A Sales Enablement Tool for the CEO

Sales Benchmark Index

Tools 275

A Sales Enablement Tool for the CEO

Sales Benchmark Index

Trained the sales force and channel partners on the new product. This is very different than product training. To get an understanding of how prepared your sale force is for a launch, register for one of these sessions here to receive the Sales Enablement Gap Tool.

Tools 284

Key account sales training

Sales Training Connection

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One additional insight relates to the nature of the sales training. Train as a team.

IsThis Common Sales Training Presumption Your Increase Sales Barrier?

Increase Sales

After having sat through various sales training seminars, workshops to 2 day learning engagements, I realized that the majority shared this common presumption that was a barrier to increase sales. We named this goal worksheet The Results Tool™.

7 Must-Have Automated Documents for Sales Success

CRM) platforms, lead funnel strategies, and new communications tools to accelerate. document automation tools, which reduce manual work, improve data quality, and. source, territory, or industry vertical—to make quick. have tools in place to gather insights into their.

Sales Reps Love Their CRM!

Smart Selling Tools

When the first sales automation tool was launched, it truly changed the way sales were managed. The early 2000’s introduced cloud-based sales automation tools, but it was little more than taking the same empty promises of the 90’s and moving them to the cloud. Sales reps love their CRM.

CRM 104

Duct Tape is Not a Sales or Marketing Tool!

Fill the Funnel

This experience has helped me recognize when duct tape is the tool of choice. It is typically a time with lots of NEW in the air – new quotas, new territories, new comp plan, new prospects and new optimism. Original article: Duct Tape is Not a Sales or Marketing Tool! ©2013

Tools 127

Key account sales training

Sales Training Connection

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One additional insight relates to the nature of the sales training. Train as a team.

The Pipeline ? 25% Increase in Sales Training ROI ? Sales.

The Pipeline

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Given that, why train them? Sales Tool. Sales Training.

ROI 243

A 2026 excursion to the future of sales training

Sales Training Connection

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. A number of the authors writing back in 2016 suggested that sales training was at an inflection point.

The Pipeline ? The REAL Problem with Sales Training

The Pipeline

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. The REAL Problem with Sales Training – The Pipeline Guest Post – Jonathan Farrington It seems that every week… [link].

Web Tools – The Fastest Way to Fail in Sales

Fill the Funnel

For a guy who makes his living training sales execs about the benefits of online tools, writing that headline was a bit disconcerting – the fastest way to fail? Using online tools, sales execs can reach 100 prospects in the time it used to take to reach just one prospect.

Tools 99

5 Selling Lessons From the Saddle

Smart Selling Tools

I’ll be honest here, I didn’t do enough of the right training to make this challenge easier. I could try to make excuses but the reality is that I have to take responsibility for this, more training would have helped. Use the right tools in the right way.

Refine B2B Sales Process in 2012 with Tools and Attitude ? Score.

Score More Sales

Training. Refine B2B Sales Process in 2012 With Tools and Attitude. How can our earlier scenarios improve with tools? Automated reports for territory management, sales rep management, forecasting, and on customer interactions (these are just for starters). Sales Tools.

Sales Tech Game Changers: @InsideView – How to Identify New Market Opportunities

Smart Selling Tools

Territory planning – We help companies understand where the greatest potential for opportunities are. Our training team can also customize a training plan, and we also provide access to our self serve training hub so that customers can learn on demand.

The Pipeline ? Shrink Your Way To Success

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. Sales Success , Territory Alignment.

Top 3 Training and Content Power Combos


For sales reps to keep pace, let alone anticipate buyers’ changing demands, they need the right combination of tools and training to seize every potential sales-ready moment. Keep pace with the speed of change with meaningful training. Sales Enablement Training

The Pipeline ? Talking Long-Term ? Acting Short-Term ? Sales.

The Pipeline

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. Sales Tool. Sales Training.

ACT 251

The Pipeline ? Retarded Sales Behavior and The Reasons We.

The Pipeline

Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. Sales Tool. Sales Training. Territory Alignment. Dave Kahle – Sales Training.

The Pipeline ? ?But we're not IBM?

The Pipeline

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Sales Tool. Sales Training. Territory Alignment. Dave Kahle – Sales Training.

Finding the Right Sales Performance Management Vendor


Coaching and Training. Sales Processes and Process Tools like CRM and CPQ. Territory and Quota Management.

Sales Training Insight into Traits of High Performing Sales Cultures

Customer Centric Selling

Sales Training Article: 11 Traits of a High Performing Sales Culture. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. A bonus tool is included to help create a common vision. Revised sales territories.

