Highspot

JANUARY 9, 2024

This makes B2B sales training more important than ever. A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. What Is B2B Sales Training? Each stage requires specific selling skills to satisfy prospect needs.

B2B 52

B2B Training Top of Funnel B2C 52

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Training 98

Training Hiring Construction Case Study 98

Score More Sales

NOVEMBER 5, 2013

doesn’t follow-up more than a couple of times (actually he’s glad, because they won’t waste his time). This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like? Ask them what they do with new people trying to sell them on ideas, products, and services.

Study 198

Study Inside Sales Buyer Lead Rank 198

Janek Performance Group

MARCH 31, 2023

In the old days of selling, there was no internet. When it comes to sales training , however, sellers become clients. Here, we will discuss several keys for finding the right training partner. Today, sales organizations have a wide range of training from which to choose. With this, features won the day.

Training 62

Training Workbooks Face-to-face Lead Rank 62

The Digital Sales Institute

JANUARY 18, 2021

Sales Training Programs Online. Sales training programs online could become the preferred delivery channel over the next few years. Online sales training has both advantages, disadvantages, and parity with the more traditional approach to upskilling salespeople. Sales Training Programs – Online.

Training 98

Training Hiring Remedy Video 98

Sales 2.0

MAY 30, 2023

Traditional sales models vs. AI-enabled selling. Heidi says we are moving into a new age of selling driven by the availability and adoption of AI (Sales 2.0?). She says “There’s been a bifurcation of the way people manage sales organizations: There’s the traditional model which dumbs down selling. Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Buyer 312

Allego

MARCH 30, 2023

Add to that the management and administrative tasks that go with every sale, and even top performers may end up exhausted and frustrated. Sales training is one solution. This calls for innovative sales training ideas that are effective, engaging, and fit into your sellers’ busy schedules. Here are five that you can implement.

Training 62

Training Face-to-face Exercises Maximizer 62

SBI Growth

FEBRUARY 2, 2014

Salespeople loathe sales training. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training.

Training 305

Training Commission Compensation Groups 305

The Digital Sales Institute

MARCH 29, 2021

Now more than ever it is important to have some sales training ideas to engage the remote or home based salesperson. Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The Importance of Sales Training. Sales Training Ideas to Try.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

BrainShark

SEPTEMBER 10, 2023

Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

Training 62

Training Hiring Coaching Objections 62

Janek Performance Group

SEPTEMBER 7, 2022

When considering in-house or outsourced sales training, the question is not, “which method is better?” Not every company is a good fit for partnering with a sales training organization. For example, a startup may rely on the entrepreneur handling all the selling. Sales training, like life, is not either black or white.

Outsourcing Services 62

Outsourcing Services Sales Outsourcing Training Hiring 62

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

Fashion 105

Fashion Software Software Training 105

Smooth Sale

APRIL 13, 2022

No doubt the question, ‘How do you see effective sales training?’ raises memories of poor experiences with previous training. Those who apply the technique are the ones who can provide concrete answers for effective sales training. Steps for Effective Sales Training. Study to Excel. will reveal what they seek.

Training 78

Training Hiring Vendor Sales Qualified Lead 78

Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. Jonathan Farrington interviews Jill Konrath on her new book, Agile Selling. Translation from Baseball to Selling. The Talent Warp.

Training 246

Training Coaching Comparison Territories 246

SBI Growth

FEBRUARY 2, 2014

Salespeople loathe sales training. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training.

Training 267

Training Commission Compensation Groups 267

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training. Let’s explore the key benefits of developing a comprehensive sales training program.

Closing 52

Closing Training Lead Rank Negotiation 52

SBI Growth

MAY 4, 2013

Every year, Sales Reps are forced into mandatory training. The question Reps want answered: how does this training help me make more money? Assess the value of your training and do one of these three things: If the training is bad, then tell your manager exactly why. 4 Attributes of a Quality Training Program.

Training 303

Training Buyer Persona Decision Maker Influencer 303

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Training during the last 15+ months [10:43]. powered by Sounder. Sam’s Corner [28:12].

Training 119

Training Scale Webinar Metrics Face-to-face 119

Score More Sales

JUNE 13, 2012

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. The study was published today with 226 midmarket companies participating – we are just focusing on the midmarket CEOs for this post.

Study 198

Study Lead Rank Lead Scoring Journal 198

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. What’s the best response when the competition are brought up? Instead of knocking them down, build yourself up. Show how your ideas can build their business up now.

