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

SBI

MARCH 8, 2018

Our core strength is handling complex sales environments with multiple seller types, geographies, business units, and complex products. We discuss the client’s sales enablement goals and strategy, project timeline, and then conduct a series of online meetings to map the clients sales process and content. Diagram #1).

Government 139

Government Sales Methodology Sales Enablement ROI 139

Hubspot Sales

OCTOBER 29, 2017

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry.

Channels 111

Channels Video Training Hiring 111

Understanding the Sales Force

JUNE 13, 2012

Understanding the Sales Force by Dave Kurlan CEO's are much more likely than Sales Leaders to pay companies in the sales development space for help yet Sales Leaders are much more likely than CEO's to attend workshops, seminars, and briefings.

Sales Leadership 188

Sales Leadership Sales Methodology Groups Sales 188

Mindtickle

MAY 8, 2020

For sales enablement leaders, a remote workforce can be difficult to navigate. Their daily mandate is to keep customer-facing teams actively engaged through sales training and coaching, which can be challenging to conduct primarily or entirely remotely — or are they?

Face-to-face 71

Face-to-face Sales Methodology Sales Enablement Coaching 71

SBI Growth

APRIL 10, 2013

ACETECH is a non-profit organization helping train and mentor CEOs of technology companies. ~75 I’m conducting a workshop on SBI’s Topgrading for Sales methodology. The goal is to help CEOs find better sales people. Topgrading for Sales takes the guesswork out of hiring. Hiring fast is very costly.

Hiring 276

Hiring Sales Talent Small Business Small Business 276

Customer Centric Selling

AUGUST 24, 2016

Sales Tips: Avoid A La Carte Training. That may seem to be an odd way to start a sales blog, but I find many companies that go to the trouble and expense of training their salespeople make it an a la carte affair. This is a major factor in doing “drive by” sales training that doesn’t stick.

Training 40

Training Exercises Benefit Sales 40

MEDDIC

MARCH 31, 2022

Since our inception five years ago, we have constantly been innovating with modern ways to learn: Multimedia: Videos/Audio Book (Always Be Qualifying) Sample letters Quiz Live Virtual Workshops (vILT) Live in-person workshops Bite-sized eLearning Deal Review and collective coaching Sessions Blended Learning And more….

Hiring 83

Hiring Enterprise Enterprise Course 83

Showpad

JUNE 29, 2021

This domain covers impactful knowledge transfer and effective skill development, and is supported by targeted coaching across the entire sales cycle. In other words, all the sales training initiatives including your onboarding program are covered in this enablement domain.

Hiring 66

Hiring Study Survey Sales Leadership 66

MEDDIC

MAY 6, 2021

During the course “ Introduction to MEDDIC ” at MEDDIC Academy , I explain that there is no such thing as the MEDDIC sales process (or the MEDDPICC Sales process ). There, I also explain that MEDDIC is a sales methodology which works with your existing sales process. In other words MEDDIC is process-agnostic.

Sales Process 52

Sales Process Sales Methodology Remedy Negotiation 52

Hubspot Sales

JULY 13, 2020

Sales Training & Preparation Checklist. ?? What is the current training process for your reps? Here are some tips for coaching and training salespeople.). ?? Are there recurring workshops to strengthen your reps’ selling skills? Are there recurring workshops to strengthen your reps’ selling skills? ??

Hiring 98

Hiring Decision Maker Collateral Demographics 98

Mindtickle

MAY 8, 2020

For sales enablement leaders, a remote workforce can be difficult to navigate. Their daily mandate is to keep customer-facing teams actively engaged through sales training and coaching, which can be challenging to conduct primarily or entirely remotely — or are they?

Face-to-face 52

Face-to-face Sales Methodology Sales Enablement Coaching 52

Showpad

JULY 21, 2020

Think about sales methodology and process training, the content your enablement team provides — customer-facing and internal enablement content — and the technologies and tools you want your teams to use. Adoption rates above 75% lead to significantly better sales results.

