Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery.

5 Things You Should Be Doing to Increase Your Sales Productivity

Predictable Revenue

5 key pieces of advice by Jay Mount (CEO of basix.ai) to help team leaders increase their sales productivity, without reducing morale. The post 5 Things You Should Be Doing To Increase Your Sales Productivity appeared first on Predictable Revenue. Blog Sales & Marketing Strategies

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Prospecting, Mistakes You Need to Avoid Now

Mr. Inside Sales

What’s the biggest mistake sales reps make with prospecting or cold calling? You know, that desperation sales people have when they finally get someone on the phone. Stop practicing poor sales skills and commit to getting better on each call.

What is Sales Forecasting? Why it Matters + 11 Tools to Consider

Sales Hacker

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Unfortunately, sales forecasting is not that straightforward. What is sales forecasting? Sales forecasting best practices. What is sales forecasting?

The Ultimate Sales Coaching Guide

Sales coaching is a training format that allows the leaders in your organization to share their valuable experience with the rest of your sales teams. It’s an interactive approach to sales training where sellers get to practice what they’re taught and use information in real-life scenarios.

7 Tips for writing the perfect follow-up sales email (according to science)

Devin Reed

We analyze sales conversations and deals using AI, then share the results to help you win more deals This article is part of the Gong Labs series, where I publish findings from our data research team.

The Sales Metrics That Every Manager Should Be Tracking

Sales and Marketing Management

Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor. She talks about how she goes to market and how companies can be smarter buyers of sales training.

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Best Sales Prospecting Power Tips

Score More Sales

In a recent post , I shared the calling strategy from Ryan Reisert that proves how your math of sales has been lying to you. If you are a sales leader that says more calls equal more meetings, that is not true. Sales Tips profession of sales

Become a Sales Coach

Steven Rosen

5 Ways top sales managers become a sales coach! Sales coaching is the most important sales management activity for driving sales performance. You’d be known as a great sales leader and the envy of colleagues. Here is What to Do to Become a Sales Coach.

Call a Sales Audible!

Anthony Cole Training

In today's blog post, we discuss the importance of calling a sales audible at the line of scrimmage. Like an elite Quarterback, an elite salesperson must be willing to change things up when they're not working and be open to trying something completely different in the field.

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The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.

Sales Enablement Evolved

Sales and Marketing Management

Like it or not, some aspect of virtual sales is here permanently. Amand and Bob Basiliere of virtual learning platform provider Allego discuss how sales enablement must adapt to that reality. The post Sales Enablement Evolved appeared first on Sales & Marketing Management.

Develop Your Sales Pipeline to Increase Sales

Anthony Cole Training

Sales pipelines are similar to the story of "Goldilocks and the Three Bears. This one is too fat, this one is too skinny, and the rarest one of all; this one's just right.

The Behaviors and Skills Sales Leaders Care Most About

Sales and Marketing Management

In this podcast, we talk with Julie Thomas, president and CEO of ValueSelling Associates, which recently published an eBook on a study they completed called "The Behaviors and Skills Sales Leaders Care Most About - and How to Measure Them.". Sales & Marketing Podcasts

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Coaching Sales Behaviors

Anthony Cole Training

Coaching has become the single most important competency for sales managers to learn and optimally, they should spend 50% of their time coaching their salespeople. It is also the single most difficult sales management competency to learn and master.

5 Essential Virtual Selling Practices Every Company Must Have by 2023

Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing

Join us on Sept. 13 at 9:30 am PT as Erika Bzdel, VP of Sales, and Craig Simons, Director of Marketing, discuss the virtual selling practices that every company should adopt, and how to succeed at selling in a hybrid world.

Sales Power Tip - Homeostasis

Score More Sales

This was a tip I learned from my favorite manager of my 21 sales managers over my selling career - a former IBM top sales rep and leader who would say this so. The full title for this post should be, "You Gotta Knock them Off Their Homeostasis".

The Correlation Between Milestones, Sales Process and Sales Success

Understanding the Sales Force

In January we celebrated our 30th Anniversary, in August we processed our 2 millionth sales assessment and in September we updated the industry standard 21 Sales Core Competencies. How are they important to sales success? The s**t show known as 2020.

Spectacular Summer Sale!

Mr. Inside Sales

Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. For a proven way to make more money, with less rejection, and a way to become more confident and make more sales, take advantage of our Summer Sale! Sales Tips

Are You a Great Sales Leader?

Steven Rosen

Are You a Great Sales Leader? Sales leaders are running so fast that they don’t have a chance to breathe, and they certainly don’t have time to self-evaluate. Many sales leaders find themselves: Feeling overwhelmed, overly stressed, or frustrated because of the pace of change.

