Showpad

JANUARY 8, 2021

Your training content must clearly educate new reps as to the circumstances they’re likely to encounter in your corner of the sales universe. In sales training it’s common to divide the primary onboarding period for new hires into three distinct sections — this is often referred to as a “30-60-90 day plan.”

Hiring 52

Hiring Training Sales Enablement Case Study 52

Sales Training Connection

AUGUST 17, 2012

New hire sales training. Leading edge companies realize that prospering requires not only great products and services but also a sales team that can sell and be a competitive advantage. As a result sales training is becoming increasingly important. Hiring successful sales reps. Sales manager coaching.

Hiring 105

Hiring Training Territories Coaching 105

Allego

JULY 14, 2022

After that, they are released to their territories and don’t receive any further systematic training until the next national sales meeting six to 12 months later. Formal training is one-size-fits-all and does not account for individual competencies. Agile Training Gives Veritas a Competitive Advantage.

Hiring 116

Hiring How To Exercises Coaching 116

Sales Training Connection

MAY 4, 2016

Sales Training Investment. How much money are companies spending on sales training? As reported in a research report by Sales Performance International – “In the United States alone, industry estimates for corporate expenditures on sales training and performance improvement are more than 5 billion dollars annually.”

Training 50

Training Ideal Customer Profile How To Territories 50

Allego

SEPTEMBER 18, 2017

As you’d expect, the industry’s evolution is driving major change in the way firms train and support their wholesalers. We’ve had a front-row seat to watch leading distribution teams reinvent sales learning and development to ensure their reps succeed in today’s tough environment. Turnabout is Fair Game.

Training 48

Training Lead Rank Hiring Lead Scoring 48

Allego

MAY 13, 2021

Yet most sales onboarding and training programs still focus on traditional formal learning approaches. As a result, 90% of sales learning is formal—the reverse of how people learn in their daily lives. Anyone who’s spent time in sales knows how training takes place. Why doesn’t formal learning work on its own?

Guarantee 126

Guarantee Hiring Exercises Video 126

Sales Training Connection

JUNE 1, 2016

Sales Training Investment. The strategic “it” in this case is the decision about whether you should make an investment in sales training. The sales training discussion needs to be updated and reframed. What is the right question for determining if a sales training investment is appropriate?

Training 50

Training ROI Territories Travel 50

SBI Growth

NOVEMBER 25, 2013

Training, piloting or even taking on extra responsibility (i.e. open territory) is met in stride. This could be going on a sales call, helping with deal strategy or running a sales meeting. You must attend multiple sales meetings. Attend customer meetings with your reps. And make it look easy.

Promotion 297

Promotion Construction Hiring Scale 297

Pipeliner

JULY 18, 2019

What to look for while setting up a sales office in a new territory. Setting up a new sales office can come with a number of different challenges. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. This allows you to segregate them into clusters.

Hiring 71

Hiring Territories Scale Networking 71

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

The Pipeline

AUGUST 8, 2011

Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days. One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. Sales Management.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

No More Cold Calling

JANUARY 3, 2013

Not only do salespeople need training on how to use the platforms, but also they need to understand how the various platforms fit, and they also need to know how to adapt their communication approach and behavior when engaging a prospect. Are marketers doing the sales research before calling on prospects? ” Barbara Giamanco.

Social Media 271

Social Media Social Selling Media InsideView 271

Allego

FEBRUARY 13, 2020

Using mobile also allows these high value talents to find critical and relevant information quickly rather than spending time ‘off-line’ in meetings, sorting through the morass in search of nuggets. Yet few organizations harness the speed and ubiquity of mobile to advance their training initiatives. Leveraging Informal Learning.

Face-to-face 115

Face-to-face Channels How To Collateral 115

Jeffrey Gitomer

MARCH 8, 2011

Online Training. Things Sales Professionals Whine About | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. things that sales professionals whine about? You KISS’d it & managed to cover a LOT of territory very clearly. Dont let your next sales meeting suck! Let me know.

Hiring 207

Hiring Social Media Loyalty Cancellation 207

The Pipeline

AUGUST 24, 2011

So, here is the question, “How much time do you spend getting ready for a sales meeting?” Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Sell Better.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

Gong.io

JUNE 11, 2021

Don’t assume your sales team are professional ICP builders. Train continuously (we recommend quarterly). Sales process documentation. As you are onboarding new reps, it’s essential they understand your sales process. Your sales enablement strategy to turbo-charge win rates must include: Objection handling training.

