Allego

OCTOBER 10, 2018

Today’s tech-savvy employees don’t want to sit through hours of meetings and look at pages of handouts for onboarding and skills training. They’re unlikely to remember the mountains of material that are often pushed out at these meetings, calling into question the time and expense to rum them. .

Video 48

Video Training Travel Conference 48

Mindtickle

FEBRUARY 17, 2022

Hey, do you remember that training you went through last week? Chances are you ask anyone that question — whether they’re in sales or any other function — and the answer will be no. And more recent research by Gartner finds that B2B sales reps forget 70% of information within one week of training, and 87% within one month.

Training 52

Training Exercises Retention Webinar Metrics 52

Vengreso

JULY 20, 2023

This can “feel” like a grueling and often frustrating process, if you don’t maintain the right sales focus and mindset. Having a sales mindset rooted in positive thinking is what ultimately drives sales people to see opportunities for selling where others may not. And, it is your actions as a sales rep (i.e.

Positioning 105

Positioning Coaching Up-Sell Sales Coaching 105

MTD Sales Training

JUNE 22, 2018

When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So what are some ways to ensure success in this important part of the sales manager role?

Coaching 149

Coaching Sports Objections Up-Sell 149

Sales Management Plus -- SMP

NOVEMBER 30, 2023

If you can identify which behaviors your most successful sales reps employ and then teach those behaviors to all of your reps, you will go a long way toward creating a rising tide of improved sales strategies. Using SMP, you could create this analysis in less than five minutes before your next sales meeting.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Allego

NOVEMBER 11, 2021

If you’re like most marketers, you’ve got a full production calendar of sales content, solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. Your first priority is to deliver the best sales content that will move deals through the pipeline.

Revenue 128

Revenue Scale Collateral Harvest 128

SBI

DECEMBER 14, 2021

As a result, 90% of B2B businesses miss their forecast goals , and those that hit often miss out on significant growth opportunities — all due to incomplete visibility and insight. What happens in the sales meeting is no longer the sole indicator of deal health.

Top of Funnel 140

Top of Funnel Lead Rank Forecasting Lead Scoring 140

Highspot

JANUARY 14, 2024

Initially viewed as a cost-effective selling strategy primarily for lower-value accounts, virtual selling has now gained favor for a broader range of opportunities. Many customers have preferred digital channels, prompting companies to incorporate them into their sales practices.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? Working with PITA (“pain in the ass”) clients isn’t just an unpleasant experience; it’s an opportunity cost. Social engagement. Not really.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Highspot

MAY 6, 2021

And yet, many sellers are wasting their opportunities to connect with potential buyers and lead them into the sales process. What works better is creating a targeted list of people and businesses that include existing buyers and accounts, past buyers, past opportunities, members of your network, and high-value targets.

Prospecting 116

Prospecting How To Buyer Campaigns 116

Hubspot Sales

JUNE 15, 2020

When moving to virtual sales meetings, most would argue that video conferencing is the go-to. While video conferencing through platforms like Zoom are intended to make meetings feel more personal, studies show this isn’t necessarily the case. Here are my top tips for smoothly transitioning to remote selling.

How To 96

How To Face-to-face ROI Video 96

Allego

MAY 3, 2022

This article originally appeared in LTEN Focus on Training. For Melissa Young, associate director of sales training and development at Pharmacosmos Therapeutics, the start of the pandemic coincided with the company’s first product launch. Overnight, Pharmacosmos had to hire, onboard, and train all its sales force virtually. “We

Hiring 62

Hiring Video Pharmaceuticals Course 62

Allego

JUNE 6, 2023

During the session, she will also provide a three-step model for delivering integrated training and content that sales reps will love. Next Generation Sales: Leveraging Technology and Analytics to Drive Commercial Growth: Experts from McKinsey & Co. will share the latest actions you can take to drive commercial growth.

