Product Management University

MARCH 23, 2023

The telling demos are more like an introductory training class on the product versus a sales presentation. We’ll call you if we have any questions.” “Can you explain how your system reads resumes from job applicants?” Telling demos aren’t going to energize anyone. They usually end with, “Thanks for the very informative demo.

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

Sales Hacker Training

SEPTEMBER 5, 2018

If talent acquisition, development, and retention are top-of-mind for you as a sales leader, here are 40+ of the best sales training programs to check out! In contrast, unleash a team of smart sales reps and success pours like rain. Great Sales Training = The Best Sales Outcomes. Sales Hacker.

Training 103

Training Scale Lead Qualification Lead Rank 103

SBI

OCTOBER 25, 2018

Highspot organizes sales content using its proprietary Spot technology, which is a more intuitive way for sellers to discover relevant content compared to other solutions that use a rigid folder architecture. Create a personalized experience that gives prospects a single URL for engaging throughout the sales cycle.

Buyer 123

Buyer Conversion Twitter ROI 123

Anthony Cole Training

MARCH 4, 2014

In our program, The Art and Science of Asking Questions (link to outline), we constantly role-play and conduct drill-for-skill sessions to improve the skills required to engage clients in conversation rather than taking sales people through lessons or "interrogations". Deal with how the record (belief) sabotages the sale and/or sales cycle.

Decision Maker 180

Decision Maker Analysis Education eBook 180

Openview

MAY 22, 2018

Traditional Knowledge and Content Management systems have one major difference. Say a sales rep is looking for information on how to respond to an objection from a prospect. A Content Management system will point her to a document and a section, which she’ll still have to go into to find the answer she’s looking for. Efficiency.

Hiring 71

Hiring Lead Rank Lead Scoring Oracle 71

Janek Performance Group

NOVEMBER 1, 2022

Every dollar and every purchase is scrutinized, and sales cycles have extended. As a sales training company, we see a common mistake among companies missing their sales numbers. Reminding the sales team of the big wins creates a heightened sense of what works and re-focuses the sales team away from doom and gloom.

Buyer 62

Buyer Call-back Lead Rank Lead Scoring 62

SBI

MARCH 8, 2018

Operational Changes – We help make operational changes to the selling process and ecosystem such as consolidating content systems, rationalizing the sales stake, and driving better CRM adoption. In Person Workshop – SAVO meets with the client in a live, onsite workshop to finalize the design and configuration of the solution.

Government 139

Government Sales Methodology Sales Enablement ROI 139

Emissary

MARCH 2, 2023

When a sales team subscribes, members use the platform to conveniently access the Emissary advisor network and Emissary library of insights. The information Emissary provides is an unparalleled advantage that helps sellers unearth more opportunities, shorten sales cycles, and close more deals in less time.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Highspot

JANUARY 29, 2024

Jump to whichever section fits your needs: What Is Sales Negotiation Why Is Sales Negotiation Important? 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 52

Negotiation Closing Case Study Buyer Persona 52

SalesLoft

MARCH 31, 2022

Three top sales leaders in EMEA recently joined me to chat about these topics. We are all facing similar challenges and they gave me a lot to think about – from reducing time in the hiring process to how we can train managers differently. . Natalie Barrie , Head of Sales at Mention Me. That means sales cycles are shrinking.

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105

Customer Centric Selling

DECEMBER 24, 2014

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In my first sales management position I soon noticed that one of my salespeople seldom made calls alone. He called on mid-level IT staff and whenever possible brought our Systems Engineer (SE) with him on his calls.

Engineering 81

Engineering Sales Cycle Resources Sales 81

PandaDoc

OCTOBER 3, 2023

Developing an AI strategy should involve identifying pain points, setting goals, assessing infrastructure, calculating ROI, researching solutions, piloting tools, training staff, and tracking performance. With AI, sales teams can automate those important tasks for which they neglected to allocate resources due to their high labor intensity.