Sales Enablement 103

Sales Enablement Ideal Customer Profile Strategy Call-back 103

SalesLatitude

DECEMBER 27, 2018

The first-line sales manager is one of the most rewarding, yet overworked positions in the sales chain. Client and team meetings, account and territory planning, financial and administrative work, management requests, and sales rep coaching are just a few of the sales manager’s responsibilities.

Sales Management 98

Sales Management Forecasting Sales Cycle Coaching 98

The Pipeline

DECEMBER 7, 2011

Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Dave Kahle – Sales Training.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

SEPTEMBER 9, 2011

. “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. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success.

Pipeline 226

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

The Pipeline

FEBRUARY 17, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , HR Management , Hiring Sales Talent , Productivity , Sales Force Alignment , Sales Leadership , Sales Training , execution. Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Pipeline

NOVEMBER 16, 2011

Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Dave Kahle – Sales Training.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

JANUARY 18, 2012

Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Dave Kahle – Sales Training.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

OCTOBER 26, 2011

Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Dave Kahle – Sales Training.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

Showpad

MAY 12, 2022

They overhauled their sales enablement platform, building resource hubs around specific industries. And they put highly tailored sales content in the hands of reps, allowing them to hit sales meetings with little to no prep. The pair both joined Panasonic’s fledgling sales enablement function in April 2020.

Industry 98

Industry Sales Enablement Hiring Telecommunications 98

The Pipeline

MARCH 28, 2011

Fearing that if they “lost” the rep they would somehow be behind, the vacant territory syndrome. Ask me, they would be better off with a vacant territory than having these under performers who are likely not aware of opportunities in their existing accounts, and have declared their right not to bring on new prospects.

Pipeline 220

Pipeline Twitter Hiring Territories 220

Allego

APRIL 21, 2022

And even after months of adjusting, you might still be struggling to adapt to this digital transformation and lead your sales team into a tech-driven new world. Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually.

Hiring 71

Hiring Video Distribution Buyer 71

Hubspot Sales

MAY 17, 2018

Having heard this story, one particular prospect with salespeople operating across 100 different territories reached out to see whether they could find similar retention success. This client ended up implementing a solution we presented in a quarter of its sales regions. This, too, will promote streamlined, consistent pitch stories.

Hiring 89

Hiring Banking Face-to-face Retention 89

The Pipeline

FEBRUARY 21, 2012

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. Sales Management.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

Xvoyant

JULY 2, 2020

Given that, it’s surprising how little time and energy companies spend developing sales professionals into the best possible corporate athletes that they can be. Oh, sure, we throw money at the sales department. We train them, often without reinforcement. Note: Training is often applied to problems it won’t solve.

Sales Coaching 62

Sales Coaching Coaching Forecasting Lead Rank 62

The Pipeline

MARCH 7, 2012

Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Dave Kahle – Sales Training.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

OCTOBER 7, 2011

Troy Babcock is a relatively new sales person, with a territory in the mid-west, and ambition that stretches far beyond. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training.

Pipeline 210

Pipeline Top of Funnel Cold Calling Territories 210

Jeffrey Gitomer

MAY 9, 2011

Online Training. I’m Slumping, And I Can’t Get A Sale!” Not making enough (or any) sales? ” Misperceptions that lead to sour grapes: I think my prices are too high, or my territory is bad. Dont let your next sales meeting suck! See Jeffrey Live! Hire Jeffrey. Who is Jeffrey?

Hiring 306

Hiring Social Media Cancellation Loyalty 306

The Pipeline

FEBRUARY 8, 2012

Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Dave Kahle – Sales Training.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

JANUARY 23, 2012

Planning in sales, is multifaceted discipline. Most in sales are comfortable with planning on an annual level, territory level and account level. Less people accustomed to doing meeting plans. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success.

Pipeline 220

Pipeline Top of Funnel Hiring Webinar Metrics 220

The Pipeline

FEBRUARY 15, 2012

Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Dave Kahle – Sales Training.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The Pipeline

NOVEMBER 23, 2011

Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Success. Sales Technique. Sales Tool. Sales traiinng. Sales Training. Saturday Sales Tip. Shorter sales cycle. Territory Alignment. Dave Kahle – Sales Training.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

OCTOBER 10, 2011

As a result many reps have developed the habit of having a next step strategy ( or two ) going into any sales meeting. They go through the meeting, executing their plan, and moving towards their next step or advance. Sales Management. Sales Meetings. Sales Process. Sales Strategy. Sales Tool.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230