Highspot

DECEMBER 21, 2022

Unless you invest in a good training program (and your people). Why is there a knowledge gap for sales leaders? Lots of sales managers get hired because they’re expert salespeople, either because they know what to say to close deals or because they demonstrate value to customers. sales guidance. performance KPI tracking.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

MTD Sales Training

MAY 17, 2016

This week we have launched our new ISM accredited ‘Professional Selling Skills’ award. This means that you can work through it on your way to the sales meeting, at your desk in the workplace or from the comfort of your own sofa! Happy prospecting! Sean McPheat. Managing Director.

Gatekeeper 120

Gatekeeper Selling Skills Resources Prospecting 120

BrainShark

MAY 2, 2022

Virtual sales training is any synchronous or asynchronous learning provided online or via a digitalized experience. This means training can be delivered across multiple locations simultaneously and, in the case of asynchronous learning, at any time that’s convenient for the trainee. Assessing whether reps are ready to sell.

Training 71

Training How To ROI Course 71

Corporate Visions

SEPTEMBER 20, 2018

What does the typical sales meeting look like today? million sales professionals in the U.S.—47% 47% are inside sales reps, while about 53% are outside. Of course, inside sellers handle all their meetings remotely. Of course, inside sellers handle all their meetings remotely.

Research 40

Research Sales Meeting Meeting Journal 40

Jeffrey Gitomer

SEPTEMBER 7, 2011

Online Training. Getting into sales for the money. If you’re in sales for the money, get out now and become a lawyer, or worse, a politician. A big part of selling is thinking that you can, and a positive anticipation of going into a sales meeting. A big part of selling is expecting a positive outcome.

Hiring 245

Hiring Training Social Media Follow-up 245

Gong.io

AUGUST 22, 2018

“I’m running out of sales training ideas ,” the director of sales told me, a bit embarrassed. “My My job is to upskill the sales team ,” he said. But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. With each sales training topic we cover here….

Training 92

Training Cold Calling Webinar Metrics Objections 92

Sales Management Plus -- SMP

NOVEMBER 30, 2023

Sales Activity Gap = # of opportunities closed by reps with the most activities – # of opportunities closed by reps with the least activities. Using SMP, you could create this analysis in less than five minutes before your next sales meeting. A rep with a higher conversion rate is more effective at closing deals.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52

Allego

OCTOBER 25, 2022

This article originally appeared in Training Journal. Great sales reps aren’t born. Even the best reps need training and reinforcement to effectively convey value and successfully navigate buyer interactions. For one, hybrid work enabled sales reps to work from anywhere. 5 Tips to Improve Sales Coaching.

Face-to-face 96

Face-to-face Coaching Scale Video 96

Highspot

JANUARY 14, 2024

Why Virtual Sales Skills Training Matters The shift from in-person to remote work demands new skills. With only 33% of salespeople effective in virtual environments , training in virtual sales skills, emphasizing digital communication and platform proficiency, is crucial to adapting to customer needs in a virtual setting.

Quota 52

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

Jeffrey Gitomer

JULY 26, 2011

Online Training. New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Dont let your next sales meeting suck! See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? What should a business lunch consist of? Gitomer | July 26, 2011 | 2 Comments. Tweet Share There are 4.5 Hire Jeffrey.

Hiring 260

Hiring Social Media Referrals Loyalty 260

Gong.io

SEPTEMBER 26, 2022

What is remote sales? Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Sales reps are more productive.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Vengreso

NOVEMBER 19, 2020

” Do You Think Relationship Selling is Dead? Gone are the days where in-person sales meetings would last hours on a golf course, and deals were closed over a few bottles of wine. Those were the good ole days of relationship selling. The market demands a new breed of salesperson, a Modern Seller.

Face-to-face 98

Face-to-face Lead Rank Lead Scoring Analytics 98

Jeffrey Gitomer

MAY 18, 2011

Online Training. How Personal Information Leads To A Relationship (And To Sales). Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. And, oh yes, lots of sales.). See Jeffrey Live!

