BrainShark

MAY 2, 2022

Virtual sales training is any synchronous or asynchronous learning provided online or via a digitalized experience. This means training can be delivered across multiple locations simultaneously and, in the case of asynchronous learning, at any time that’s convenient for the trainee. Assessing whether reps are ready to sell.

Training 71

Training How To ROI Course 71

Keith Rosen

SEPTEMBER 29, 2020

And they want each person on their team to achieve their sales targets while balancing a happy, healthy life. . Yet, when your new team gets wind of this change, their first reaction is not to embrace you with open arms but to fearfully assume radical change will come. . Register for my ONLINE SALES LEADERSHIP COACH TRAINING COURSE.

Coaching 137

Coaching How To Intent Hiring 137

Increase Sales

OCTOBER 7, 2013

In the B2B sales world, finding potential customers, strategic partners and even solid information becomes a more time consuming task. LinkedIn is a great resource for those in B2B sales. Sales Training Coaching Tip: Most people waste at least 20 minutes daily. Reinvest those minutes in building your LinkedIn presence.

LinkedIn 153

LinkedIn B2B Small Business Small Business 153

Sell Integrity

DECEMBER 21, 2020

It’s been a learning process for all of us, adapting and adjusting on the fly to remote work environments and new sales realities. In 2020, we also launched a new training solution to help sales teams master the world of virtual selling. Out of those client discussions came some pretty exciting new developments on our end.

Face-to-face 68

Face-to-face Webinar Metrics Lead Rank Lead Scoring 68

Keith Rosen

MAY 23, 2013

You could use your authority to demand compliance or you could choose a better way and learn how to create alignment towards a shared goal through the art of Enrollment. Get notified each time a new 60-Second Sales Coach video is released. So, enrollment is really about creating greater alignment. That’s enrollment.

Video 117

Video Sales Coaching Coaching Motivation 117

Showpad

DECEMBER 18, 2020

A comprehensive and well-thought-out sales enablement strategy can be exactly that advantage. Modern sales managers have a lot on their plates and may not have had the time to plot out enablement in a way that would work most effectively for their unique needs. Strengthen the bond between your sales and marketing teams.

Sales Enablement 98

Sales Enablement Hiring Lead Rank Lead Scoring 98

Keith Rosen

APRIL 8, 2020

Managers and their teams who have been trained on how to work, coach and sell remotely around this unprecedented change and transition are experiencing breakthrough results. Managers, Learn How to Coach and Manage a Remote Team and Win More Sales. Online Course – on sale now! Online Course – on sale now!

Intent 127

Intent Coaching Motivation Exercises 127

Carew International

MAY 8, 2018

Marketing automation software (MAS) has been a game-changer for sales and marketing alike in terms of lead connectivity, engagement, reach and efficiency. As sales leaders, it is important that we have a clear understanding of the power and limitations of marketing automation. This is where the sales professional must step in.

Lead Rank 42

Lead Rank Lead Scoring Marketing Segment 42

Close.io

DECEMBER 17, 2019

I hate to break it to you, but when it comes to inside side sales training, you’re going to spend less time reading and more time interacting with people. Investing in an effective inside sales training system within your company can pay amazing dividends. What is inside sales? So, what is inside sales training?

Inside Sales 72

Inside Sales Training Lead Rank How To 72

InsideSales.com

APRIL 15, 2020

Working remote has been an interesting change for me as an inside sales leader who, for the last decade, has been running insides sales teams that sell digitally to now selling with a 100% remote sales team. One of the biggest challenges I did not anticipate was; how do you train a new hire who is 100% remote?

Hiring 93

Hiring Training How To Inside Sales 93

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. The trick is knowing what training program and techniques to use. Why sales training is important. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

Miller Heiman Group

MAY 4, 2020

Along the way, the organization must consider how each department—marketing, sales and customer service among them—interacts with the customer. Participants in Bridging Service Into Sales and our other customer experience training courses learn how to recognize opportunities and propose solutions that match customers’ needs.

Groups 64

Groups Lead Rank Lead Scoring Banking 64

Sales Hacker Training

JULY 20, 2017

A mind-opening study by LinkedIn Learning Solutions found this incredible stat: Nearly 70% of L&D professionals believe talent is the number one priority in their organizations, with 27% expecting employee development budgets to increase in 2017. How Much Are Companies Really Spending On Employee Development Training?