How to Drive Retailer Compliance for Stronger Promotions and Sales


Even though this kind of monitoring saves you time and money in the long run, it’s probably exhausting trying to keep track of which locations need extra help in terms of training, promotions, or other inconsistencies like perpetual out of stock products. In this post we show you how to identify compliance issues across your territory and turn red alert accounts into top performers. CPG Tools & Tech Service Industry Tools & Tech Field Sales

Sales Managers Only Have One Real Goal!

Partners in Excellence

Some of the laundry list items include: Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on.

Will Your Sales Team Embrace Change or Fight It Every Step of the Way?


If you are in sales management, sales enablement, sales consulting or sales training, you’ve likely asked your sales people to embrace change driven by new tools, processes and procedures.

Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

This is a show about content, tools and leadership that make Sales Enablement the fastest growing strategy to help sales people to sell more effectively and efficiently. They have budget for tools and they are used to experimenting. And so you really do and additional tools.

AJ’s story – and the Split of Outbound and Inbound Sales Development

DiscoverOrg Sales

As DiscoverOrg found itself in uncharted territory, learning a new tech stack with a newly divided sales team, AJ also found himself in a new landscape – with new opportunity. “As Heavy training to ensure the technology was fully adopted. “My Over the next few months, Johnson helped implement and train the newly formed inbound sales team to focus on rapid response. Adding new tools to the sales tech stack took the team to the next level.

How You Make Your Number Is As Important As Making The Number!

Partners in Excellence

I learned the importance of putting together a plan, whether it was for my account, territory, or for the year. Rather than leaving things to chance, we can be proactive in managing the territory, creating greater confidence in our ability to meet our goals and making the numbers.

Sales Manager, How Are You Performing?

Partners in Excellence

Even if they did that full time, they could never achieve better numbers than a top performer in an individual territory–they have no leverage in the organizational attainment (a collection of multiple territories). I want to have a heart to heart with Sales Managers/Executives.

Brain Tricks And Writing It Down

Partners in Excellence

This process applies to everything we do, not just New Year resolutions, but account/territory plans, deal plans, call plans, performance/development plans, business strategies–anything.

ACT 106

All Your Help Is Killing Me!!

Partners in Excellence

In helping us manage them, they layer training, tools, systems, processes, programs, support teams, and others on us. As an example, years ago, sales enablement tools used to be limited to a CRM system.

Hacking Sales Management

Partners in Excellence

Having strong Deal, Pipeline, Territory/Account, Call Review processes. They fight for their people, getting the resources, support, tools needed to make their numbers. I’ve been writing a short series on Hacking Selling–( Hacking Selling , Hacking Selling Part 2 ).

Eliminate the Time Zone Confusion No Matter Where You Are

Fill the Funnel

Enter today’s web tool located at EveryTimeZone.com. I was in awe during a recent training webinar I was presenting when I was watching the attendees arrive into the GoToWebinar panel. A very humbling experience and significant motivator to nail the training.

Funnel 137

Back To Basics!

Partners in Excellence

Billions are spent in advanced or specialized sales training programs or sales enablement tools. Do they know they are accountable for everything that happens in their territory and for achieving the goals they accepted upon taking the job (and updated annually)?

Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Sales and Marketing Management

These are the characteristics that companies should hire and train for in order to drive consistent, strong sales growth in their organizations. As a result, they often retain weaker performers, believing it is better than having an open territory. are required for each territory?

Are You Using Your Sales Performance Data Effectively?


It is one of the most powerful tools in the business world. However, like any tool, the value of data analytics depend on how you use it. For sales organizations, sales performance data can be a useful tool to drive strategic planning and increase performance. .

Data 94

The Complete Sales Professional

Partners in Excellence

The invitations come from people selling all kinds of tools — Content management systems, compensation/incentive systems, account planning, territory planning, social selling, analytics, pipeline management, research systems, prospecting tools, proposal/configuration management, pricing.

Data 115

Are You Learning Yesterday’s Skills For Tomorrow’s Buyers?

Partners in Excellence

Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on? The answers are varied, but generally fall into very specific, and classic selling skills: Qualifying, questioning, listening, prospecting, objection handling, closing, call planning, deal planning, account planning, time/territory management, establishing rapport, communications styles, and so on.

Buyer 58

“Fixing The Compensation Problem….”

Partners in Excellence

There are so many other tools that have greater impact in shorter periods of time. Even the training, tools, systems, processes, programs we provide are important levers to fixing sales performance. Complex product/solutions may require overlays and product line specialists to work with account/territory managers. How do we recruit, onboard, train and develop them?

Social Media Marketing Is NOT the Same As Social Selling

No More Cold Calling

Salespeople are always looking for ways to get in front of opportunities before their competitor can and using tools like LinkedIn , Twitter , and InsideView gives them the leverage that they need to make that happen. Everyone yelling, “Me, too!”