Hiring 265

Hiring Lead Rank Lead Scoring Leads 265

Crunchbase

SEPTEMBER 29, 2022

The classic sales methodology is for sales reps to tout their product or service without any real focus on the consumer or their motivations. All of that changed in the ’80s with the advent of solution selling. Unlike traditional sales, solution selling involves: Understanding the prospect’s industry, business and goals.

Solutions Selling 52

Solutions Selling Consumer Ideal Customer Profile How To 52

eGrabber

NOVEMBER 30, 2021

However, salespeople find it difficult to improve sales performance. Sales development reps are often busy with too many things on their plate. They generate leads, call prospects, follow up emails, take part in sales meetings, do prospect research, update CRM, and other administrative tasks. What’s more?

Ideal Customer Profile 52

Ideal Customer Profile How To Campaigns Lead Generation 52

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

Jeffrey Gitomer

FEBRUARY 18, 2011

Online Training. Relationships and Referrals | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. They go through the same old crapola, of prospect , the point, present, close, follow-up! That sales strategy is going to get you nowhere; oh it will get you somewhere, another job. See Jeffrey Live!

Referrals 206

Referrals Hiring Social Media Loyalty 206

Jeffrey Gitomer

APRIL 21, 2011

Online Training. Tweet Share Sales Truth: Salespeople become known by the questions they ask. It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. See Jeffrey Live! Hire Jeffrey.

Hiring 335

Hiring Social Media Loyalty Commission 335

Jeffrey Gitomer

MARCH 3, 2012

Online Training. Tweet Share I want you to join me March 8th for an afternoon leadership seminar, and March 9th for a morning sales seminar at the Sheraton Raleigh Hotel so you can make 2012 the year you dominate your market and the year you dominate your competition. Dont let your next sales meeting suck! Hire Jeffrey.

Hiring 171

Hiring Social Media Hotels Loyalty 171

Vengreso

APRIL 10, 2022

Are your sellers using a sales methodology to guide them, step-by-step, in their daily prospecting and closing sales activities? However, most sales methodologies and most sales teams do not subscribe to a sales method that covers prospecting. Most, however, do not cover the prospecting phase.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

Highspot

DECEMBER 5, 2023

Because this type of sales methodology provides the exact kind of personalized experience modern buyers have come to expect: an experience that requires intense focus, active listening, and – perhaps most importantly – a solid foundation of mutual respect and trust. One way to ensure your sales tactics are able to bend with each prospect?

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Pipeliner

JANUARY 16, 2018

Or what about the rep that offers a discount early and often, despite the fact he just attended a training course on negotiation skills? Here’s the issue: Most CEOs and sales managers focus on the wrong end of the problem. Certainly such skills are important. Positive prospect – “Am I hearing information or evidence?”

Proposal 60

Proposal Selling Skills Discount Negotiation 60

Highspot

NOVEMBER 1, 2022

Because consultative selling provides the exact kind of personalized experience modern buyers have come to expect: an experience that requires intense focus, active listening , and – perhaps most importantly – a solid foundation of mutual respect and trust. One way to ensure your sales tactics are able to bend with each prospect?

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Mindtickle

JUNE 21, 2023

In the world of sales, effective communication is the cornerstone of success. Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Jeffrey Gitomer

DECEMBER 16, 2011

Online Training. The 100-year path to a sale is over: Road Closed. Why on earth would someone listen to your time-worn sales pitch/tricks without a hint of value coming from you? Why on earth would you look for your prospect’s pain when he or she is looking for pleasure? Dont let your next sales meeting suck!

Hiring 194

Hiring Cold Calling Closing Social Media 194

MTD Sales Training

OCTOBER 12, 2015

So, by deciding what attitude you will take on a call or to a sales meeting, you end up determining the outcome, or at least you confirm your control over your response to the outcome. This entails building rapport with your prospect and involving them in making decisions or choosing from a range of options. Happy Selling!