How To 74

How To ROI Course Guidelines 74

Julie Hanson

OCTOBER 28, 2018

Once they make it through the initial casting process they are enrolled in Zombie School (yes, it’s a real thing) where they will learn what it takes to play the undead and make a chance at the final cut. To stand out and be remembered when buying decisions are made, you have to find your inner sales zombie…I mean sales pro.

Energy 97

Energy Margin ACT Exercises 97

Sales Training Connection

DECEMBER 7, 2012

Sales Training and MOOCs? For those of us who devote a fair portion of our professional time to sales training, we are always looking around to see what the rest of the education and training world is up to. One candidate that might deserve some attention is MOOCs – Massive Open Online Courses.

Scale 94

Scale Education Training Google 94

Keith Rosen

OCTOBER 6, 2013

As a best practice, you’re always better taking one issue or objective that your people bring to you to full completion, rather than open up 5 different conversations and not get closure on any of them. Are they truly bought into and enrolled in a shared goal? Are they being honest and open with you and are you reciprocating?

Coaching 117

Coaching Motivation Face-to-face Sales Coaching 117

Hubspot Sales

MARCH 4, 2019

These are the skills your sales team needs to survive. If you want to develop a more effective salesperson, start with how your organization coaches and trains them. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. Sometimes, this works.

Hiring 98

Hiring Training Hubspot How To 98

Product Management University

FEBRUARY 2, 2023

The biggest reason metaphorically speaking, is they willingly “fence the salesforce” into your most lucrative markets and give them a shorter path to meeting sales quotas and revenue goals. The execution part of the product marketing roadmap consists of the action items and artifacts required to generate demand and support the sales process.

Revenue 52

Revenue Ideal Customer Profile Marketing Segment 52

No More Cold Calling

JUNE 18, 2015

Now imagine a sales world where you only meet with clients who want to meet with you —a world where you never have to cold call, send prospecting letters, pester strangers on social media, or entice clients with special offers. But that’s the easy part, at least for sales pros with real expertise. Consider the gym.

Referrals 120

Referrals Cold Calling How To Call-back 120

Miller Heiman Group

DECEMBER 5, 2019

But all is not lost for sellers, if their organization’s enterprise sales strategy trains them on opportunities to connect with buyers earlier in the purchase process. Once sellers identify one of these four scenarios, they should take two steps as part of their enterprise sales strategy to encourage early buyer engagement.

Outsourcing Services 59

Outsourcing Services Conversion Face-to-face Customer 59

Understanding the Sales Force

FEBRUARY 17, 2014

Understanding the Sales Force by Dave Kurlan A company''s executive team can have a positive or negative influence on the performance of the sales team. Each member of your executive team can impact sales in some small, or not so small way. When AE''s are introduced into the sales process, many of them want to take over.

CRM 274

CRM Webinar Metrics Engineering Report 274

Keith Rosen

SEPTEMBER 8, 2013

For any coaching initiative to be effective and long-lasting within your organization, there are important obstacles that managers and internal sales coaches need to overcome. Was it the coaching that didn’t work, the coachee, the sales manager’s coaching that didn’t work or was it more about how the coaching was delivered that didn’t work?

Coaching 128

Coaching Strategy Hiring Travel 128

Sales and Marketing Management

JUNE 20, 2017

That research is now complete, and the results, taken together, reveal something critical about challenging the customer in your sales conversa­tions: There is a proper time to provoke and challenge the customer, but it’s not when you’re trying to keep them or get them to pay more.

Vendor 166

Vendor Hiring Discount Retention 166

Pipeliner

JUNE 20, 2018

Sales and marketing go together like peanut butter and jelly. Despite this obvious truism, many sales professionals lack a clear understanding of the synergies that exist between the two disciplines. The truth is that marketing plays a far more vital role in sales than most realize. Learn Through MOOCs. Go to a Boot Camp.

Marketing 61

Marketing Course Lead Rank Lead Scoring 61

Product Management University

JANUARY 3, 2023

Sales demos are one of the easiest ways to boost your credibility with prospects and customers. A good sales demo creates that critical moment of differentiation that makes your product the obvious choice in a sea of competitors. What is a B2B Sales Demo Script? How to Create a Sales Demo Script. Ask open-ended questions.