Revenue 62

Revenue Networking Distribution Scale 62

Vengreso

FEBRUARY 10, 2022

When you use tools like LinkedIn Sales Navigator, you’re able to see the connections you have in common with a potential lead, so you know whom to reach out to for a referral. Most sales reps don’t maximize their social networks to get referral business and ultimately miss out on easy sales opportunities.

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

Vengreso

FEBRUARY 10, 2022

When you use tools like LinkedIn Sales Navigator, you’re able to see the connections you have in common with a potential lead, so you know whom to reach out to for a referral. Most sales reps don’t maximize their social networks to get referral business and ultimately miss out on easy sales opportunities.

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

Allego

DECEMBER 11, 2020

55% of marketers don’t know which assets sales uses most. If you’re like most marketers, you’ve got a full production calendar of solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. It’s challenging to keep your sales content program firing on all cylinders.

Collateral 83

Collateral Marketing Harvest Scale 83

Sales Hacker

OCTOBER 27, 2022

Sales cycle lengths extending? There may be an easy path to make a marked impact on all three metrics by studying the fine art of losing. However, I’ve also failed to see a sales environment where learning from mistakes is prioritized. As a sales leader, merely telling the team, “It’s ok to lose” isn’t enough.

Forecasting 86

Forecasting Inbound Buyer Persona Sales Cycle 86

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

Igniting Sales Transformation

SEPTEMBER 16, 2019

The idea is to deliver the right articles, white papers, case studies, videos or webinars at the right time in the buyers’ decision-making process. Or, use content to provide insights into problems buyers’ may not know they have yet but are bound too, and they are more likely to book a sales meeting. A lot of it.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

Jeffrey Gitomer

JUNE 2, 2011

Online Training. KEY ACTION TO TAKE: Study your words and actions. Study your reputation. Filed Under: Attitude , Leadership , My Books Tagged With: gitomer , Jeffrey gitomer , jefrrey gitomer , leadership , professional sales training , sales leadership , selling skills. See Jeffrey Live! Hire Jeffrey.

Hiring 310

Hiring Social Media Face-to-face Loyalty 310

Sales Hacker

FEBRUARY 17, 2021

Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side. At the time, COVID-19 was in full effect, so sales opportunities aplenty were turned upside down.

Energy 121

Energy Up-Sell Call-back Case Study 121

Women Sales Pros

AUGUST 29, 2018

We brought together a panel of buyers for a webinar called Cracking The Buyers’ Code: Having Purposeful Business Conversations where sales professionals discover what it takes to earn their business, build strategies and, ultimately, earn their respect and trust. You do this by taking a more consultative sales approach. Interested?

Conversion 93

Conversion Loyalty Webinar Metrics Buyer 93

Jeffrey Gitomer

JANUARY 6, 2012

Online Training. Actually I started studying sales in 1972. And made sales for 35 years. I just loved sales and wanted to be the best salesman in the world. When the opportunity to write about sales appeared, I jumped on it. Dont let your next sales meeting suck! See Jeffrey Live!

Hiring 226

Hiring Social Media Loyalty Journal 226

Showpad

SEPTEMBER 26, 2019

Sales Enablement technologies are becoming increasingly popular for an innovative sales organization that wants to empower their Sales reps to deliver great selling experiences — and increase win rates. Sellers can then study and be tested and certified on this content as a prerequisite for attending the meeting. .

Distribution 49

Distribution Sales Enablement Retention Meeting 49

SBI

MARCH 25, 2020

If you’re moving your in-person sales meetings online, most would argue that video conferencing is a must. While video conferencing is meant to make meetings feel more personal, studies show it does not deter people from multitasking, and in some cases, completely zoning out. But is it enough?

Face-to-face 101

Face-to-face Scale Sales Enablement Video 101

KO Advantage Group

OCTOBER 15, 2021

And in the absence of clients being able, willing, or wanting to meet in person, sales teams and their managers have had to adapt to virtual technology for sales quickly. The best part of this adaptation is that video communication makes it easier and more efficient to meet. Getting started with virtual selling.

