The Brooks Group

APRIL 22, 2020

Virtual sales training – accessible now, to your entire sales force – can be a decided advantage for your team today, offering a level of dynamism that can pay off, right away, for your organization. That’s why training that keeps apace with the times is critical to restoring your sales mojo. As in, right now.

Training 52

Training Face-to-face Scale Government 52

SBI

OCTOBER 27, 2020

When asked by Forrester, 74% of buyers say they want sellers to not present a canned pitch, but pivot presentations / meetings to discuss what the buyer wants to talk about. The buyer designs their own story, and the seller quickly pivots to the right educational graphics, insights and recommendation guidance.

ROI 108

ROI Pivotal Buyer Lead Rank 108

The Pipeline

FEBRUARY 20, 2018

To be clear, this was not an either-or proposition; it was a reminder that the human element plays a pivotal role in success. Reps get this, just look at all the time they spend talking ROI to their buyers, every time, all the time. But when you look at the performance of many reps, it is easy to understand the allure of technology.

Objections 258

Objections ROI Call-back Pivotal 258

Sales Hacker

MAY 15, 2023

Even though our company is scaling quickly and getting close to the point of full capacity, it’s not the right time to hire salespeople — because a pivot to something more sustainable could be in the works. Pivot quickly When you’re in charge of the sales process, you have full control over the technology and other business aspects.

Hiring 85

Hiring Outsourcing Services Pivotal Ideal Customer Profile 85

Sales and Marketing Management

FEBRUARY 8, 2021

Event organizers swiftly pivoted. The KPIs and ROI of the virtual events that we sponsored were embarrassingly low. We give event organizations credit for trying to pivot to virtual, but none could recreate the energy, enthusiasm and engagement of a live event. Why did these virtual events fail for sponsors?

Trade Show 136

Trade Show Segment Pivotal Conference 136

Highspot

JULY 6, 2023

With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. The Changing Landscape of Sales Skills Sellers are experiencing a pivotal shift in when, how, and why prospects need them. What does good training for a sales career look like?

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Sales Hacker

JUNE 16, 2022

Q: How can you know it’s time to take measures against recession, such as pivot toward deal efficiency? Invest in training. Q: How should demand gen orgs pivot in times like these? First you would look at the above metrics, cost per lead (CPL), cost per SAL (CPSAL), and ROI by channel and partner. Ralph Barsi.

Cost per Lead 91

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 91

Highspot

OCTOBER 30, 2023

In this article, we help you navigate the intricacies of sales performance metrics, guiding you on which ones are pivotal and how best to measure them. This ensures you maximize the return on every dollar spent on hiring, training, technology, or sales campaigns. What Is Sales Performance? Regularly review and adjust.

Lead Rank 59

Lead Rank Lead Scoring Churn Top of Funnel 59

Sales Hacker Training

MAY 27, 2021

Just think, coaching, pipeline reviews, training, all running on 7% of its previous bandwidth. Remote onboarding and training. Developing a quality remote training and onboarding program, for example, is going to take support. Onboarding and training remotely. Training content. Reimagined sales coaching.

Face-to-face 130

Face-to-face How To Coaching Software 130

Mindtickle

OCTOBER 23, 2020

For example, field sales teams have already had to pivot to the new reality of resorting to emailing, calling and web-conferencing instead of the traditional face-to-face selling where they can rely on establishing a connection in person. People are simply tired of change — period. We already tried that. Make it achievable. Be flexible.

Sales Enablement 95

Sales Enablement Face-to-face Remedy Pivotal 95

Hubspot Sales

JUNE 15, 2020

Sellers who were used to high-touch, in-person customer meetings have had to instantly pivot to remote virtual meetings. Interactive value selling tools, like ROI and TCO calculators, allow team members to capture personalized data in real-time from buyers.

How To 96

How To Face-to-face ROI Video 96

DiscoverOrg Sales

MARCH 8, 2017

The low-cost initial investment will help deliver an astronomical ROI. Bargain contact lists do costly damage to your email campaigns, make pivoting when contacts leave near impossible, and force you to do plenty of extra work. In fact, we see some pretty bold promises made by bargain contact lists. Want data that you can trust?

