Smooth Sale

MARCH 10, 2024

One proven way to avoid a sales mishap is to train your sales department and work with them to achieve common goals. Therefore, consider providing them with the requisite training and equipment to help increase sales. Studies show ebooks and white papers can also impact the customer decision-making process.

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

Janek Performance Group

MAY 2, 2023

How to Upskill Your Sales Team Hiring Onboarding Enablement Sales coaching Sales training Of course, you can’t upskill new hires—at least not yet. Consider the skills and competencies needed to perform their roles effectively and design training to develop these skills. Hand in hand with coaching is sales training.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Understanding the Sales Force

JANUARY 26, 2012

I thought it could signify the importance of additional findings in Objective Management Group's Sales Candidate Assessments, and it could influence how we train salespeople in the future. Read the White Paper to learn what they sell. The big surprise in the study is WHY people don't trust salespeople. For your industry?

Hiring 192

Hiring Insurance Insurance Survey 192

Zoominfo

AUGUST 5, 2021

Make sure your reps have access to your full array of customer testimonials, social proof articles, and case studies. Social proof, testimonials from customers in the same field as your prospect, and case studies are effective for these purposes. Blog posts, checklist articles, and white papers are great for building traffic.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Partners in Excellence

MAY 25, 2022

In my news feed, I saw an article about an interesting research study on sales performance/productivity. It promoted a white paper going much more deeply into the research. I filled out their form, my name, email, title, company… I download the white paper. My interest is, clearly, about the research.

Follow-up 68

Follow-up Sales Qualified Lead Marketing Qualified Lead Leads 68

Pointclear

JULY 16, 2013

Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. According to the research study, “Connecting the Dots between Content and Sales”, by IDG Enterprise Research, content quality and integrity is very important to decision-makers.

Lead Generation 225

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 225

The Pipeline

OCTOBER 6, 2016

Vendors are happy to supply the case studies, ROI calculators, white papers, and all the rationale one needs to at that next app to their stack. Seems to me if McDonald’s can train their counter clerks to if you want fries with that shake , how hard should it be for your team to do that without an app?

Case Study 291

Case Study Fashion Exercises Buyer 291

Zoominfo

AUGUST 5, 2021

Make sure your reps have access to your full array of customer testimonials, social proof articles, and case studies. Social proof, testimonials from customers in the same field as your prospect, and case studies are effective for these purposes. Blog posts, checklist articles, and white papers are great for building traffic.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Pipeline

APRIL 1, 2024

Train your reps to understand a lead’s challenge and offer solutions accordingly. Improve your content marketing with valuable and informative blogs, white papers, and e-books. Create Case Studies Want to convince your audience that your logistics services can drive the promised results?

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Score More Sales

MARCH 26, 2013

In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate.

CRM 235

CRM Guidelines Data Compensation 235

Pointclear

SEPTEMBER 28, 2018

This multi-use content is used in testimonial quotes, blogs, nurture messages, ebooks, hard cover books, guest websites, white papers or case studies. An hour is too long (most producers will agree) because the listener has probably reached their destination, come in from walking the dog or run their training circuit.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Pipeliner

MAY 26, 2023

It includes training, coaching, content creation, and technology solutions that are tailored to the needs of the sales team. Sales enablement is a strategic, cross-functional discipline, designed to increase sales results and productivity, by providing integrated content, training, and coaching services. — What is Sales Enablement?

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98

Allego

DECEMBER 22, 2020

This content falls into two types: 1) customer-facing collateral that sellers will share with buyers and 2) training assets, best practices, research, and tools that are for internal use. If you’re in sales enablement, training, product marketing, or content marketing, that’s what you do: crank out the sales content. Case Studies.

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

Igniting Sales Transformation

SEPTEMBER 16, 2019

The idea is to deliver the right articles, white papers, case studies, videos or webinars at the right time in the buyers’ decision-making process. Empty pipeline phobia puts more pressure on salespeople to surface new sales opportunities any way that they can often without enough training and coaching to help them succeed.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

Janek Performance Group

DECEMBER 28, 2021

More importantly, content, such as blogs, white papers, and case studies, helps buyers see sales reps and their organizations as trustful advisors at the forefront of their industry. At Janek, we pride ourselves on consistently producing high-quality thought leadership for sellers across our industry.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Generation 118

The Brooks Group

FEBRUARY 11, 2020

That’s the cost to a company for turning over a salesperson, according to one study. That why the Sales Research Performance Center (SPRC), powered by The Brooks Group, recently produced “The Ultimate Guide to Hiring Quota-Smashing Sales Reps,” a groundbreaking white paper to address this exact issue. Internal morale problems.

Hiring 52

Hiring Sales Talent Quota Travel 52

Highspot

MAY 6, 2021

You also wouldn’t want to offer a white paper that’s too general to apply to your buyer’s unique challenges. Of the commonalities mentioned, shared connections and attending the same school drove InMail acceptance most in this study. It’s important to look for things you have in common with a buyer.An

Prospecting 116

Prospecting How To Buyer Campaigns 116

Sales Training Connection

MARCH 5, 2014

One was a post by Dean Newland and the other was a Bluteau DeVenny & Company white paper reporting on its research study. The Bluteau DeVenny research study involved respondents in a variety of organizations and companies across generations. We came across two pieces about generational differences.

Sales Management 114

Sales Management Study Coaching Survey 114

Allego

APRIL 18, 2024

Salespeople can use ChatGPT to create sales content, generate personalized and engaging sales scripts, answer questions, and provide training and support. This includes suggesting case studies, white papers, and product demos that align with the prospect’s interests and stage in the buying journey.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Sales Training Connection

OCTOBER 21, 2011

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs. The focus was on optimizing the results from the $100 billion that world-wide companies spend every year on performance skill training in areas ranging from performance management to sales techniques.

