Why Your Sales Talent Program is Failing

Sales Benchmark Index

Old School Sales Still Tops New Sales

Increase Sales

Believe it or not, old school sales still tops new sales skills. 1 – Pick up the telephone – Sure some people like texts, but using the phone is the first old school sales skill and still works. 3 – Focus first on the sales lead, the potential client instead of your needs. To embrace this old school sales skill requires you to up your active listening skills and SHUT your mouth. ” #4 – Forget those sales scripts.

Free Sales Training: 6 of My Favorite Sales Tips

John Barrows

There is no shortage of free sales training resources out there. Unfortunately, there is no magic resource that will automatically help you become a master sales rep, but we can work on getting a little bit better each day. To a certain degree sales is a numbers game.

The Other Half of Sales Team Development

Connect2Sell

Your priority was to reach your sales quotas. leadership development sales managers sales performanceAs a seller, your job was to deliver results. You were measured by and rewarded for performance.

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Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization

3 Ways to Deliver Greater Results from Your Sales Process

Sales Benchmark Index

Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message.

Creating Interlock Between Sales and Marketing

Sales Benchmark Index

Joining us on the SBI Podcast is Stephen Thomas, SVP of Global Sales for Armor Cloud Security. Armor is a hybrid cloud security service that integrates advanced analytics, global threat intelligence, and continuous response capabilities into a single platform that bolsters.

Mini Sales Manager Training to Improve Your Sales Forecast Accuracy

Connect2Sell

Here’s a crash course in improving the accuracy of your sales forecast. Unfortunately, these issues may have not been addressed in sales manager training courses you’ve attended. sales performance sales managers sales training

Golden Nuggets from the CSO Insights 2018 Sales Talent Study

Understanding the Sales Force

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. sales recruiting sales hiring sales process sales pipeline Sales Coaching Dave Kurlan cso insights sales recruiting failure sales opportunities

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New Trends in Technology Enabling the Inside Sales Function

Sales Benchmark Index

The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.

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Maximizing Throughput in the Indirect Sales Channel

Sales Benchmark Index

Joining us on SBI TV is Joe Vitalone, Chief Sales and Marketing Officer at Razberi Technologies, and the top expert at developing and executing a sales strategy at scale through channel partners.

7 Must-Have Automated Documents for Sales Success

don’t move as quickly as they’d like--especially when it comes to sales teams. Sales teams, in particular, waste precious time and resources on repetitive tasks and manual data. entry when preparing quotes, proposals, and contracts--so much so that sales reps. Sales reps have.

Sales Management Training You Do for Yourself

Connect2Sell

You’ve been thinking that it’s time to become a Sales Manager. But without experience and without sales management training, how will you show the “powers that be” that you are, indeed, ready ? sales management sales training management trainingYou're at that crossroads.

Finally!  Science Reveals the Actual Impact of Sales Coaching

Understanding the Sales Force

I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. Dave Kurlan Consultative Selling Sales Coaching sales improvement sales core competencies omg Closing Sales sales growth sales qualification sales data

5 Ways Artificial Intelligence Can Boost Productivity in Sales Ops

Sales Benchmark Index

When used correctly, it will save you time, which frees up your team to execute on strategic sales initiatives empower the sales team. Artificial Intelligence (AI) isn’t just a buzzword in the data world.

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When to Pivot from an Indirect to Direct Sales Model

Sales Benchmark Index

Hiring a direct sales team is expensive. A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. A fledgling company looking for additional capital to bring on headcount.

7 More Sales Core Competencies

Anthony Cole Training

In 2008, I posted two blogs covering 14 of the 21 core competencies identified by the Objective Management Group Sales Person Assessment. sales competencies improve sales OMG assessment sales improvement

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Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team

Sales Questions, Sales Answers

Jeffrey Gitomer

Sales Jeffrey gitomer sales sales training We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

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Sales Strategy: Winning the Business

Sales Benchmark Index

Magazine Sales Strategy Revenue Growth Methodology sales execution sales planning sales strategy sales support

The Future of Your Sales Role Questionnaire

Score More Sales

There is a lot of talk about artificial intelligence taking over many sales positions soon. Here is a quick questionnaire to help you know if it is or not: sales strategy profession of sales

What’s Your Funniest Sales Story Ever?

Anthony Cole Training

I'm heading to a sales training session about 12 years ago. They know me as a high energy, enthusiastic and entertaining sales trainer. In other words, I stand up, I move around, I'm engaged, I role play, we learn a lot and people make more sales.

