The Digital Sales Institute

JUNE 21, 2023

Sales training program expert tips for anyone involved in sales management or sales enablement some insight into planning any form of sales training. It sounds simplistic to say that sales training is the act of training salespeople or the sales team on the product and sales process.

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

Sales Hacker

JULY 12, 2021

For years, the work of many revenue operations (RevOps) teams have largely been determined by immediate customer needs. For organizations undertaking their first revenue operations initiative, this reactive approach is natural and necessary. The popularity of revenue operations should come as no surprise.

Revenue 83

Revenue Lead Rank Lead Scoring Face-to-face 83

Vengreso

JANUARY 8, 2021

In this article, I’ll take a look at what sales forecasting is, some sales forecasting methods and strategies as well as some great tips to help you predict your revenue accurately. SalesLeaders, learn how to predict revenue accurately. Sales leaders look at their open opportunities to predict the anticipated revenue.

Sales Forecasts 126

Sales Forecasts Forecasting Revenue Lead Rank 126

Gong.io

OCTOBER 12, 2022

Ahhh … Revenue Intelligence. Heck, Gong has been in the Revenue Intelligence game since it started in 2019. But what exactly is Revenue Intelligence and why it is an essential tool for any B2B company to be using? What is Revenue Intelligence? Revenue Intelligence is what we do here at Gong; we created the category!

Revenue 62

Revenue Marketing Top of Funnel Call-back 62

Hubspot Sales

DECEMBER 15, 2020

According to recent HubSpot research, 65% of sales leaders who outperformed revenue targets in 2020 reported having a dedicated person or team working on sales enablement efforts instead of making it an initiative someone works on off the side of their desk. How many demos are turning into proposals? says Pope. "We

Sales Enablement 124

Sales Enablement Revenue Top of Funnel Hiring 124

Tony Hughes

MAY 27, 2019

Jason makes the valid point that you can’t manage results, only activities, and that we should focus on coaching and managing the right activities that feed into objectives (KPIs) that in turn create revenue and margin results. Want more revenue? It’s all the information you need to be able to properly propose a solution.

CRM 87

CRM Revenue Margin Forecasting 87

Customer Centric Selling

JULY 22, 2014

Sales Tips: 10 Questions to Ask Yourself Before Submitting That Proposal. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. My observation is that a high percentage of proposals are provided too soon. Many sellers view proposals as being steps toward getting orders.

Proposal 76

Proposal Buyer Up-Sell Training 76

Mereo

MAY 2, 2023

It can be a very dark moment when you realize — after reviewing every aspect of your execution — that your own company culture is blocking your revenue strategy. This is critical when your revenue strategy is a shift from the previous motion. Conversely, when the last revenue strategy was transformative (i.e. Take a breath.

Revenue 45

Revenue Strategy Company How To 45

Sales Hacker

SEPTEMBER 14, 2020

Requests for proposals are a mixed blessing. Completing them can be a tedious, unpleasant task, but they can’t be completely ignored because they can lead to significant sales revenue. Some companies assign the completion of RFPs to junior sales or support persons as a training exercise. What Is an RFP? Review it carefully.

Proposal 92

Proposal Government Vendor Hiring 92

Partners in Excellence

APRIL 24, 2024

Part of this is legit, part is positioning, a lot is that we’ve trained them to object because they know we will always capitulate and give a discount. I presented the proposal, the expected results, and the price for doing the work. We present our price, the customer’s moral obligation is to object to the price.

Discount 77

Discount Proposal Objections Positioning 77

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Use a sales training template.

Hiring 140

Hiring Training Hubspot Exercises 140

No More Cold Calling

JULY 29, 2021

Are salespeople asking the right questions to identify prospects’ problems and propose thoughtful solutions? Don’t even think about training your sales team on closing the deal. Thoughtful and provocative questioning has a huge impact on close rates and sales revenues. How are sales reps qualifying their leads? Save your money.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Mindtickle

APRIL 30, 2020

A sales training program teaches sales reps the skills needed for every step of the sales journey—from first contact through the close of a sale. While many businesses employ sales training, the most successful programs are tailored to reps’ individual needs. Why One-Size-Fits-All Training Won’t Work.

Training 76

Training Negotiation Retail Quota 76

Customer Centric Selling

AUGUST 20, 2014

Why Rush to Issue Proposals? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In my experience, most proposals are issued prematurely. Sellers view issuing proposals as a step toward the ultimate goal of obtaining orders. Proposals amount to asking for the business.

Proposal 65

Proposal Decision Maker Forecasting Buyer 65

Miller Heiman Group

MARCH 12, 2020

A triple-digit increase in sales opportunities identified—and 4X revenue growth based on those opportunities. They represent the gains that become possible when a firm implements Miller Heiman Group’s Bridging Service Into Sales training to improve its customer experience strategy. Think again. Get the Case Study.

Revenue 63

Revenue Strategy Customer Case Study 63

Customer Centric Selling

JUNE 14, 2017

Sales Tips: A Better Way to Handle Stale Proposals. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Proposal 76

Proposal How To Sales Sales Forecasts 76

SBI

JULY 9, 2013

Producing revenue is most certainly a far different animal than producing cars. However, we would do well to consider how we might increase our own sales production, carve waste out of our revenue manufacturing processes and optimize our sales capacity. If we did so, perhaps we can start a sales revolution—a true Sales2.0

Revenue 135

Revenue Hiring Proposal Sales Qualified Lead 135

No More Cold Calling

JANUARY 16, 2020

And you will align all systems in your organization—recruiting, training, and compensation—to support the referral selling process. How confident are you that you will meet or exceed your revenue goals? How will these translate into increases in revenue and profits? What I’m proposing requires true leadership.