Campaigns 235

Campaigns Email Marketing Top of Funnel Vendor 235

Highspot

SEPTEMBER 6, 2023

Incorporating value selling into sales training can help your company stay ahead of the competition. Remember that proper sales training equips sellers with the skills to excel in this approach. This is a must-have for sales training to enhance sales productivity. Showcase cost savings or potential ROI.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Hubspot Sales

NOVEMBER 2, 2020

When sales leaders find inconsistency in sales rep data, they can determine the best way to train or give strategic feedback to team members to ensure that they're using effective tactics. Instead, Husmann says tools like Gong are meant to help sales leaders strategize, strengthen their overall pipeline, and train reps more effectively. "I

Analytics 135

Analytics Enterprise Enterprise Pivotal 135

Chorus.ai

APRIL 24, 2020

Jenn responded: onboarding and training. “We When it comes to messaging, Jenn said that Sales Enablement at Everbridge has pivoted like never before; releasing a lot of new content and creating reactionary trainings. I’ve been surprised at how everyone has been able to be agile and be able to pivot,” she said.

Hiring 62

Hiring Cold Calling Pivotal Call-back 62

BuzzBoard

MARCH 14, 2024

In the current digital business landscape, an effective online presence is pivotal. Unfortunately, the hidden expenses linked to employee benefits, recruitment, training, and turnover can significantly increase costs. A comprehensive cost comparison is vital in making this decision.

Outsourcing Services 52

Outsourcing Services Small Business Small Business Comparison 52

Highspot

JANUARY 29, 2024

7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation? Negotiation is pivotal in sales by facilitating mutually beneficial agreements between buyers and sellers.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Emissary

SEPTEMBER 21, 2021

For IT security sellers, it’s important to keep in mind that the decision-makers are looking not only for high ROI but for the maximization of their investment. We’ll also give you 5 tips to improve your close rate and go into greater detail on how to showcase the ROI behind your offerings. These things pivot.

Industry 52

Industry Case Study ROI Scale 52

Mindtickle

AUGUST 30, 2023

Sales enablement teams play a pivotal role in equipping sales reps with the tools, knowledge, and strategies they need to excel. They’re a win for enablement teams, which are facing smaller team sizes, difficulty measuring ROI, and the stress of planning, building, and deploying an effective enablement program.

Sales Enablement 52

Sales Enablement Face-to-face Scale Sales Methodology 52

Hubspot Sales

AUGUST 19, 2019

There’s always a defining moment that reps drive toward to pivot the deal and close. This could be the proof of concept, the presentation, the trial, or an ROI calculator. At that pivotal moment, the ability of the sales rep to control every element of the sale diminishes. It should be faster to close the sale after the pivot.

Pipeline 101

Pipeline Discount Top of Funnel Pivotal 101

Sales and Marketing Management

MARCH 8, 2020

That question kicks off the new book “Pivot to the Future” by three thought leaders from the consulting giant Accenture. Pivoting to the missing middle means human skills such as empathy and communication will rise in importance, while others like administra­tion will decline. The necessary adoption of AI.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Women Sales Pros

APRIL 19, 2019

It’s not that your training stinks. Have a clear process for how you interview and train managers in effective interview tactics, including role play. Forrester’s research also validates the importance of training and equipping your sellers to have interactive, client-focused conversations. First, make better hiring choices.

Trends 129

Trends Hiring Ideal Customer Profile Churn 129

Gong.io

OCTOBER 18, 2021

As you share the story, be sure to talk numbers (ROI), but don’t let it be your primary focus. For example: Notice how we present numbers (and arguably, ROI) on the actual slide. Here is another example of a “backdrop” slide we use at Gong: This story is not really about ROI … though it does have concrete numbers and data. .

Examples 71

Examples ROI Buyer Call-back 71

Highspot

MAY 8, 2023

When purchasing any software, it’s important to consider the administrative impact and whether you will need additional headcount, extensive training, and if your team will be able to find the exact content they need when they need it. The post Top Six Reasons to Switch to a New Enablement Platform appeared first on Highspot.

Face-to-face 52

Face-to-face Scale Vendor Software 52

Mindtickle

OCTOBER 23, 2020

For example, field sales teams have already had to pivot to the new reality of resorting to emailing, calling and web-conferencing instead of the traditional face-to-face selling where they can rely on establishing a connection in person. People are simply tired of change — period. We already tried that. Make it achievable. Be flexible.