B2C 62

B2C Video Demographics Social Selling 62

Increase Sales

JANUARY 25, 2012

Unfortunately, the only thing this accomplishes is that it will lull your prospect to sleep or cause them to look for an excuse to bring the meeting to a quick finish. It doesn’t matter how many cases studies or how much valuable information your brochure contains. It all depends on how effectively you open that sales call.

Case Study 155

Case Study Face-to-face Facebook Quota 155

Jeffrey Gitomer

MARCH 7, 2012

Online Training. Make More Sales By Avoiding These Common Blunders. HINT: Those are your biggest mistakes to include, improve, and study. Why aren’t you seizing the opportunity to engage more intellectually and emotionally? Dont let your next sales meeting suck! See Jeffrey Live! Hire Jeffrey.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

Hubspot Sales

AUGUST 25, 2018

Wayshak's study also showed company culture and management effectiveness matter a lot to salespeople. Sales stereotypes are alive and well. A word cloud in Wayshak's study showed the most common words respondents used to describe their average buyer's perception of them were "pushy," "untrustworthy," "annoying," "Time," and "Greedy."

Hiring 111

Hiring Churn Survey Promotion 111

The Brooks Group

JUNE 1, 2017

Ideally, your team is regularly conducting post-sale analyses and documenting the findings. This process is often overlooked as salespeople are eager to move on to the next business opportunity, but the results are extremely effective for creating a sales strategy moving forward. Is it in the early stages or in the late stages?

Top of Funnel 68

Top of Funnel Sales Qualified Lead Funnel Face-to-face 68

Sales Hacker Training

MARCH 23, 2023

On a sales call, attitude and conviction are your two superpowers. Related: 77 Motivational Sales Quotes To Inspire Your Team in 2023 4. Set goals In the book, What They Don’t Teach You at Harvard Business School, Mark McCormack tells of a study conducted between 1979 and 1989 with graduates of the MBA program at Harvard.

Closing 52

Closing Harvest Top of Funnel Relationals 52

The Brooks Group

JANUARY 24, 2018

Sales professionals should keep in mind that their presentations are taking time out of a prospect’s day. This can be achieved by tailoring communication and case studies to match the behavior style of the buyer—and also by getting creative with the style of the presentation. Request Sales Negotiation Training Info Packet Now ?.

Guidelines 49

Guidelines Closing Case Study Face-to-face 49

Sales Hacker Training

OCTOBER 27, 2022

Sales cycle lengths extending? There may be an easy path to make a marked impact on all three metrics by studying the fine art of losing. However, I’ve also failed to see a sales environment where learning from mistakes is prioritized. Merely doing a post-mortem during a sales meeting isn’t enough.

Forecasting 40

Forecasting Sales Cycle Inbound Buyer Persona 40

SalesLoft

OCTOBER 25, 2018

You’d be hard-pressed to find a sales training program that didn’t reinforce the importance of active listening as a skill for sales success. Most sales professionals know it’s important to listen more than they talk during meetings. Studies show that we are able to listen at a slower rate than we can think.

Sales Tools 52

Sales Tools Tools Sales Technology Analysis 52

Pipeliner

JULY 18, 2019

You may start with a market research study to understand the size of the territory, the ideal market share you could achieve and in effect, the team size that can make this objective possible. Several studies show that the average salesperson spends just over a third of their time actually selling. Set up a long-term goal.

Hiring 71

Hiring Territories Scale Networking 71

Gong.io

JUNE 25, 2019

Here’s the first one: Your questions didn’t respect your prospect’s stage in the buyer’s journey: Most salespeople are trained to start by diagnosing a buyer’s problems. What’s the best way to earn the right to ask questions during an intro sales meeting? SALES MISTAKE #5 : One-size-fits-all social proof.

Top of Funnel 108

Top of Funnel Objections Buyer Video 108