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Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales Engagement leverages process, tools, and training to align your efforts to your buyer’s journey and exceed their expectations. See how to equip sellers to effectively prospect, create meaningful connections and manage a sales cycle from beginning to closed-won! Download the guide today!

Big Company Strategies That SMB Sales Teams Can Emulate

Understanding the Sales Force

The previous paragraph was about branding and marketing; not sales. Give me a moment to explain how that applies to sales. Dave Kurlan Consultative Selling sales process accurate sales forecasts win rates

Empowering Sales Teams with SharePoint Dashboards

Sales and Marketing Management

Sales data is only useful it's well organized. Sales dashboards are utilized as tools that help the sales team leverage the most viable data while also staying ahead of the competition.

Sales Excellence – a Comprehensive View

Sales and Marketing Management

The key features of the sales excellence sales policy based on clear objectives, professional sales management, plus measurement and management of customer satisfaction and loyalty.

Sales Development Reps: Your Strategic Sales Superpower

Sales and Marketing Management

Sales development reps protect your account execs' time, but they need the right data to be effective. The post Sales Development Reps: Your Strategic Sales Superpower appeared first on Sales & Marketing Management.

Core Principles of Great Sales Enablement are the Same: It's The Tactics That Have Changed

If your role includes supporting sellers, then this in-depth sales guide is for you! Discover valuable insights on how to adjust your tactics and keep remote onboarding and training engaging. Take the next steps from sales to revenue enablement by downloading this essential guide today!

8 Tips To Help End Sales Slumps

Sales and Marketing Management

Sales slumps happen. The post 8 Tips To Help End Sales Slumps appeared first on Sales & Marketing Management. it's important for managers to know how to help their reps get out of a slump as soon as possible.

Why Sales Transformation Achieves Better Results Than Sales Training Alone

Understanding the Sales Force

Bringing it closer to sales, you invested in the CRM application you needed but your salespeople aren't using it the way you had hoped. sales culture Dave Kurlan sales process sales training sales evaluation sales transformation

3 Big Sales Challenges

Anthony Cole Training

However, we know that all salespeople, including top salespeople, still struggle with 3 primary sales challenges. sales challenges biggest challenges in salesTop producers have mastered many skills.

Holiday Sale!

Mr. Inside Sales

You want to be more confident and make more sales, and I will help you do that & save money! That’s 70% off my regular sale price, and Free Shipping (for an actual CD, domestic only)! This sale is good starting the moment you read this and will last until 11:59 P.M.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Go For The "No" Early in the Sales Process

Anthony Cole Training

In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.

10 Steps to Crushing Your Sales Forecasts

Understanding the Sales Force

Times change but one constant is the requirement for monthly, quarterly and annual sales forecasts. sales process sales training Sales Coaching evaluation sales CRM sales forecast sales team opportunity review

One Difference Between Top Sales Reps and You

Mr. Inside Sales

Each time I work with a new company, the first thing I ask for are recordings of both their top two or three sales reps, and then recordings of everyone else. Most sales reps beat around the bush and are timid, hesitant, and resistant to taking control of the call.

5 Steps to Grow Sales by 33% in 12 Months

Understanding the Sales Force

Sales teams go through periods like this too but sales leaders rarely seek out the data that would immediately point to the real problem. Dave Kurlan sales training Sales Coaching crm omg how to increase revenue sales increase membrain sales team evaluation

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The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Smart Deployment of Marketing and Sales Technology In B2B Sales

Sales and Marketing Management

Personalizing the B2B sale while being mindful of new privacy laws that are coming, and how to deal with the proliferation of marketing technology and revenue technology tools. Sales & Marketing Podcasts

Sales Coaching for Development

Sales and Marketing Management

In this episode Mike Carroll reveals how to use specific sales coaching strategies and tools for individual sales Rep development. Mike speaks about core competences and how he goes about helping organizations address those competences through proven sales coaching strategies.

When to Hire That First Sales Rep

Sales and Marketing Management

When should a startup hire its first sales rep? The post When to Hire That First Sales Rep appeared first on Sales & Marketing Management. Fortunately, there are some clear indications as to when the right time hits.

Top 10 Sales Videos and Rants From Dave Kurlan

Understanding the Sales Force

On Sales Process and Methodology - the difference between popular sales processes and methodologies. On Attracting Salespeople When Recruiting - a rant on the Two Keys to Attracting More of the Right Sales Candidates. Why People Should Consider a Career in Sales.

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Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results.