Sales Enablement 52

Sales Enablement Face-to-face Remedy Pivotal 52

Lessonly

JANUARY 11, 2021

We kicked content creation into high-gear last year to offer customer service, sales, and training leaders with resources that range from podcasts and ebooks, to coloring pages and certifications. A Refreshed Training Plan Builder. Our Business Impact of Training mini-ebooks. We have no choice but to pivot.

eBook 48

eBook Pivotal Webinar Metrics Customer Service 48

The ROI Guy

FEBRUARY 20, 2019

He’s well-spoken and obviously well-trained, as he’s been talking for the last twenty minutes about his company and the capabilities of the product he wants you to buy. She seamlessly pivots to videos of customers just like you who’ve solved the same issues using her solutions. She doesn’t stop there.

Sales Enablement 40

Sales Enablement ROI Analysis Guidelines 40

The ROI Guy

MAY 16, 2018

In her latest blog, Ms Schenk discusses the importance of Value Messaging, which is often overlooked or de-prioritized by sales enablement groups, placed well behind budgets and resources spent developing and delivering the latest training class, or automating sales content management. An important factor to Value Messaging success, Ms.

Sales Enablement 49

Sales Enablement Pivotal Conference ROI 49

Highspot

JUNE 9, 2020

This is essential to ensure that sellers are putting training into practice and to keep a pulse on the new buyer objections that enable you to pivot your approach. Doing so will bring about multiple benefits, from equipping sellers with relevant resources to understanding the ROI of marketing content.

Opportunity 52

Opportunity Face-to-face Call-back Pivotal 52

Chorus.ai

MAY 19, 2020

We had to pivot to figure out how we can offer a rich onboarding experience while fully remote.” The content hasn’t changed, just how we facilitate the trainings.” That doesn’t lend itself to the traditional approach of enablement where you have a weekly, hour-long training. We’re not doing parochial Challenger training.

Hiring 62

Hiring Infusion Face-to-face Scale 62

The Brooks Group

MARCH 4, 2019

Getting new salespeople up to speed quickly is a pivotal factor separating Best-in-Class organizations from their less productive peers. Establish Expectations and Provide Training and Support. A training program that teaches new sales hires a consistent sales process is a must. Have New Reps Shadow Senior Reps.

Hiring 68

Hiring Webinar Metrics Retention System 68

Gong.io

MAY 18, 2018

Bring in people who have deep domain expertise and useful knowledge in your area, and train them to become marketers. There’s a tremendous ROI on bringing new hires up to speed quickly: Before throwing new hires into the fray, give them a repository of successful sales calls and demos to learn from. You could try shadowing calls.

Hiring 88

Hiring Pipeline ROI Sales Meeting 88

Sales Hacker

DECEMBER 30, 2020

25% of sales reps believe they have not received enough sales training. B2B businesses had to pivot to a workforce going remote almost overnight. Sales operations normally handle administrative functions like recruiting, training, and onboarding new sales reps. 40% of businesses did not meet revenue targets in 2020.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Mindtickle

APRIL 30, 2020

As many teams are shifting to working and training remotely—often for the first time—managers are forced to prepare and re-strategize to ensure teams remain productive. Reps who aren’t sales-ready might not be receiving the training, updates, or resources required to effectively sell in the midst of uncertainty.

Hiring 52

Hiring Face-to-face Pipeline Video 52

Mindtickle

APRIL 30, 2020

As many teams are shifting to working and training remotely—often for the first time—managers are forced to prepare and re-strategize to ensure teams remain productive. Reps who aren’t sales-ready might not be receiving the training, updates, or resources required to effectively sell in the midst of uncertainty.

Hiring 52

Hiring Face-to-face Pipeline Video 52

Mindtickle

APRIL 30, 2020

As many teams are shifting to working and training remotely—often for the first time—managers are forced to prepare and re-strategize to ensure teams remain productive. Reps who aren’t sales-ready might not be receiving the training, updates, or resources required to effectively sell in the midst of uncertainty.

Hiring 52

Hiring Face-to-face Pipeline Video 52

Chorus.ai

MAY 26, 2020

I do think ROI calculators that are customized are important.” Is this going to save me from something else, is it going to help me pivot, is it going to help me reduce spend… These are the things they care about.” We train thousands of managers every year. You’re not selling the tool anymore, you’re selling the decision.”

Scale 62

Scale Coaching Pivotal Call-back 62