversation!

Workbooks 85

Workbooks Microsoft Twitter Google 85

The Pipeline

AUGUST 14, 2014

Nice and practical concept, good resume fodder, often misused or abused by many, especially from a sales point of view. As a concept, KPI’s are great, helping sales organizations in defining and measuring progress against stated objectives or goals. Examples in sales may be lead to opportunity conversions, or proposals to close.

Workbooks 288

Workbooks Incentives Incentive Distribution 288

Bernadette McClelland

MAY 23, 2022

And in doing so I came across a manual/workbook that was published back in 1964 (before I even started school). And right at the very back of the book, written by author and sales trainer, Dottie Walters was a small tab titled: The Seven Secrets of Selling To Women. . The opposite of appreciate is to depreciate, or lower in value.

Workbooks 195

Workbooks Real Estate Energy Call-back 195

Mereo

MAY 11, 2023

Selling organizations must stand on objective, solid, repeatable ground each time they set about pricing a new solution or bundle. The sellers in Mereo’s research also did not want models that created buyer confusion and objections to closing a deal — in essence not adding friction to the buying journey.

Lead Rank 41

Lead Rank Workbooks Scale Software 41

Hubspot Sales

DECEMBER 21, 2017

Sales needs an overhaul. A sale is a sale is a sale. In our emails, voicemails, and sales presentations, all we talk about is “us”: Our product, our process, our unique differentiation. It's how we start our correspondence and end our sales pitch. In our quest to be more productive, we built sales processes.

Strategy 92

Strategy Cancellation Workbooks Journal 92

Nutshell

MARCH 8, 2021

Sales team communication. But for the small-to-medium businesses who don’t need “custom object data modeling” and building schema tags into their contact databases, there are better CRMs to choose from. Sales automation. Full package: $120/mo (Sales Hub). Sales and marketing email template builder. Starter: $25/mo.

SalesForce 62

SalesForce CRM Hubspot Lead Rank 62

Mr. Inside Sales

MAY 9, 2019

Get the training you need to close the sales you want. Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! Remember: “Sales solve everything.”

Workbooks 28

Workbooks Gatekeeper Face-to-face Inside Sales 28

The Science and Art of Selling

JANUARY 31, 2013

It is impossible for any sensation to reach the objective mind except through one of the five senses. Did you touch the object? A person who can’t see a distant object distinctly, listens to another person describe it, in order to assist the eye to see the thing that he knows is there. Did you see them? Did you hear them?

Workbooks 52

Workbooks Exercises Influencer Objections 52

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. It is still being taught to many sales reps around the world, and there are compelling reasons to do so. Personalization has a strong effect on sales effectiveness. Ready to fortify your sales pipeline? Simplification.

Solutions Selling 52

Solutions Selling Ideal Customer Profile Lead Rank Lead Scoring 52

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. In fact, I find books a little overwhelming at times.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

The Science and Art of Selling

JANUARY 25, 2013

You must compel the buyer to minimize any objections in his mind and to become enthusiastic over the advantages that you have presented. It has nothing to do with hypnotism, mesmerism, making a sale to an intoxicated or demented person, or any other unfair method of taking advantage of an abnormal condition of the buyer’s mind.

Workbooks 46

Workbooks Face-to-face Influencer Exact 46

The Digital Sales Institute

APRIL 17, 2024

Mirco sales lessons can be very powerful. Well, learning about sales hasn’t fallen behind this “shrinking” effect. Sales training has been updated to better fit work schedules and learning preferences. But what if salespeople could receive bite sized micro sales lessons in a more entertaining and memorable way?

Video 52

Video Workbooks Social Media Course 52

Vengreso

DECEMBER 19, 2018

Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best Sales books for 2019. Which are the Sales books that will help you create more conversations and close more sales in 2019? So here comes the list that I promised you of the best Sales books for 2019.

Conversion 112

Conversion Paid Content Hiring Pivotal 112

Lessonly

DECEMBER 21, 2018

We use the latest technology all the time: our phones, smart watches, laptops, CRMs, sales outreach tools, TVs, etc. Most are consistent in their suggestions—do a deep dive analysis, outline learning objectives, measure results, and more. I’m convinced that there’s a better way—and it starts with better technology.

Training 20

Training System Workbooks Policies 20

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. Length: How will you fit training into your and/or your sales team’s schedule? Your SalesMBA™ Workshops.

Training 145

Training Vendor Top of Funnel Workbooks 145

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. That said, with companies spending $2,020 per sales rep on average, sales training can be expensive.

Inside Sales 84

Inside Sales Training Hiring Outsourcing Services 84

Mereo

MARCH 7, 2023

He is the Founder and Principal of Kupu Solutions, and previously served as Global Director of Sales Effectiveness for Workday and other sales enablement roles at Shell Oil and Pennzoil. I recommend defining the goal with the following three parts: The targeted outcome(s): What is the specific objective that the strategy is asking for?

Revenue 48

Revenue Strategy How To Workbooks 48

Hubspot Sales

NOVEMBER 6, 2017

Check out my new video course on How to Craft Great Sales Emails (with Workbook Activities and Real-Life Examples!). Here are three questions about your prospects that you must answer before you write a single sales email. The VP of Sales for a Fortune 500 company and the manager of a restaurant have very different jobs.

Buyer Persona 101

Buyer Persona Prospecting Ideal Customer Profile Case Study 101

Costello

SEPTEMBER 16, 2018

If anyone knows how to deliver winning sales and marketing strategy, it’s Anna Talerico. The company focuses on sales and marketing alignment, customer success, finance, company culture, and strategy, and it engages with growth-stage SaaS companies with annual recurring revenues between $3M-$10M+ to accelerate growth. Talking points.

Coaching 45

Coaching Tools Conversion How To 45

Revegy

NOVEMBER 8, 2018

In an interview hosted by Revegy’s Anne Kimsey, VP of Product Management, SiriusDecisions’ Research Director of Sales Operations Strategies, Robert Muñoz, shared the critical ingredients of effective account plans and how to drive results through living account plans. Sales Management Process. What is Strategic Account Planning?

Account 56

Account Workbooks eBook Retention 56

Sales Evangelist

MAY 24, 2019

Your brand tells your story when you're not in the room, and today Lindsay Pedersen shares tips for forging an ironclad brand with sales reps, entrepreneurs, and other business professionals. Sometimes as businesses, we forget that we're not selling to a machine or an inanimate object. It must have teeth and be demonstrably true.

Workbooks 40

Workbooks Demographics Groups Advertising 40

DialSource

JANUARY 16, 2020

Digital Transformation in Sales. How is the digital uprising, and the concurrent shift to the knowledge economy, impacting the sales environment? When the potential customer does reach out, Sales is faced with the task of converting a prospect who’s already inundated with other sales messages vying for their attention.

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41