Referrals 328

Referrals Sales Management Hiring Scale 328

Customer Centric Selling

MARCH 15, 2017

Sales Tips: "Quote and Hope" Proposals Don't Sell. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Proposal 84

Proposal Sales Sales Forecasts Forecasting 84

Cincom Smart Selling

MARCH 1, 2018

How can sales operations boost revenue with a CPQ ( configure-price-quote ) solution? How does CPQ help sales operations deliver more revenue? CPQ Minimizes Training Time for Sales Reps. CPQ Automates Sales Proposals. CPQ takes that burden off of the sales rep’s shoulders and automates the proposal-generation process.

Sales Operations 48

Sales Operations Revenue Proposal Sales Cycle 48

Customer Centric Selling

JUNE 26, 2017

Sales Tips: Best Practices for Handling Sales Proposals. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Proposal 74

Proposal Sales Sales Forecasts Forecasting 74

Nutshell

MARCH 19, 2024

An improvement in productivity translates to more deals closed and more revenue for your business, which means productivity directly impacts your bottom line. A more productive team leads to more deals, revenue, and growth. DOWNLOAD Ready to become a better sales leader? FREE DOWNLOAD Why is sales productivity important?

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

SBI

APRIL 2, 2013

They perform other tasks we impose on them as well, like expense reports, product training and internal meetings. Indeed, reps have to be masters at balancing their activities in a way that maximizes their revenue. Remember, it’s not just the minutes lost to each task that harms productivity—and ultimately—revenue.

Revenue 129

Revenue VanillaSoft SAP Decision Maker 129

Customer Centric Selling

OCTOBER 3, 2017

Sales Tips: Avoid Issuing Proposals Too Soon. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Proposal 63

Proposal Sales Sales Forecasts Forecasting 63

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. There is a direct and compelling link between frontline sales manager effectiveness and topline revenue performance.

Sales Management 218

Sales Management Hiring Compensation Scale 218

LeadFuze

MAY 30, 2021

More than 70% of businesses that follow a structured sales process are high performers , and generate up to 28% more revenue compared to businesses that don’t have a defined sales process. It’s been shown that performance, forecasting accuracy, and revenue all go up once companies develop and adopt a standardized sales process.

Sales Process 59

Sales Process Revenue Top of Funnel Sales Qualified Lead 59

Jeff Davis

MARCH 1, 2018

With that said, let's talk about what types of tech are necessary to have a Revenue Stack (Sales + Marketing tech) that helps you sell more effectively by empowering the sales and marketing teams. Below is a great depiction of the current revenue stack landscape from Nancy Nardin. What makes a good Revenue Stack?

Account Based Marketing 69

Account Based Marketing Revenue ROI Decision Maker 69

SalesLoft

MARCH 19, 2024

Sales enablement is a critical function for empowering your revenue team with the content and skills they need to win. With Salesloft and Seismic in your revenue tech stack, you can do just that by delivering hyper-relevant buying experiences while improving rep productivity. The key to success? Take a Tour 1. It’s evolved.

Scale 52

Scale Outbound Case Study Follow-up 52

Mindtickle

APRIL 30, 2020

A sales training program teaches sales reps the skills needed for every step of the sales journey—from first contact through the close of a sale. While many businesses employ sales training , the most successful programs are tailored to reps’ individual needs. Why One-Size-Fits-All Training Won’t Work.

Training 52

Training Negotiation Retail Quota 52

Mindtickle

APRIL 30, 2020

A sales training program teaches sales reps the skills needed for every step of the sales journey—from first contact through the close of a sale. While many businesses employ sales training , the most successful programs are tailored to reps’ individual needs. Why One-Size-Fits-All Training Won’t Work.

Training 52

Training Negotiation Retail Quota 52

The Digital Sales Institute

FEBRUARY 21, 2019

Sales training programs worth taking is a constant topic in the world of sales. The truth is that whether delivered in class, in house or online sales training programs have helped thousands of salespeople to improve their selling skills. Sales training programs. And what is their training preferences?

Training 56

Training Lead Rank Social Selling Top of Funnel 56

The Digital Sales Institute

SEPTEMBER 25, 2018

Insights into taking a sales prospecting training course with recommendations on course content, topics and learning outcomes. The essence of any sales prospecting training course is for the salesperson to learn how to engage prospects for lead generation and how to extend their influence for future sales opportunities.

Course 55

Course Ideal Customer Profile Top of Funnel Training 55

The Center for Sales Strategy

SEPTEMBER 17, 2021

Don’t get me wrong — I realize that sales managers have the hardest job in our profession: Revenue executives have an insatiable appetite for data; HR demands ongoing coaching and training; and the sales reps themselves need assistance daily with customer issues, moving deals forward and crafting proposals.

Quota 92

Quota Pipeline Meeting Proposal 92

Janek Performance Group

MAY 24, 2023

Here are some examples of lagging indicators: Units sold Gross margin Gross revenue Market share Deals won Deals lost Closing percent Average deal size As any sales outcome is the result of numerous factors, lagging indicators are a snapshot of what you’ve accomplished. The more proposals, typically the greater potential for sales.

Lead Rank 62

Lead Rank Lead Scoring Leads Marketing Qualified Lead 62

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker.

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

Janek Performance Group

APRIL 24, 2024

Proposal software provider Qwilr shows the benefit of effective coaching. They note: It leads to an 8% increase in annual revenue and 28% higher win rates. These can divert valuable time and resources from revenue-generating activities. It’s one of the single biggest drivers of individual performance and collective outcomes.

B2B 62

B2B How To Exercises Coaching 62