Competition 375

Competition Sales Meeting Meeting How To 375

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. Let’s embark on a journey towards social selling mastery! Short Summary What is Social Selling, and why does your sales team need it? Tips for adoption of social selling training.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

Partners in Excellence

APRIL 10, 2024

Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. For those of you scratching your heads, let me describe the tolerance tack up error. Sales enablement is providing high quality training.

Case Study 88

Case Study Marketing Qualified Lead Scale Engineering 88

Sales Hacker

MAY 10, 2021

To create an effective and efficient sales funnel, your sales and customer support teams need to be well trained and in sync with each other. If you have products to sell online , you need the two teams to work together for revenue and margin growth. Opportunity to upsell and cross-sell. Source: Crazyegg.

Case Study 62

Case Study Study Top of Funnel Churn 62

Anthony Cole Training

JANUARY 27, 2014

They were evaluated with OMG''s sales person assessment, and assembled into 5 teams, all selling the exact same product. Over a 3-day period, they had to go door-to-door in the same market and sell an overpriced luxury item. 1 team had the strongest overall Desire and Commitment. They aren''t predictive of effectiveness.

Case Study 186

Case Study Study Sales Talent Hiring 186

Highspot

APRIL 14, 2023

Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key. Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key. Every business needs to present what it’s selling as standing apart from the competition, but differentiating how you sell it is equally important.

Training 52

Training Scale How To Hiring 52

Steven Rosen

MAY 5, 2022

Study after study has shown that sales manager coaching significantly impacts performance. Only 53% of sales organizations invest in ongoing coaching training and development of their sales managers. As a result, very few companies realize the gains promised by these studies. You can train your sales managers in coaching.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Lead Rank 111

Lead Rank Lead Scoring Ideal Customer Profile Customer 111

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? Virtual training workshops just had a stigma.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

Allego

FEBRUARY 28, 2024

Allego can help: Increase Product and Market Knowledge: Advisors, wholesalers, and client-facing professionals have instant access to essential information to keep up with evolving changes. Empower Client-Facing Teams: Speed up training and streamline content delivery to reduce costs and make your teams more agile.

Insurance 118

Insurance Insurance Face-to-face Banking 118

Sales Hacker Training

JULY 24, 2020

That’s why ongoing product knowledge training needs to be a priority in every sales team. So, today, I’m going to walk you through five key areas you need to focus on for successful product knowledge training so your reps can start winning more deals. The Pitfalls of Poor (or no) Product Knowledge Training.

Training 116

Training ROI Software Software 116

MTD Sales Training

NOVEMBER 9, 2017

It’s always interesting to see how companies are adapting to the wildly-changing world of business, and it’s studies like these that help us as sales managers and sales directors to understand how we need to shape up for future business opportunities. Most top 20 companies in the study put their values first, middle and last.

Hiring 268

Hiring Sales Management Loyalty Study 268

Steven Rosen

MAY 5, 2022

Study after study has shown that sales manager coaching significantly impacts performance. Only 53% of sales organizations invest in ongoing coaching training and development of their sales managers. As a result, very few companies realize the gains promised by these studies. You can train your sales managers in coaching.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Vengreso

AUGUST 1, 2023

Embarking on the journey of SaaS Sales Training can feel like navigating a labyrinth. The truth is, without proper SaaS sales training, scaling your software company becomes an uphill battle. Vengreso's transformation from sales training firm to influential SaaS enterprise is a testament to business evolution.

Training 40

Training Lead Rank Pivotal Hiring 40

The Brooks Group

OCTOBER 31, 2018

At The Brooks Group, we train sales professionals to use a 3-deep questioning strategy during conversations with prospects and customers. Research Reveals: Asking Follow-Up Questions Makes You More Likeable. A recent study published in the Journal of Personality and Social Psychology analyzed getting-to?know?you face speed?dating

Study 66

Study Buyer Face-to-face Journal 66

Sales and Marketing Management

DECEMBER 16, 2019

A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year. However, the study also revealed that only 24% of these leaders actually do anything intentionally to promote building those relationships.

Company 423

Company Customer Insurance Insurance 423

Allego

NOVEMBER 19, 2020

A study from the SAVO Group found that just seven days after a training session, the average employee has forgotten 65% of the material covered. Studies have shown that viewers remember 95% of a video’s message compared with just 10% when reading text. 4 Video is more memorable. After six months that number increases to 90%.

Video 77

Video Training Face-to-face Comparison 77