Sales Enablement 139

Sales Enablement Leads Marketing Qualified Lead CRM 139

Mindtickle

JUNE 19, 2020

Although challenging, working remotely is no excuse to pull back on training and coaching investments because it can be done just as well as in the office. . It needs to be closely aligned with the steps and activities sales reps execute as part of the process. Enabling this requires the following: .

Coaching 90

Coaching Face-to-face Sales Enablement Trends 90

Anthony Cole Training

SEPTEMBER 8, 2014

With that premise in mind, this article caused me to wonder if we shouldn’t re-examine our sales process at Anthony Cole Training Group. The reason for this: Based on research conducted by Trailer and Dickie, it is clear that the sale takes place at the pace of the buyer and the seller has less and little influence.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

MEDDIC

DECEMBER 16, 2021

In transactional sales with a short sales cycle and low value-added sales, it’s been prevalent to use the customer’s budget to qualify a sales opportunity. We go through this in many parts of the Advanced MEDDPICC® course at MEDDIC Academy and our workshops. It makes sense. What are your thoughts?

Sales Methodology 52

Sales Methodology Groups Course Buyer 52

Customer Centric Selling

DECEMBER 13, 2013

Sales Training Article: How to Increase New Sales Rep Productivity. By Andrew Urteaga, Sales Benchmark Index (SBI) A critical issue you face as CEO is how to increase sales productivity. As you head into 2014, you have identified or hired your key sales players. Then off to training back at corporate.

Hiring 45

Hiring Training Travel Face-to-face 45

Miller Heiman Group

JULY 11, 2018

To quash the competition, Xerox developed Professional Selling Skills (PSS), a formal sales methodology the company used to train its own sales reps that was later sold to other organizations (and eventually acquired by Miller Heiman Group). Strategic Selling pioneered solution selling as we know it today.

Sales Methodology 53

Sales Methodology Decision Maker Groups Face-to-face 53

Customer Centric Selling

MARCH 13, 2013

Sales Training Article: If You Build It, Will They Buy? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII ("It Is What It Is") series.

Training 55

Training Face-to-face Buying Cycle Sales Methodology 55

Customer Centric Selling

NOVEMBER 7, 2016

Sales Tips: How to Better Handle Buyer Objections. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. In our workshops we don’t spend a great deal of time on objection handling. Buyers sometimes raise objections to slow down speeding trains.

Objections 88

Objections Buyer How To Training 88

Customer Centric Selling

APRIL 22, 2013

Sales Training Article: 5 Ways to Measure Your Sales Process By Patrick Seidell, Sales Benchmark Index (SBI) You’ve invested in the technology. You’ve trained the entire sales organization. The sales process is finally out in the field. Rolling out a new sales process is tough work.

Sales Process 45

Sales Process Training Forecasting Sales Methodology 45

Pointclear

APRIL 19, 2017

These false pronouncements are having a severe negative impact on sales performance,” he said. Morning sessions set-up workshops in the afternoon. With two well-received books and proven sales methodologies, I travel much of the time, typically more than 200 days per year, not only in the United States, but globally as well.

Conference 124

Conference Outbound Social Media PointClear 124

Customer Centric Selling

MARCH 15, 2017

Sales Tips: When IS a Good Time for Training? By Frank Visgatis, President/COO, CustomerCentric Selling®.

Training 77

Training Sales Sales Forecasts Forecasting 77

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Implementing Sales Training By Jim Naro, CustomerCentric Selling® Certified Business Partner. You're back in your office, having just returned from a morale building, fist-pumping session of sales training with your entire sales team.

Training 40

Training Sales Sales Methodology Sales Process 40

MEDDIC

SEPTEMBER 9, 2021

You need to reward and recognize your sales force for their actual achievements and show the rest of your organization the power of your sales methodology and the sales process. Start by identifying the sales team’s challenges: What is the reason behind slipping deals? How could they chase bigger deals?

