Great, Previously Unread Sales Research Uncovered

Understanding the Sales Force

Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research. Today I'm bringing you some insightful information that was not widely read when it was published back in 2014.

Mind the Gap: New Research Reveals Buyer-Seller Disconnect

Smart Selling Tools

He is a nationally recognized authority on selling and has written hundreds of articles and training programs for sales reps and sales managers. Michael has managed programs for US Healthcare, Bell Communications Research, and DuPont.

Trending Sources

The Power of Observation in Selling Goes Beyond Sales Research

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Many sales training coaching programs are based upon sales research. Sales Training Coaching Tip: Active listening is observing how people communicate. One example of sales research would be those still popular sales scripts.

Cold Calls Warm With Research in Advance

Score More Sales

The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” In fact those days of calling anyone without research are long O-V-E-R. Pre-Research Tools to look into: Our #1 “go-to” is LinkedIn for research.

How to optimize your sales training investment

Sales Training Connection

Sales Training Investment. How much money are companies spending on sales training? ” There are several avenues to attack the question: How do you optimize your sales training investment? At that point we totally changed how we designed our sales training.

RIP: Sales Training

Sales Benchmark Index

Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Sales training is a form of their development. This is known as the event based training meeting.

The Research Says… Skill and Will Are Key to Top Sales Performance


I love data and research…especially when it comes to people. Now OMG research confirms it with science! Now, back to the data and research…if you like data, you’ll appreciate this new (and free!) 4 Success Drivers You Need to Know.and Grow TRAINING REPLAY.

Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?


As of January 2017, there were 450 sales technologies available —100 of which surfaced in the previous year, according to research from Nicolas de Kouchkovsky, principal of CaCube Consulting. Meet the Author: Jorge Jeffery joined Velocify in 2011 and is director of research and analytics.

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Train My Salespeople … Really?

No More Cold Calling

Think sales training is unnecessary? New research says you’re wrong. Many sales organizations bristle at the idea of spending money on sales training programs. In companies where skills training programs needed improvement, only 60.5

Why Off Site Leadership and Sales Training Misses the Mark

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At least once or twice monthly, I receive catalogs from organizations that deliver very expensive two to three day off site leadership and sales training. The problem with these off site leadership and sales training events is they fail to leverage the HOW and WHY behind learning engagement.

Sales Tips: Do You Know the Difference Between Buyers and Researchers?

Customer Centric Selling

Sales Tips: Know the Difference Between Buyers - and Researchers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. I’d like to discuss how sellers initiate opportunities and then revisit inbound inquiries from researchers.

Are You Ignoring Attitude in Your Sales Training?

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Having experienced numerous sales training programs in my previous life, not one of them really explored positive attitude in the learning engagement. Unfortunately, many sales training programs do not recognize this linkage and only further the disconnect.

Is advocating sales training a career risk?

Sales Training Connection

Sales Training. It is not a career risk to be out front advocating your company place a priority on sales training. However, has some solid research been done on what constitutes sales success? Therefore pre-post control group type research designs are not applicable.

Sales training – 3 ways to maximize your investment

Sales Training Connection

The article delves into how sales training has changed over the past several years. In the article you’ll read several points shared by Dick Ruff on what to do to make sure your sales training is successful. Sales training must also be reinforced after it occurs.

7 Ways to Kill Sales Training

Sales Benchmark Index

Sales Leaders leverage Sales Training as a tool for improvement. This article lists sales training poisons SBI has seen - and their respective antidotes. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Top Training Techniques Tool.

Brain Research and Buying: The Link to Increase Sales

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You may have the best sales skills from the sales training coaching of Zig Ziglar or any other noted sales guru, but all sales come after the buyers have at least bought you, bought your company and potentially bought your solution.

How to Increase Sales Tips & Snippets #19 Research

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The last of the how to increase sales tips for 2011 is research. In marketing, investing the time to do your research is critical to how effective are your marketing strategies and tactics (think conversions).

The Prevalence of Assumptions in Sales Training Coaching

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In the posting over at Training Industry , the author, Robert Bogue, suggested the following “Everything You Think Know About Learning Retention Rates Is Wrong.” Sales Training Coaching Tip: An experienced results focused instructional designer is a good investment.

When the Training Wheels Come Off

Sales Benchmark Index

Our research shows that Julie is not alone. Training dollars are being misallocated. By signing up for our 7th annual Research Tour your team can learn why. Her sales manager knew her potential and sent her to a weeklong sales training. A 4 day training at corporate.

The 13 Least Known Sales Technologies


Going beyond onboarding and training tools, sales coaching technology is critical for your sales team’s continued growth. Coaching technology reinforces training and helps sales managers ensure reps are following their proven playbook of tactics. 13) Onboarding and Training Tools.

