Allego

APRIL 21, 2022

Coaching distributed sales teams and providing feedback. Mastering virtual selling skills. With the right strategies, tactics, and solutions, however, you can overcome those obstacles and help your reps master their hybrid selling skills. 5 Best Practices for Sales Success.

Hiring 71

Hiring Video Distribution Buyer 71

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? Then something else happens and then there’s a surprise client meeting.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

Jeffrey Gitomer

JUNE 2, 2011

KEY ACTION TO TAKE: Study your words and actions. Study your reputation. Filed Under: Attitude , Leadership , My Books Tagged With: gitomer , Jeffrey gitomer , jefrrey gitomer , leadership , professional sales training , sales leadership , selling skills. Dont let your next sales meeting suck!

Hiring 310

Hiring Social Media Face-to-face Loyalty 310

Igniting Sales Transformation

DECEMBER 1, 2019

That includes new product announcements, product feature training, product demos, reviews of marketing materials, or execs who feel their title justifies air time with the sales force when it doesn’t. Use your SKO time to train your sellers how to be better at selling; otherwise scrap the meeting.

Meeting 130

Meeting Decision Maker Revelation ACT 130

The Sales Hunter

MARCH 18, 2012

Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. If possible, obtain and study an organization chart.

Groups 186

Groups Call-back Sports Selling Skills 186

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.

Ideal Customer Profile 52

Ideal Customer Profile How To Campaigns Lead Generation 52

SBI

JUNE 4, 2014

Add to that the complex nature of the buyer’s world and this means the volume of knowledge and level of skill a rep must have to be competent has never been higher. It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. As their manager, do you know what they know?

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Gong.io

AUGUST 1, 2018

analyzed recorded sales meetings from 39,105 deals made on web conferencing platforms. They were transcribed and analyzed with AI to isolate successful and unsuccessful selling behaviors. This study revealed our most counterintuitive insight yet: Asking discovery questions decreases your win rate. Our team here at Gong.io

Decision Maker 75

Decision Maker Banking Study Call-back 75

Jeffrey Gitomer

JANUARY 6, 2012

Yes, I’m somewhat successful now, BUT I didn’t start with nine best-selling books. Actually I started studying sales in 1972. And made sales for 35 years. I just loved sales and wanted to be the best salesman in the world. When the opportunity to write about sales appeared, I jumped on it. Categories.

Hiring 226

Hiring Social Media Loyalty Journal 226

Jeffrey Gitomer

JUNE 28, 2011

I write this column every week on selling skills, but I don’t just write the column, I collect ideas so I can always be ahead. In order to be that master, you have to study. Dont let your next sales meeting suck! I’ve written more than 950 columns to date, but I’ve got 500 more ideas waiting to be evolved.

Hiring 305

Hiring Lead Rank Social Media Loyalty 305

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. You can use Habits at Work’s two by two approach.

Energy 121

Energy Up-Sell Call-back Case Study 121

SBI

JUNE 3, 2014

Add to that the complex nature of the buyer’s world and this means the volume of knowledge and level of skill a rep must have to be competent has never been higher. It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. As their manager, do you know what they know?

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Sales Training Connection

MARCH 3, 2014

From our experience the key to the code is not another coaching training program or motivational speech at the national sales meeting. Reason – the problem is not primarily a deficiency of skill or a lack of motivation. Sales Coaching and Trigger Events. Individualized for each salesperson and sales manager.

Sales Coaching 105

Sales Coaching Coaching Software Software 105

Highspot

JANUARY 14, 2024

Sales reps can curate content like webinars and case studies to showcase expertise. Pre-call Planning Successful virtual sales calls require careful planning and communication. Sales Meetings and Follow-ups Virtual calls, often via platforms like Zoom, digitize in-person meetings.

Quota 52

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

Jeffrey Gitomer

NOVEMBER 15, 2011

Attitude Gems For You To Read And Study. attitude gems (mental snacks to chew on and digest) I’ve picked up along the way that I recommend you read, copy, share with others, post on your wall, and study in a way that you can implement then into your “thought and expression” process: 1. Get Sales Blog Updates.

Study 332

Study Hiring Social Media Loyalty 332

Mindtickle

JANUARY 25, 2021

It’s now a given that more sales meetings will be virtual for the foreseeable future. While people may commit to attending a meeting but they don’t necessarily attend with purpose or feel energized when attending. The perfect sales meeting. The next meeting is scheduled. Checklist of outcomes reviewed.

Sales Meeting 94

Sales Meeting Meeting Buyer Face-to-face 94

Hyper-Connected Selling

MARCH 17, 2020

How do you coach a salesperson to improve their sales results using digital tools like LinkedIn? All you need to do is present it at a sales meeting, maybe send a few articles you found, and that should be it. So let’s look at some ways you can leverage sales coaching to drive online selling skills in your team.

