BrainShark

JULY 1, 2022

When it comes to measuring sales training ROI, most advice is either self-explanatory or ambiguous, such as “decide what success looks like” or “set expectations for your training.” Then, we’ll discuss the specific metrics you can track, as well as several best practices for calculating sales training ROI.

ROI 62

ROI Examples Training Lead Rank 62

The Pipeline

SEPTEMBER 19, 2011

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution.

ROI 243

ROI Pipeline Training Twitter 243

Allego

SEPTEMBER 17, 2020

Your company may have pivoted to virtual selling overnight this spring, but now you realize that working and closing deals when you can’t be there in person is the new normal. For everyone used to sitting down with a prospect, it’s new territory. Virtual selling isn’t as personal. Challenge 7: Picking Up Company Culture.

Collateral 147

Collateral How To Video Face-to-face 147

The Pipeline

AUGUST 8, 2011

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , Buying Process , Communication , EDGE Sales Process , Funnel management , Interactive Selling , Proactive , Proactivity , Sales Leadership , Sales Success , Sales eXchange , Sell Better , Shorter sales cycle , execution.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Mindtickle

APRIL 10, 2024

According to the Demand Gen Report , more than half of B2B buyers rely on sales content to guide their purchase decisions more now than in the past. Revenue organizations have heard the message loud and clear, and most invest time and effort in producing content for their sellers to use throughout the sales cycle.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

BrainShark

AUGUST 24, 2022

An effective sales readiness strategy is essential to their success. With training and coaching to support the development of critical sales skills, organizations can equip their sellers to close more and bigger deals, all while ensuring time with buyers is well-spent. Essential Sales Skills Every Rep Should Have.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

SBI Growth

JUNE 4, 2013

For example, how long is your sales cycle? For many of our clients, the average sales cycle exceeds 6 months. In this situation, the sales leader better be evaluating net new leads NOW. Most comp issues are not about comp – they are really territory or quota problems. Sales Process/Sales Training.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation Targets 308

Showpad

MARCH 3, 2020

Both operations and enablement strategies function to enhance the sales process, allowing sales managers to effectively lead and coach their teams and reps to meet their goals quarter after quarter. Sales Enablement versus Sales Operations. Developing sales and revenue strategy. Setting territory structure.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

No More Cold Calling

JANUARY 3, 2013

Want to get the real scoop about social selling? Here’s Barb’s take on social selling. People pick up on a catchphrase that is garnering attention and before you know it, they are jumping on the bandwagon to proclaim that they are the expert. That’s what is happening with social selling. This is about selling.

Social Media 271

Social Media Social Selling Media InsideView 271

BrainShark

MAY 31, 2023

In a webinar with former Bigtincan CMO Rusty Bishop, Forrester Principal Analyst Eric Zines explained why attrition is so bad for sales in particular. If a seller leaves and there’s a spot open, that quota isn’t covered or it’s split up by others on the team halfheartedly.” Because of quota attainment,” said Zines. “If

Hiring 62

Hiring Sales Talent Scale Sales Enablement 62

Mindtickle

APRIL 5, 2022

Getting new hires up to speed is a major investment in both time and money for businesses. According to The Bridge Group , the average ramp-up time for sales development reps (SDRs) is 3.1 What is sales ramp-up time? How to calculate ramp-up time for sales reps.

Hiring 52

Hiring Ideal Customer Profile Sales Cycle Sales Qualified Lead 52

Partners in Excellence

FEBRUARY 21, 2022

Even for the simplest of sales roles, onboarding takes several months. Then we look at sales cycles. For complex B2B sales, it’s not unusual for cycles to extend over a year. Even for more transactional offerings, sales cycles can take months. I talked to a mentor about this.

Hiring 96

Hiring Face-to-face Sales Cycle Territories 96

The Pipeline

JANUARY 11, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Work Your Cycle not the Calendar. Here we are at the start of a new year, fresh faces, prospects and places to engage, and with what most would lead you to believe, a blank slate, ready to conquer sales all over again. EDGE Sales Process.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

The Pipeline

DECEMBER 7, 2011

Sign up for our Email Newsletter. Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. Voice mail continues to be a topic of discussion whenever sales people get together.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

Sign up for our Email Newsletter. Finding the balance between having enough of the right information that you can actually action and move the sale forward, versus the time invested in “researching” and not auctioning the results, especially when the time you invested/wasted is not recoverable. Sales Success , Tibor Shanto.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

OCTOBER 26, 2011

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Communication , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Sales Strategy , Sales Success , Sell Better , Value , Video , execution. EDGE Sales Process.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

NOVEMBER 16, 2011

Sign up for our Email Newsletter. Sales Success , Tibor Shanto. A Random Walk Up Sales Street. EDGE Sales Process. EDGE Selling. Gap Selling. Hiring Sales Talent. Interactive Selling. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

SBI Growth

SEPTEMBER 20, 2012

Revising or building a new sales process to enable sales reps. Modifying sales reports and dashboards to enable sales managers to track new product sales. Organizing and scheduling product training sessions. What about the sales compensation plan? Identify the Average Sales Cycle.