Training 87

Training Exercises Case Study Sales Leadership 87

Autoklose

MARCH 25, 2024

Share case studies in the fourth and/or fifth emails. The interest: You should aim to make the person indicate their interest in your content offer — get them to hop on the “yes” train right away. This works when you’re offering content in that first email; e.g., “Would you be interested in reading [this great white paper]?”

Conversion 52

Conversion How To Case Study Webinar Metrics 52

Miller Heiman Group

JUNE 25, 2018

When CSO Insights asked participants in its 2017 World-Class Sales Practices Study if their organizations’ ability to close deals as forecasted meets or exceeds expectations, 60 percent said no. As this chart from the white paper shows, sales methodology training effectiveness correlates with higher quota attainment rates.

Sales Methodology 66

Sales Methodology Forecasting Quota Sales Enablement 66

Chorus.ai

JANUARY 29, 2021

Make sure your reps have access to your full array of customer testimonials, social proof articles, and case studies. Social proof, testimonials from other customers in the same field as your prospect, and case studies are effective for these purposes. Blog posts, checklist articles, and white papers are great for building traffic.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

Chorus.ai

JULY 9, 2019

Balancing the various content types (blog posts, white papers, webinars) will allow you to reach the customer and map your buying process in a scalable way. Higher-value assets like ebooks and white papers allow prospects with deeper interest to get a more rounded sense of the value of your product. Never Stop Training.

Sales Enablement 48

Sales Enablement Top of Funnel Ideal Customer Profile Lead Rank 48

Sales Training Connection

APRIL 25, 2014

Perhaps more unsettling, a global study of 4,500 employees at 38 MedTech companies found that skills in critical areas such as key account management and marketing are at less than ideal levels. Take a look at our new free white paper – Getting MedTech Sales Strategy Right – download here. ©2014 Sales Horizons, LLC.

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

Allego

APRIL 21, 2022

Sales managers, trainers, sales enablement managers, and sales reps across all industries are encountering the same challenges: Onboarding and training sales reps virtually. Create Self-Guided Onboarding and Training. Financial services firm AmeriSave used Allego to implement this type of onboarding and training system.

Hiring 71

Hiring Video Distribution Buyer 71

No More Cold Calling

OCTOBER 13, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. According to a study by Bank of America , robots are likely to be performing 45 percent of manufacturing tasks by 2025. jobs will be at high risk of being lost to computers.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

No More Cold Calling

OCTOBER 30, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Sure, they provide “training,” but training without reinforcement, coaching, accountability, and practice is a waste of time and money. We want it now.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

Mindtickle

MAY 2, 2023

Foundational What is a sales enablement program How to align your sales enablement with sales process development How to align enablement efforts with the buyer’s journey How to align sales and marketing teams together Programmatic Onboarding and training Role-playing Content Coaching Analytics What is a sales enablement program?

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

Showpad

NOVEMBER 26, 2018

Prepping Your Sales Team with the Right Training. Sales enablement should start with proper training surrounding the sales methodologies and processes, programs, demos, and any other important skills in which you want your reps to become experts. Arming Salespeople with the Right Content at the Right Time. Measuring Results.

Sales Enablement 45

Sales Enablement Webinar Metrics Collateral Case Study 45

Miller Heiman Group

JULY 2, 2018

In his white paper, “ There’s Never Been a Better Time to be in Sales ,” he writes, “If your daughter or son has just completed an expensive degree in Renaissance Studies, and now they’re working part-time at Starbucks, you might want to call their attention to the fact that the world is changing. Download the white paper here.

Hiring 50

Hiring Retail Survey Salary 50

Miller Heiman Group

MARCH 15, 2019

From training programs to coaching services to sales playbooks, sales enablement services maximize revenue opportunities, improve customer acquisition rates and generally support your sales reps along the customer’s path. Sales Enablement Is More than Just Sales Training.

Sales Enablement 69

Sales Enablement Face-to-face Resources Coaching 69

Emissary

SEPTEMBER 14, 2021

In addition to targeted content, it is important for sales and marketing teams to be aware of and trained in the particular regulations and pain points of the financial vertical. Incorporate vertical training into your sales enablement process prior to creating your pitch deck. . How Is Cloud Computing Used in Finance?

Industry 52

Industry Marketing Scale Top of Funnel 52

Allbound

DECEMBER 5, 2018

According to the CSO Insights 2016 Channel Sales Optimization Study , 46.9 On the other hand, the CSO Insights study suggests that “PRM implementation can enhance a company’s ability to assess what partners are doing.”. Encourage self-guided training. Click To Tweet. Increase sales productivity.

Channels 57

Channels Sales Enablement Top of Funnel Vendor 57

Showpad

FEBRUARY 25, 2019

It’s used to create, maintain, update, distribute, and track content, which can be anything from customer-centric pieces such as blogs, case studies, presentations and other collateral, or internal content like demo and call scripts, training materials, and product sheets.

Sales Enablement 40

Sales Enablement Tools Case Study Collateral 40

Showpad

FEBRUARY 25, 2019

It’s used to create, maintain, update, distribute, and track content, which can be anything from customer-centric pieces such as blogs, case studies, presentations and other collateral, or internal content like demo and call scripts, training materials, and product sheets.

Sales Enablement 40

Sales Enablement Tools Case Study Collateral 40

Showpad

OCTOBER 29, 2019

From internal training and coaching content, to your website, to customer-facing presentations and collateral, your Sales team needs to be studying and handling this content daily. . Rich content like presentations, brochures, white papers, and case studies can all be used to develop and nurture leads.

Sales Enablement 40

Sales Enablement Tools Collateral Case Study 40