B2B 52

B2B How To Lead Rank Follow-up 52

Keith Rosen

OCTOBER 6, 2014

As such, remedial or sanctioned coaching is often met with resistance rather than with open arms, especially if you’re the boss who’s attempting to force coaching on people, rather than position it in a way where people authentically want to be coached by you. More important, have you gone through any formal management coach training?

Coaching 113

Coaching Company Remedy Negotiation 113

Keith Rosen

AUGUST 31, 2013

A few days ago I received an email from a Director of Sales Development with a great question. The reason is, like many virtual sales teams, my clients are spread out geographically. This is another great example when you can leverage the power of enrollment that I talk about in my book. Photo Credit: Dustin Askins.

Face-to-face 122

Face-to-face Intent Coaching Sales Coaching 122

Sales Hacker

OCTOBER 4, 2022

In this episode of the Sales Hacker Podcast, we have Alexandra Schrecengost , founder of Culture With Us , which brings DEI-based immersive experiences to hybrid workplaces. Join us for an eye-opening conversation about delivering high-quality employee experiences. Sam Jacobs: Welcome to the Sales Hacker podcast.

Company 82

Company Lead Rank Sales Qualified Lead Revenue 82

Keith Rosen

JANUARY 12, 2019

Sales quotas are set, but is there alignment, buy-in, and a bulletproof strategy to achieve them? Are you certain your sales team has the skills, fearless attitude and structure to thrive? The sales goals are already set for the year. After all, planning and training for the race always take longer than the race itself.

Sales Goal 100

Sales Goal Coaching Intent Follow-up 100

The Brooks Group

SEPTEMBER 16, 2013

Last week, we hosted our quarterly IMPACT Selling® public sales training seminar at our conference center in Greensboro, NC. While most of our sales training work involves private programs for client organizations, we really enjoy hosting the public, open enrollment version of this sales training program.

Industry 40

Industry Training Coaching Face-to-face 40

Allego

MAY 14, 2020

For training, I believe that a virtual onboarding process will become the norm versus flying people to headquarters for the standard onboarding process. The ride-along coaching process that has been a standard in sales management is likely to change. I predict that some companies will never re-open. Learn More.

Face-to-face 77

Face-to-face Real Estate Video Licensing 77

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 105

Sales Management Hiring Top of Funnel Funnel 105

Keith Rosen

MARCH 21, 2013

It doesn’t matter where I deliver my management coach training program. Instead, here’s where you can enroll that individual or your team in your agenda and create deeper buy in around what you need them to do in a way they are now engaged in the conversation and more willing to do it. Whether it’s in Europe, the U.S.,

How To 108

How To Coaching Report Compensation 108

Keith Rosen

MAY 18, 2013

A couple of weeks ago I delivered a webinar in partnership with Salesforce.com and Work.com that focused on key concepts from my book Coaching Salespeople Into Sales Champions. The question was: With respect to observation of outside sales teams, are there other tactics to accomplish this other than joining them on a sales call?

Report 130

Report Coaching Travel Webinar Metrics 130

Keith Rosen

OCTOBER 26, 2013

They never have to “close” a sale. The alternative approach that I’m suggesting results in more profitable sales with less effort. To compound this, sales managers continue to remind their salespeople to sell value. Stop Closing, Start Opening Up New Possibilities. “Just Sell Value.” This is a bad time.

Objections 128

Objections Decision Maker Up-Sell Follow-up 128

Sales Hacker

MARCH 20, 2018

It’s a question that’s plagued business leaders for decades, a question sales enablement is one step closer to answering. In short, sales enablement ensures your sales team has access to the information, content, and tools they need to sell more effectively. Use AI for sales enablement. Analyze sales rep requests.

Sales Enablement 64

Sales Enablement Strategy Hubspot Lead Rank 64

Keith Rosen

MAY 4, 2020

Jamie, you initially reached out to have me deliver my sales leadership coach training course for your sales management team. They answer directly to our Chief Sales Officer who reports to the CEO. And I want all of my front line sales managers attending this program.” ” “Thanks, Keith.

Coaching 77

Coaching Course Retention Engineering 77