Compensation 244

Compensation Incentives Incentive Penetration 244

The Pipeline

JULY 30, 2012

They sign up for a year, they give up in month; retailers make their year in January, gyms in January. . He also tells me about people’s approach to the whole physical training thing, which in great measure the reason for them giving up and their ultimate failure. The binary approach does not work for B2B sellers.

Retail 257

Retail Territories B2B Sales 257

SBI

JULY 24, 2018

As we enter into the world of the next generation of buyers who are smarter and more resourceful than ever, sales reps need to keep up. The CRM we know today doesn’t actually help sales reps sell more. It also doesn’t accelerate sales cycles. Sales training and enablement. IT’S LIKE DATING.

CRM 95

CRM SAP Forecasting Incentives 95

The Pipeline

FEBRUARY 8, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Opposite – Different -Or… Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Gap Selling , Planning , Proactive , Productivity , Questions , Sales Process , Sales Strategy , Sales Success , Value , Video , execution.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

FEBRUARY 22, 2012

Sign up for our Email Newsletter. Revisit prospects who started a sales cycle with but did not finish, ending in no decision; as time moves forward, they may be ready to reengage, either because they still need to do something. Sales 2.0 , Sales Skills , Sales Success , Video. A Random Walk Up Sales Street.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation Targets 216

The Pipeline

FEBRUARY 24, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Sales Roulette – Are You A Player? Stored in Attitude , Business Acumen , EDGE Sales Process , Impact Questions , Interactive Selling , Metrics , Next Steps , Proactive , Sales Cycle , Sales Process , Sales Strategy , Sales Success , execution.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

Bigtincan

SEPTEMBER 15, 2021

Good reps map out their territory, understand each customer’s needs, and coordinate product logistics with local inventory managers and hospital personnel. . Sales territories and incentives restructuring. New sales training and certification obligations. . The key to success? Planning. .

Hiring 105

Hiring Territories Networking Microsoft 105

The Pipeline

JANUARY 13, 2012

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Metrics , Proactive , Productivity , Sales Strategy , Sales Success , Time Allocation , execution. Sales Success , Tibor Shanto , Time Allocation.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

MARCH 7, 2012

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , EDGE Sales Process , Planning , Proactive , Sales Process , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Sales Success , Tibor Shanto , Video. A Random Walk Up Sales Street.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

SEPTEMBER 9, 2011

Sign up for our Email Newsletter. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Specifically SMB, which makes up the vast majority of businesses in the USA.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

FEBRUARY 21, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. Sales Skills , Sales Technique , Sales Training , Win , Workshop.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

The Pipeline

NOVEMBER 23, 2011

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. EDGE Sales Process.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

FEBRUARY 15, 2012

Sign up for our Email Newsletter. This indeed is a step forward as it aligns and consolidates the organization’s resource to better serve the most important element in selling, the customer. Sales Force Alignment , Tibor Shanto. A Random Walk Up Sales Street. EDGE Sales Process. EDGE Selling.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The Pipeline

JANUARY 17, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Top 25 Sales Influencers for 2012. Stored in Attitude , Awards , Business Acumen , Gap Selling , Interactive Selling , Productivity , Sales Leadership , Sales Success , execution. Sales Success , Tibor Shanto.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

FEBRUARY 17, 2012

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , EDGE Sales Process , HR Management , Hiring Sales Talent , Productivity , Sales Force Alignment , Sales Leadership , Sales Training , execution. The question of alignment extends in to training as well. Free Resources.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Pipeline

MARCH 6, 2012

Sign up for our Email Newsletter. Win The Sale Without Compromising on Price. Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution. All sales aren’t created equal. A Random Walk Up Sales Street. EDGE Sales Process.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JANUARY 28, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Communication , Dependability , Marketing , Reputation 2.0 , Sales 2.0 , Social Selling , Social media , execution. Sales 2.0 , Social Buying , Social Selling , Tibor Shanto. A Random Walk Up Sales Street.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

FEBRUARY 29, 2012

Sign up for our Email Newsletter. Happy demoing, better selling! Sales Skills , Sales Success , Tibor Shanto. A Random Walk Up Sales Street. EDGE Sales Process. EDGE Selling. Gap Selling. Hiring Sales Talent. Interactive Selling. Sales Bloggers Union. Sales Cycle.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

JANUARY 23, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Take Time Out To Get Ahead – Sales eXchange – 133. Planning in sales, is multifaceted discipline. Most in sales are comfortable with planning on an annual level, territory level and account level. A Random Walk Up Sales Street.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

The Sales Hunter

JANUARY 21, 2014

Many of you reading this would say I’m venturing into risky territory by talking about this, but I’m willing to discuss the elephant in the room. This question comes up a lot when I’m talking with both sales leaders and salespeople. I find that interesting since the question comes up a lot.

Hiring 278

Hiring Negotiation Sports Motivation 278