Sales Methodology 52

Sales Methodology Motivation Promotion Quota 52

Customer Centric Selling

AUGUST 12, 2016

Sales Tips: Behavior Follows Belief. Back in the 1970’s, IBM was the gold standard of sales training. When I got into sales in the late 1980’s, companies were still, for the most part, willing to invest heavily in training their salespeople on the best practices of the day.

Face-to-face 40

Face-to-face Sales Methodology Case Study Vendor 40

Mindtickle

JUNE 19, 2020

Although challenging, working remotely is no excuse to pull back on training and coaching investments because it can be done just as well as in the office. . It needs to be closely aligned with the steps and activities sales reps execute as part of the process. Enabling this requires the following: .

Coaching 52

Coaching Face-to-face Sales Enablement Trends 52

Product Management University

OCTOBER 21, 2020

Qualifying the opportunity is something that usually comes from your sales methodology. They have this crazy perception that salespeople are trained to use psychological tactics to extract information. Your sales playbook will be simpler, smaller and far more effective in helping salespeople drive the process to a close.

Comparison 52

Comparison Face-to-face Sales Methodology Buyer 52

Zoominfo

DECEMBER 13, 2018

In 2006 Jeb founded Sales Gravy, the most visited sales employment and career search website on the internet. Sales Gravy is an internationally recognized sales training and acceleration firm catering to the career development needs of salespeople and sales leaders. 3. Criteria for Success.

Channels 187

Channels Face-to-face Video Hubspot 187

Customer Centric Selling

AUGUST 10, 2016

I’d venture to say that in making decisions to implement sales process, most of the perceived and anticipated benefits would be realized by having B and C Players perform at higher levels. A few years ago I was teaching a workshop for new hires of a long-term client. Need some help to increase sales?

Hiring 40

Hiring Promotion Revenue Benefit 40

Customer Centric Selling

OCTOBER 5, 2016

Sales Tips: How Deep Is Your Sales Bench? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. As highlighted in the inContact® video in our Customer Showcase, one of their top individual producers increased production by 40% using the CCS® sales process.

Face-to-face 74

Face-to-face Enterprise Enterprise Coaching 74

Miller Heiman Group

OCTOBER 10, 2019

A good starting point is to bring in marketing, product and sales and run workshops to uncover the stories you can tell and how you can add perspective that inspires your customers. The differentiator is seller behavior, which is why investing in sales training is crucial.

Trends 60

Trends Webinar Metrics Lead Rank Lead Scoring 60

Customer Centric Selling

JANUARY 4, 2017

Sales Tips: Which Type of Questions Are Best to Use with Buyers? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Need some help to increase sales? Take a look at the sales training workshops available to get started and improve sales performance.

Call-back 61

Call-back Buyer Research Training 61

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Integrating Product and Sales Training (Part Two). By John Holland, Chief Content Officer, CustomerCentric Selling®.

Training 45

Training Sales Sales Methodology Company 45

Customer Centric Selling

MARCH 15, 2017

Sales Tips: Integrating Product and Sales Training (Part One). By John Holland, Chief Content Officer, CustomerCentric Selling®.

Training 45

Training Sales Sales Methodology Company 45

Customer Centric Selling

DECEMBER 28, 2016

Sales Tips: Which Language Are You Using - Your Key Player's or Yours ? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. As a new hire sales trainee at IBM it was confusing and discouraging to attend the monthly Branch Office Meetings that were held.

Hiring 75

Hiring Buying Cycle Software Software 75

Customer Centric Selling

DECEMBER 3, 2015

Sales Tips: Has Senior Management Given Up on Sales? By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. As I dig deeper, I see two (2) fundamental causes for this: They’ve tried and failed one too many times when it comes to training their salespeople.

Vendor 40

Vendor Pivotal Sales Methodology Inbound 40