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. 19) Sandler Training.

5 Takeaways from a Sales Management Training

Sales Benchmark Index

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. Here are 5 key takeaways that made this training a success. Gamify the training. Train on Social Selling.

The Key to Maximize Your Sales Training

Sales Benchmark Index

Sales training eats up a lot of this non selling time. As Sales Leaders we know sales training is key though. The ASTD(American Society for Training & Development) reports an 18% increase in productivity for every 3 hours spent training. Agile Sales Training.

Two Sales Paths Emerged in the Woods and I Took the One Less Traveled By

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When we examine sales research, we can better understand why so many walk the quick fix path and continue to ignore the sales process path. Then there are all those one day sales training events. In sales, there are many sales paths.

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First Direct Lending Achieves Rapid Growth with Velocify


Velocify is so commonly used across the mortgage industry, and so intuitive to adopt, that training and onboarding new consultants is quick and easy. First Direct Lending is no stranger to the hustle of the mortgage industry.

How to Take the “Snore” Out of Sales Training

Sales Benchmark Index

It is so compelling, yet your sales training class did not grasp it. This post is about the importance of sales training fundamentals. The best sales training content is forgotten without memorable delivery. Keep the program interactive during the entire training session.

Sales Technology Best Practices: Superuser Tips for Success


Superuser Tip #3: Invest in Training. In a recent study , Jill Konrath, globally recognized sales acceleration expert, examined the importance of training and onboarding salespeople.

Please Stop the Ongoing Insanity in Bank Sales Training

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During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? ” When bank sales training firms first focus on behaviors, that is a really big mistake. Separating training from development is also critical.

Bucking the Crap Quandary of Sales Training

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The crap quandary of sales training is “I or my people need some new knowledge on best selling practices or development of existing sales skills, but much of the sales training makes big promises, costs big dollars and delivers less than desired results.”

IsThis Common Sales Training Presumption Your Increase Sales Barrier?

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After having sat through various sales training seminars, workshops to 2 day learning engagements, I realized that the majority shared this common presumption that was a barrier to increase sales.

Why Sales Training Ends Up Good, Bad or Ugly

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A recent rerun of the movie the Good, the Bad and the Ugly reminded me of why sales training works or does not work. In many cases, sales training is more bad and ugly than good being sustainable and delivering the desired results. Sales training coaching does not happen in a vacuum.

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Value Creation – The Truth Leaks Out

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In fact, books, webcasts, seminars to sales training events continue to push that salespeople can create value. Some recent marketing research by Spong is now revealing what I have said for years: Value is created by the buyer not the seller.

How Top Sales Reps Prevent Worthless Training Efforts

Sales Benchmark Index

Every year, Sales Reps are forced into mandatory training. The question Reps want answered: how does this training help me make more money? Assess the value of your training and do one of these three things: If the training is bad, then tell your manager exactly why.

Top gun sales training

Sales Training Connection

Sales Training. Leading companies engaged in major sales in the B2B market have crossed the Rubicon when it comes to sales training. As a result of this trend sales training is becoming more important and is taking on some new looks.

Sales 20

Leadership Is a Developmental Process, Not a Training Program

Increase Sales

Yesterday in speaking with an executive coaching client, he mentioned how his firm was looking into a leadership training program, I suggested to him sustainable leadership happens through a developmental process not through a training program.

The Just-In-Time Training Revolution

Sales and Marketing

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions When it comes to enabling salespeople to be great “in the moment” across the different types of selling situations they face, the technology is there. The bad news: Messaging content and skills training approaches are not always present. of the marketing messaging and sales training content — i.e.

Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

Just before the Thanksgiving holiday, Scott Santucci of Forrester Research, published an article entitled, “ Is the Sales Enablement Space a Growth Market or a Hype Bubble? ” They require a high-level of training and a high-level of knowledge on the part of both Sellers and Marketers.

Training Our Customers To Want The 57%!

Partners in Excellence

” Other research has this “engagement point” anywhere between 57-92%. The basic premise is the massive amount of digital information enables of customers to do research on the web results in their not engaging sales until the are 57% of the way through their buying process.

Poor Sales Managers Are Trained; Great Managers Are Developed

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I just came across some research highlighted by Top Sales World (source: Chally) that suggested “80% of sales managers fail within eighteen months of being promoted.” Sales Training Coaching Tip: Training is learning a new skill; development is deepening that skill.

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Beyond Static, One-Time Training Events

Sales and Marketing

Teaser: While the demands on sales reps have grown dramatically in recent years, training approaches have remained stagnant. While the demands on sales reps have grown dramatically in recent years, training approaches have remained stagnant. Issue Date: 2015-08-17.