Energy 141

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.

Old-fashioned sales techniques

Sales 2.0

Sometimes it pays to do what is “out”. Social selling has become synonymous with technology. Many definitions make it all about using social media to sell. But I think social selling is about being social and actual human beings do more than just hang out on social media platforms. Some other productive people have learned that being tethered to your email is good way to get nothing done other than respond to email.

How Sales Operations Improves the Efficiency of the Sales Team

Sales Benchmark Index

Article Sales Strategy efficiency sales enablement sales leader sales operations sales team SVP Sales

How Sales Enablement Can Streamline Sales Training

Anthony Cole Training

In the fast-paced, ever-changing field of sales, it’s no wonder why systematic, repeatable training is important to keep sales reps up-to-date. Since sales reps often need to learn and adapt to the latest sales process, methodology, and messaging, offering timely training is a must.

Top 3 Sales Strategy Priorities of CEOs

Sales Benchmark Index

Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do? Why traditional sales leadership training fails.

9 Simple Sales Enablement Tips to Implement Now

Sales Benchmark Index

Article Sales Strategy playbook sales sales certification sales charter sales enablement sales playbook sales training training

Sales Lessons from the World Series

John Barrows

One of the great things about sales is that you can practice it everywhere you go. Regardless of my personal bias, there are a number of sales lessons we can learn from this year’s run. The current climate of sales is run by data. The same is true in sales.

Rethinking Your Enterprise Sales Strategy

Sales Benchmark Index

Magazine Sales Strategy b2b sales disruption Employment Trends enterprise sales finance trends Geography Trends macro trends sales leader sales strategy

Talking Sales Strategy – Sales eXecution 292

The Pipeline

Earlier in the month, I was invited to sit in with Executive coach and Sales Coaching Expert Steven Rosen, and Emma Foster of expertise.tv. The questions came from the audience, and as such will hopefully be similar to those areas of sales you are interested in.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

The pace of change in most sales organizations means sellers must constantly update and refine their skills to survive. World-class sales managers have long used creative means to solve for time and distance.

What Makes a Sales 'Hall of Famer'?

Anthony Cole Training

No one reasonably goes about writing a job description like this: building sales team sales stories things to do for sales success sales growth and inspiration solving sales issuesAssuming for a second that when you think about hiring for a position in your organization, you are thinking about hiring the best, especially in the early rounds of looking for talent.

Do Words Make a Difference for Women in Sales?

No More Cold Calling

I want you to know it hasn’t gone unnoticed that there are no women on our sales team.” Not only were there no women, but the sales team was all white men of a certain age. Then there’s the fact that most sales leaders are men. Want more women on your sales team?

Sales Apprenticeship – Sales eXchange 212

The Pipeline

Sales like any other craft takes practice, evaluation, more practice, repeated coaching, and just when we think we have it down, we need to practice some more; and then things change, which means we get to practice some more. A standard that would not be bad for sales either.

Effective Sales Coaching

Steven Rosen

I found this old presentation that I did when I was the vice president of sales at Alcon and we did some learning and many of you may have seen this on video, it’s by Stephen Covey, I like Stephen Covey and it is called The Big Rocks Presentation.

The Modern Essentials for Sales Onboarding Effectiveness

Speaker: Mike Kunkle, Founder & Sales Transformation Architect, Transforming Sales Results LLC

Traditional sales onboarding methods have not produced a strong return on investment or moved the needle on the sales metrics that matter. The way that top-performing organizations onboard new employees has changed significantly over the last five years.

Did You Set the Right Sales Quotas?

Sales Benchmark Index

The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Podcast Sales Strategy SBI for SMB john young quota quota setting sales enablement sales force effectiveness sales leader sales quota

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ATTENTION: The New Sales Currency

MTD Sales Training

What do we tend to think of when we mention ‘sales currency’ today? Our experience tells us that the new currency in today’s sales world that will increase your value is ‘speed’. This translates itself in our sales world in areas like: Immediate shipping.

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The Fine Line Between Field Sales and Inside Sales

Sales Benchmark Index

Sales Strategy SBI for SMB 2018 planning add inside inside sales sales strategy

Sales Leaders’ Guide to Developing an Awesome Sales Management Team

Steven Rosen

Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Sales and marketing automation tools $20 billion.

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.