Lead Rank 52

Lead Rank Sales Process Lead Scoring Outsourcing Services 52

Customer Centric Selling

APRIL 3, 2013

Sales Training Article: "It's Deja Vu All Over Again" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Yogi Berra's quote brings to mind the obligatory pipeline review managers do with their salespeople toward the end of the month. Need some help with your sales performance?

Pipeline 45

Pipeline Training Face-to-face Quota 45

The Brooks Group

FEBRUARY 5, 2020

For instance, one of the core goals is to improve pipeline management so that sales team are appropriately handling each stage of client acquisition. Tracking Sales Optimization Progress. Sales optimization cannot be accomplished in a one-off workshop or memo. Use the Right Tools.

Hiring 82

Hiring Maximizer Lead Rank Penetration 82

Customer Centric Selling

JUNE 14, 2013

Sales Training Article: Top Ten Mistakes that Kill Sales Calls. By Scott Gruher, Sales Benchmark Index (SBI) Sales Leaders miss or make the number one sales call at a time. Sales leaders can control the quality of sales calls every day. Is it in the correct sales process stage?

Training 74

Training Objections Coaching Lead Rank 74

Sales Hacker Training

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down.

Sales Enablement 103

Sales Enablement Top of Funnel Sales Qualified Lead Lead Rank 103

The Pipeline

OCTOBER 3, 2011

Take this experience with my internet provider (well part time provider, the system keeps going down). The first encounter was with a CSR, who quickly tried to convince me that it had nothing to do with their (lack of) service, and was likely my router. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Pipeline

DECEMBER 23, 2011

Then determine what actions you may need to undertake to get your reindeer sales force flying high in both good and bad weather. Chief Results Officer of ADVANCED SYSTEMS and author of Be the Red Jacket has 25 plus years experience in public and private sectors in sales, organizational development and talent management.

Pipeline 217

Pipeline Hiring Cold Calling Top of Funnel 217

The Pipeline

MAY 12, 2011

the industry leader in sales assessments and sales force evaluations, and the CEO of Kurlan & Associates, Inc., an international consulting firm specializing in sales force development. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

Customer Centric Selling

AUGUST 30, 2013

Sales Training Article: Why A Rising Win Rate Could be a Bad Sign. By Drew Zarges, Sales Benchmark Index The software company''s VP of Sales boasted about his win rate. One former buyer had posted common software glitches on a poorly implemented system. Need some help with your sales performance?

Training 45

Training Buying Cycle Collateral Software 45

Highspot

FEBRUARY 22, 2024

S&OP roles include: Executive leader Sales leader Marketing leader Demand planner Operational leader Supply chain leader Technology S&OP software and technology support tasks like real-time data analysis, forecasting, and planning for uncertainty. Highspot offers the right mix of tools, insights, and training.

Forecasting 52

Forecasting Trends Lead Rank Survey 52

SBI

AUGUST 30, 2018

Helps Salespeople Accelerate their Sales Cycles – Salespeople can leverage current customers for providing references and testimonials to close deals faster. We engage fully until the system is set up and running as desired. In addition to the workshops, Strikedeck delivers training sessions to the end users.

Churn 95

Churn Loyalty Lead Rank Maximizer 95

Anthony Cole Training

JULY 20, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. 5 Direct Sales Activities that Lead to Sales Success?

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

The Brooks Group

FEBRUARY 3, 2017

The length of your sales cycle will vary, and so will the number of touchpoints necessary to close a deal. But sometimes the process is dragged out longer than necessary simply because your salesperson lacks the confidence to ask for the sale. NOTE: Our sales training tools are designed to make your life easier.

Hiring 63

Hiring Sales Qualified Lead Sales Cycle CRM 63

Costello

JANUARY 15, 2019

“At Resolute , we’ve been working to tie our marketing and sales initiatives closer together and have seen some very promising results including gaining more focused opportunities that are a fit for our business, a busier deals pipeline, and shorter sales cycles,” says Colton De Vos. The impact has been a well-oiled machine.