Social Selling 59

Social Selling Coaching LinkedIn Ideal Customer Profile 59

Gong.io

JUNE 25, 2019

What’s the best way to earn the right to ask questions during an intro sales meeting? SALES MISTAKE #5 : One-size-fits-all social proof. Are you selling to a local restaurant? Are you selling to a hospital? Then stop referencing your Google customer case study. Are you selling to a fast-growing tech company?

Top of Funnel 108

Top of Funnel Objections Buyer Video 108

Mindtickle

JANUARY 25, 2021

It’s now a given that more sales meetings will be virtual for the foreseeable future. While people may commit to attending a meeting but they don’t necessarily attend with purpose or feel energized when attending. The perfect sales meeting. The next meeting is scheduled. Checklist of outcomes reviewed.

Sales Meeting 52

Sales Meeting Meeting Buyer Face-to-face 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

SalesLoft

MARCH 8, 2016

But they forgot to figure out what was happening in the sales meeting. And sales didn’t know what was going on. And you can be the best sales rep out there, with the conventional sales skills of an old-school rep, but if you can’t leverage today’s technology — you’re screwed.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Buying Cycle Account 52

Sales Hacker

AUGUST 7, 2020

A recent study analyzed data from thousands of events over a five year period and found that approximately 70% of professional event speakers are male. Fortunately, more organizers than ever before are consciously seeking out female sales experts for panels, presentations, and podcasts. Senior Director, Sales & Training.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

Allego

JANUARY 16, 2020

Today’s post is by Colleen Stanley, President of SalesLeadership , a sales development firm. She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills. Top salespeople study and learn.

Strategy 116

Strategy Consultative Selling Selling Skills Face-to-face 116

Gong.io

MAY 27, 2018

They’ve rehearsed their sales call process, and never show up just to “wing it.”. Again, we know this from studying roughly 1 million B2B sales calls recorded on web conferencing platforms like Zoom and GoToMeeting. Sales Call Step 2: Open Your Call Like a Pro. Unfortunately, this comes across as robotic.

Closing 48

Closing Lead Rank Lead Scoring Leads 48

Gong.io

APRIL 27, 2018

They’ve rehearsed their sales call process , and never show up just to “wing it.”. Again, we know this from studying roughly 2 million B2B sales calls recorded on web conferencing platforms like Zoom and GoToMeeting. Sales Call Step 2: Open Your Call Like a Pro. Unfortunately, this comes across as robotic.

Closing 48

Closing Lead Rank Lead Scoring Leads 48

Highspot

DECEMBER 5, 2023

So, while sales reps typically focus on pulling decision-makers to a product, consultative sellers are obliged to dole out advice that guides buyers toward a final decision. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Highspot

NOVEMBER 1, 2022

So, while sales reps typically focus on pulling decision-makers to a product, consultative sellers are obliged to dole out advice that guides buyers toward a final decision. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Hubspot Sales

JANUARY 22, 2018

Focus: Sales meetings, objection handling, and closing. Intended audience: B2B sales teams. Because each organization is unique, Sales Readiness Group uses pre-training consultation and customized case studies and exercises to ensure the content is as applicable to participants as possible. Driving to Close.

Training 144

Training Vendor Top of Funnel Workbooks 144

Allego

OCTOBER 22, 2020

A Safe Environment to Practice Sales Skills. To obtain buy-in for Allego from sales leadership, Lindley initially focused on the benefit of giving reps a safe environment in which to practice their selling skills—instead of practicing on customers. They’re going to lose all of this information.’.

Hiring 71

Hiring Training Face-to-face Video 71

Gong.io

NOVEMBER 12, 2021

We recorded the audio and video of over 100,000 web-based sales meetings and analyzed them with Gong’s AI to glean this insight. minute sales deck presentations, on average, during the introductory sales meeting. minute long sales decks, on average. 11 Sales Skills for Rapport Building: Let them see you.

Cold Calling 118

Cold Calling Negotiation Face-to-face Objections 118

Mindtickle

JUNE 21, 2023

Marketers and sales teams focus on providing detailed product information, addressing specific objections, and offering tailored solutions. Tactics employed include personalized demos, free trials, case studies, pricing discussions, and contract negotiations.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Gong.io

NOVEMBER 12, 2021

We recorded the audio and video of over 100,000 web-based sales meetings and analyzed them with Gong’s AI to glean this insight. minute sales deck presentations, on average, during the introductory sales meeting. minute long sales decks, on average. 11 Sales Skills for Rapport Building: Let them see you.

Cold Calling 71

Cold Calling Negotiation Face-to-face Objections 71

Gong.io

NOVEMBER 1, 2021

minutes is the average time to go through an introductory sales meeting presentation deck. . A recent study showed the average human brain now has an attention span shorter than a goldfish. Every time I read that study … Mind. For winning deals, 9.1 This number is backed not only by Gong data, but also by science.

Call-back 71

Call-back Buyer Follow-up Sales 71

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. Social Selling Skills in a Virtual Selling Environment.

Face-to-face 98

Face-to-face Lead Rank Lead Scoring Analytics 98