Negotiation 120

Negotiation Sales Talent Influencer Positioning 120

Jeffrey Gitomer

APRIL 26, 2011

Online Training. Inspirational, I have used Jeffreys videos for those Mondays when the moan factor is coming over the horizon or whenever i fell myself slipping into the blame game, his words and the thought patterns they have led me to I can honestly say are the 10% differential in my sales this year versus last. See Jeffrey Live!

Hiring 190

Hiring Social Media Ideal Customer Profile Loyalty 190

Sales Hacker

FEBRUARY 17, 2021

For me, the majority of my first sale roles did indeed involve our CEO in the early stage. As my product knowledge increased and selling skills became more polished, I felt I could really own the deals in my pipeline – proving to myself that I could win deals solo. Solution review.

Energy 121

Energy Up-Sell Call-back Case Study 121

Jeffrey Gitomer

FEBRUARY 14, 2011

Online Training. The Real Way to Beat Price | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Suddenly a person comes in and belts out values that shrink the price of ownership and “compels” this prospect to become a customer. Dont let your next sales meeting suck! Hire Jeffrey.

Hiring 155

Hiring Social Media Loyalty Cancellation 155

Platinum Rules for Success

NOVEMBER 9, 2016

In this week’s story on Platinum Rules for Success, Rick addresses this issue, by sharing recommendations for sales managers who want to recapture the lost art of selling and improve their team’s performance. The Lost Art of Selling. Why we need selling skills more than ever. Hold weekly sales meetings.

Face-to-face 49

Face-to-face Chemicals Social Media Real Estate 49

Vengreso

JUNE 10, 2022

LinkedIn has become the defacto standard for the professional world, prospective employers to find job seekers and for an account executive to find potential customers. You always want to focus on them (the prospect, the HR director, the client) and how you can help them be more successful. Am I speaking to sales reps?

LinkedIn 105

LinkedIn Ideal Customer Profile Hiring How To 105

The Brooks Group

OCTOBER 11, 2017

Unfortunately, many salespeople sell on price—and that’s because they’ve never been trained in the skills necessary to build value and negotiate effectively. Train Your Sales Team in Negotiation Techniques. Learn more about planning a sales meeting that gets results here. Use them to your advantage.

Discount 56

Discount Margin Negotiation Face-to-face 56

Jeffrey Gitomer

MARCH 16, 2011

Online Training. Eight Personal Barriers to a Sale | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Tweet Share There are eight personal barriers to a sale. These barriers are caused by YOU either before, during, or after the sale. Dont let your next sales meeting suck!

Hiring 226

Hiring Remedy Social Media Loyalty 226

Gong.io

NOVEMBER 12, 2021

These are the top sales skills… with data to support them. #1 1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. But the top sales reps are great at prospecting. For most sales calls, it’s about listening (we’ll get to that skill a bit later). It’s tough. It’s tricky.

Cold Calling 118

Cold Calling Negotiation Face-to-face Objections 118

Hyper-Connected Selling

MARCH 17, 2020

All you need to do is present it at a sales meeting, maybe send a few articles you found, and that should be it. Unfortunately, lurking underneath the seeming simplicity of digital selling are a number of complications that differentiate these new sales activities from business as usual. Digital Selling is Rarely Linear.

Social Selling 59

Social Selling Coaching LinkedIn Ideal Customer Profile 59

Vengreso

MARCH 22, 2022

We will teach you all about sales hiring: what it is, what it isn’t, and how to get it done. Sales #hiring is a #keytopic for #salesleadership today, know how you can #hire the right people out of the gate for maximum sales #success? Need to improve your company sales cycle. Want to upgrade your sales organization.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

We will teach you all about sales hiring: what it is, what it isn’t, and how to get it done. Sales #hiring is a #keytopic for #salesleadership today, know how you can #hire the right people out of the gate for maximum sales #success? Need to improve your company sales cycle. Want to upgrade your sales organization.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98