Lead Rank 105

Lead Rank Revenue Top of Funnel Lead Scoring 105

Customer Centric Selling

FEBRUARY 8, 2013

Sales Training Article: Make - or Lose - an Easy Sale By Geoffrey James, Inc. Sales Source Listen carefully, because sometimes prospects tell you up front that they're ready to buy right now. For example, suppose you're selling an inventory control system. Need some help with your sales performance?

Training 45

Training Transportation Negotiation How To 45

Mindtickle

JUNE 21, 2023

It is typically offered by professional organizations, industry associations, or training institutions. Sales certification programs assess and verify a sales professional’s understanding of sales concepts, techniques, best practices, and industry-specific knowledge.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Customer Centric Selling

MARCH 4, 2016

Decades ago, while selling clients their first business computer systems, I learned a valuable lesson: Software is only as good as the data that’s entered. Inept or disengaged data entry staff could disrupt the entire system. This amounts to creating roadmaps of how sales cycles should progress. Sellers are another story.

Top of Funnel 40

Top of Funnel CRM Sales Cycle Software 40

The Pipeline

NOVEMBER 28, 2011

Reminded me of the debate between Sales 2.0 and Sales Un-dot, especially when you are exposed to the passion and noise from all these camps. The challenge with the “boxed” or proprietary approaches is that they tend to start with a specific challenge in a specific vertical or type of sale. Sales Bloggers Union.

Buyer 219

Buyer Pipeline Twitter Hiring 219

MEDDIC

OCTOBER 19, 2021

Steve is an experienced leader in CRM and Sales Force Automation with a strong sales background obviously. Our chat gave me the opportunity to share publicly, for the first time, some of the nuggets I usually only share in my private workshops. Of course, the sales rep needs to be good at execution, being able to ask questions).

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

Sales Training Advice

MAY 31, 2010

I lead a lot of sales training sessions that focus on the first half of the sales process. In the workshops we do a ton of live warm and cold calling on speakerphone. Everyone wants the silver bullet for B2B sales, especially for landing that first meeting or interest. This is where your CRM system comes in handy.

Training 69

Training Face-to-face How To Decision Maker 69

The Pipeline

SEPTEMBER 16, 2011

When I was running an ICBM launch crew in the Air Force, my crew and I used the tech orders and common sense to keep the systems safe and ready. We understood our systems, and trusted our teammates. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment.

Pipeline 298

Pipeline Twitter Groups Cold Calling 298

The ROI Guy

DECEMBER 2, 2014

The research clearly indicates that the issues are not around sales having enough leads, more sales training, improved social selling ability or increased product knowledge. When I was with Xerox learning systems in the early 90s we used to discuss how sales reps were too much about products and not enough about business value.

Lead Rank 86

Lead Rank Lead Scoring Proposal Buyer 86

The Pipeline

OCTOBER 21, 2011

In case anyone is wondering, I am NOT suggesting that business people should don mohicans, smash up the reward system and pogo at the office party. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership. Sales Management.

Pipeline 237

Pipeline Hiring Top of Funnel Cold Calling 237

Customer Centric Selling

JULY 8, 2015

Sales Tips: Taking Stock at Mid-Year. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sales calls are as unique as snowflakes. As a sales manager, I learned a long time ago that train wrecks happen a month at a time. Most sellers are now halfway through 2015.

Lead Rank 40

Lead Rank Quota Sales Cycle Pipeline 40

Customer Centric Selling

SEPTEMBER 16, 2015

Sales Tips: Bad Assumption #1 - Website Leads = Top-line Revenue. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Visitors were asked to answer 2 questions: The last time your telecommunications system crashed, who complained the most? Image courtesy of FreeDigitaPhotos.net.

Top of Funnel 40

Top of Funnel Sales Qualified Lead Trade Show Telecommunications 40

Customer Centric Selling

AUGUST 3, 2016

Sales Tips: Do Your Buyers Have a Sense of Urgency? When trying to get to the end of sales cycles, sellers always seem to be in a hurry. The platform being considered supports all the different applications being used with tested API’s that would allow the implementation and cut over to the new system in less than a month.

Buyer 40

Buyer Vendor Software Software 40