Mindtickle

APRIL 23, 2024

In business, it’s often assumed that a person who excels as a sales rep will also be successful as a sales manager. As such, top sales reps are often promoted to sales managers and left to find their way into their new roles. Even the most seasoned sales reps need proper training to be effective sales managers.

Sales Management 52

Sales Management Training Hiring How To 52

Partners in Excellence

DECEMBER 7, 2023

Top performers are already using these tools with tremendous advantage, and they always have because that’s what top performers have always done. Sellers aren’t using them, or they use them minimally to keep managers off their backs. Sales performance continues to plummet.

Face-to-face 117

Face-to-face Revelation Tools CRM 117

Highspot

OCTOBER 3, 2023

A recent study we commissioned from a leading B2B research firm, surveying 120 global sales leaders, found an average 16% increase in win rate with one thing in common—sales enablement. Here are data-driven tips to come out of this challenging sales environment on top. So, how do you enable your sellers to succeed?

How To 91

How To Sales Enablement Commission Report 91

Allego

MARCH 27, 2023

Sales is hard. And we know that sellers learn best from other sellers. Read on to see why we’re “drinking our own champagne” and how agile content can help sellers improve everything from social selling to prospecting to digital sales rooms and more. We want to make it a little easier.

Collateral 118

Collateral Sales Enablement Social Selling Quota 118

Janek Performance Group

MARCH 15, 2024

In B2B sales, success is often the result of strategic planning, deep customer understanding, and execution. A self-fulfilling prophecy, it refers to the phenomenon where higher expectations lead to increased performance. Its opposite is the Golem Effect, in which lower expectations result in decreased performance.

Coaching 62

Coaching Film B2B LinkedIn 62

Hubspot Sales

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent.

Buyer 101

Buyer Data Survey Sales Cycle 101

Partners in Excellence

MARCH 11, 2024

ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who don’t want to put in the work. I leverage them constantly through my day, but for very different purposes than the majority of sellers. There are prompts for “researching and understanding” any role you might be selling to.

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Industry 108

SalesFuel

MARCH 18, 2024

Sales research is incredibly important but not all sellers take the time to do it. One reason is that they just aren’t doing enough research before engaging with a prospect. But, those who are researching are reaping the rewards. If you aren’t confident in your research skills, know that they can be improved.

Research 52

Research Hiring Social Media Ideal Customer Profile 52

Allego

JANUARY 12, 2023

Sales ignores the content. Sales reps create their own content, which is slightly incorrect or off message. Sales is annoyed, while marketing is frustrated—maybe even a little sad. “It’s a common problem: The marketing team creates content for sales, but sellers don’t use it.

Collateral 106

Collateral Marketing Report Motivation 106

Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. Yet, research in LinkedIn shows 70 percent of B2B buyers think sales reps are not adequately prepared. They lack pre-call planning and research. Top sellers know this is a fishing expedition.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Sales and Marketing Management

APRIL 1, 2020

Author: Tom Pisello Many new campaign and product launches fail because sellers don’t understand the new solution or didn’t even know about the launch in the first place. In order to resonate with customers, your announcement must be seen, messaging absorbed and content leveraged with the sales team. A failure to launch.

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

Allego

DECEMBER 6, 2023

Why don’t sales reps use all the marketing content your organization creates? Sales teams are often unaware that certain content exists, so they spend time making their own, leading to inaccurate product information or messaging. Marketing toiled over this content, so how can you motivate your sales team to use it?

Motivation 71

Motivation Marketing Collateral Case Study 71

Allego

FEBRUARY 8, 2024

Effective sales coaching can lead to a 28% increase in quota attainment and a 32% increase in win rates, Korn Ferry research revealed. And from a team perspective, organizations that provide consistent coaching reported 2x seller engagement and almost 30% reduced voluntary turnover. Technological barriers also play a role.

Sales Coaching 71

Sales Coaching Coaching Tools Handbook 71

Partners in Excellence

APRIL 18, 2024

It was, yet another, discussion on “sales math.” ” This one reported on research on win rates. The CRO and much of the top management staff would be gone, actually, that would have happened as win rates dipped below 30%. One gets the sense it’s par for the course in today’s sales world.

Lead Rank 107

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Gen 107

Allego

JANUARY 24, 2023

While the exact number ranges between 27% and 36%, depending on the survey, the message is clear: Sales reps spend the bulk of their day on activities that don’t directly generate revenue for your company. How do you help your sellers get out into the field and sell more? 4 Strategies to Increase Sales Rep Productivity 1.

Webinar Metrics 117

Webinar Metrics Strategy Collateral Coaching 117

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. To top it off, high performers can earn over $100,000 annually. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front.

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units.

Churn 114

Churn Hiring Survey Hubspot 114

Mindtickle

APRIL 2, 2024

With AI, sellers can boost productivity and close more deals , and CROs are taking note by investing accordingly. By 2025, 0 % of CROs will have a centralized AI operations team on their GTM org The most innovative organizations also incorporate AI in sales enablement to ensure their sellers always have what it takes to close deals.

Sales Enablement 52

Sales Enablement Closing Forecasting Scale 52

Janek Performance Group

MARCH 8, 2024

Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. When choosing a sales training partner, start small and work your way up.

Training 62

Training Face-to-face Education Negotiation 62

Vengreso

JULY 20, 2023

Being a sales superstar requires more than just knowing the key benefits and features of the product or services that you’re selling. Research has found that a successful salesperson has to do at least 8 outreach attempts before a prospect will book a sales call. Why Is it Good To Have A Positive Mindset in #Sales?

Positioning 105

Positioning Coaching Up-Sell Sales Coaching 105

Allego

JULY 26, 2023

About 65% of sales marketing content is never used. One primary culprit: sales representatives don’t know enough about available assets or how to leverage them. Sales executives recognize the problem — 84% report content search and utilization as the top productivity improvement area. Try these three tips.

B2B 62

B2B Collateral Case Study Marketing 62

Janek Performance Group

FEBRUARY 20, 2024

In movies, sales is the ideal career for anyone who would rather play golf. Afterall, sales and golf have much in common. Afterall, sales and golf have much in common. But most importantly, sales is about relationships. With that, let’s examine how some famous golf quotes can improve your sales game.

Decision Maker 62

Decision Maker Follow-up Social Media Up-Sell 62

Showpad

FEBRUARY 16, 2024

Sellers are the closest to your buyers. Sales takes one look at it, gripes that it won’t work with their buyers, and never touches it again. The challenge becomes clear: your sales team is not bought in on your messaging and doesn’t believe it will help them succeed. How to get sellers to buy your messaging.

Marketing 52

Marketing Sales Leadership Buyer eBook 52

Allego

MAY 17, 2023

As the pressure for sales teams to succeed increases, so too does the need for sales leaders to develop their sellers’ skills and potential. First, many sales leaders rely on an outdated sales leadership approach. In fact, 76% of sales leaders have too many demands on their time, Brandon Hall Group research shows.

Positioning 113

Positioning Hiring Strategy Scale 113

Allego

MARCH 21, 2023

But it’s even more important to be efficient when you’re a seller. Legacy systems simply aren’t flexible or powerful enough to meet the needs of sellers today. This divide undermines sales reps’ willingness and ability to adopt new content. Modern sales content management platforms. Your quota depends on it.

System 118

System Tools Collateral Video 118

Partners in Excellence

FEBRUARY 8, 2024

” Using the example, above, we’ve seen continued declines in performance correlated, perhaps caused by, declining tenures. At the same time, we see data about the impact of tenure in performance. Most of my clients are among the highest performing in their sectors. There is research and other data supporting this.

Buying Cycle 113

Buying Cycle Outbound Data Channels 113

Allego

AUGUST 28, 2023

In the ever-evolving realm of B2B sales , the landscape of buyer behavior has undergone a radical transformation, posing fresh challenges for sales teams and their sales enablement counterparts. As a result, organizations must have innovative sales enablement strategies that resonate with today’s B2B buyers. Forrester 2.

Sales Enablement 62

Sales Enablement B2B Strategy Scale 62

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Here, we’ll explore the role of BDRs, the pros and cons, and best practices to utilize them effectively: The Role of BDRs Typically, BDR is an entry-level position in larger, more complex sales organizations.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Mindtickle

APRIL 15, 2024

It’s no secret that sales reps are critical in driving revenue growth. Winning organizations understand that sales is a team effort, and sales teams need the right support to be successful. Of course, many teams support sellers throughout the sales cycle. What is sales enablement? What is sales operations?

Sales Operations 52

Sales Operations Sales Enablement Scale Quota 52

Alice Heiman

SEPTEMBER 20, 2023

Wouldn’t you love to get into the mind of your sellers and understand exactly what they are thinking? If you could read their minds, or if you asked, what would your sales leaders say it is and what would your sellers say? Spencer’s attention to the emotional and motivational pulse of sales teams.

Hiring 84

Hiring Groups Demographics Lead Rank 84

Janek Performance Group

MARCH 6, 2024

Further, these not only help shape the culture of sales teams but also the outcomes they achieve. In a LinkedIn/Forrester study, 60 percent said their sales team’s diversity contributed to their success. And organizations in the top quartile for gender diversity are 25 percent more likely to perform better.

Hiring 62

Hiring Demographics Lead Rank Lead Scoring 62

Janek Performance Group

OCTOBER 17, 2023

While likability can be a huge plus in sales, it’s not the only reason buyers buy. Buyers buy whether they like the seller or not. Research in the Harvard Business Review supports this. It found 89 percent of elite sellers said they do not need to be liked. They can see through sellers who want to be liked.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. However, many B2B sales teams struggle with inefficient qualification processes. In fact, two statistics cited in Spotio are eye opening: 46% of B2B sales reps list lead quantity and quality as their top challenge.

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Sales Hacker

JANUARY 14, 2022

Sales leaders often label high-performing sales reps as having the “it factor.” But believe it or not, the “it factor” in sellers is a myth and one that’s been embraced for far too long by sales leaders. The reality for many organizations is—top performers thrive and the rest of the team is left behind.

Ideal Customer Profile 98

Ideal Customer Profile Lead Rank Lead Scoring Survey 98

Mindtickle

AUGUST 25, 2022

Effective sales coaching can improve quota attainment by 21% and win rates by 19%. As it significantly impacts your team’s revenue generation, it’s essential to keep in mind essential sales coaching tips and techniques — even in your busiest periods like the end of the quarter. Provide regular training for your sales coaches.

Sales Coaching 93

Sales Coaching Coaching Exercises Lead Rank 93

RAIN Group

FEBRUARY 8, 2023

Given the investment companies make in hiring, training, and managing their sales force to get maximum results, it’s imperative sales and enablement leaders understand how they can make the most of that investment and retain the best sellers once hired.

Hiring 58

Hiring Research Data Training 58

Allego

JULY 14, 2022

It turns out high-performing sales reps prefer to learn the same way. In-field observation of others, on-the-job informal learning, and peer collaboration are their top three sources of learning, according to research from SiriusDecisions. Kids do that all the time. But that isn’t what employers usually provide.

Hiring 116

Hiring How To Exercises Coaching 116