Smooth Sale

NOVEMBER 3, 2021

Multi-media postings reveal it’s time for discussion among those ready to improve upon hot topics. One common theme is that the people are more than ready to improve upon hot topics, and I align. We can only look to the future to hope things will get better, but that will only occur when many are ready to improve on hot topic insights.

Loyalty 78

Loyalty Hiring Webinar Metrics Follow-up 78

SBI

FEBRUARY 21, 2020

15 Sales Training Topics That Maximize Sales Readiness. Sales training needs to cover a lot of ground to ensure reps are prepared. Yet many companies only train reps during key milestones, such as onboarding or product launches. The result? Restricted Content / Members Only. Click here to bookmark this.

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Maximizer Training eBook Referrals 93

Anthony Cole Training

DECEMBER 1, 2023

There are two sides to this topic of motivation. The second side is how effective are you as a sales leader at motivating your sales team? Both must be addressed to fully understand this topic of motivation and the impact on sales results. One side is how are your salespeople motivated and what motivates them.

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Motivation Sales Banking Sales Coaching 239

Understanding the Sales Force

FEBRUARY 25, 2024

According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. Because sales managers are not coaching – still – at least not consistently or effectively. And their bosses, CEOs, aren’t doing much better on this topic.

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Coaching Guidelines Margin Incentives 333

Gong.io

MAY 6, 2020

Today, the US Patent and Trademark Office issued patent #10,642,889 titled “Unsupervised automated topic detection, segmentation and labeling of conversations”, which protects our technology for understanding topics in customer conversations. Sure, it detects when people talk about the topic, pricing in this example.

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Segment Scale System Microsoft 96

Anthony Iannarino

JULY 13, 2020

Before it is possible to list some of the best sales meeting topics, you must first determine the outcome of a sales meeting. If you are going to take your sales force out of the field and away from selling for an hour, that hour must provide them with something that improves their effectiveness.

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Sales Meeting Meeting B2B Top of Funnel 80

Score More Sales

DECEMBER 28, 2017

Is productivity what we should be working toward in the sales department, or is it innovation? This new, weekly series revisits a smart article, post or podcast from the greater sales community that was published in the past six months or so that is worthy of more discussion. Today we look at a LinkedIn post by Billy Bob Brigmon, Sr.

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Sales Talent Enterprise Enterprise LinkedIn 183

Force Management

DECEMBER 15, 2020

The Force Management content team worked to publish content that was relevant and helpful to a sales community that was navigating unprecedented times. You may find value in these insights as well, as you assess how you can improve your sales team’s ability to compete next year.

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Networking Revenue Sales 135

criteria for success

APRIL 15, 2020

Ongoing sales training is key to developing your team, but it can be hard to think of topics to cover. Here are 5 creative sales training topics to use when you’re training your team. Building rapport is obviously a key sales skill, but many people think it’s something that can’t be trained.

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Training Exercises Ideal Customer Profile Follow-up 80

Understanding the Sales Force

DECEMBER 14, 2017

And the second is to republish the popular Nutcracker/Sales article for those who haven't read it and those who find value in a reread. As 2017 comes to a close and we prepare for 2018, there are two things I do each year that have been very popular. The first is to list the most popular articles of the year which I'll share below.

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Closing Sales Sales Management 191

Mindtickle

MAY 10, 2022

Sales training and coaching are often reserved for new hires and low performers, with the rest of your team getting a brief refresher during your annual sales kickoff. But according to the Sales Management Association, only 30% of sales managers rate their sales training as “effective” for improving low performers.

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Ideal Customer Profile Training Lead Rank Lead Scoring 52

Force Management

NOVEMBER 3, 2021

Our October episodes provide a refresher on key sales fundamentals that your reps can use to stand out from the competition and move their deals forward faster. Each episode provides tactics your salespeople can add to their approach as they prepare for their next sales conversation. Send these episodes to your sales team today.

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Competition Coaching Conversion Opportunity 108

Nimble - Sales

MARCH 27, 2019

Topic clustering is a popular content marketing plan – and a buzzword that has been thrown around the inbound marketing space in recent years. First of all, what exactly are “topic clusters?” This term refers to multiple pieces of content grouped together by a common topic or relevant subtopics (known as pillar content).

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Strategy Inbound How To Exact 92

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

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Sales Leadership Hiring How To Account Based Marketing 203

Understanding the Sales Force

OCTOBER 31, 2022

I'm not the smartest person when it comes to topics other than sales or baseball, but my take is that when plugged in, it will remain 80% charged until I need it to run on battery, at which time it will obviously begin draining - to less than 80%. This suggests that it will never charge to 100%!

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Compensation Motivation Salary Hiring 294

Tenbound

JUNE 8, 2020

Instead of interviewing experts on one topic each episode – host Ryan Reisert will interview several experts on one topic over the course of several episodes. This podcast will take a different format than most.

Coaching 64

Coaching Course Sales 64

Score More Sales

MAY 22, 2017

One of the BEST ways to communicate with others is to be able to think on your feet. It’s called extemporaneous speaking. Yea, I know – big word. It is the ability to respond “in the moment” often without preparation to a buyer when they throw you a curve as they reply to you in a normal conversation.

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Buyer Conversion B2B Strategy 181

Understanding the Sales Force

APRIL 27, 2023

As I think back to high-school baseball, a couple of things came to mind that have a lot to do with sales development. More important for today's topic, the two baseball coaches are analogous to most of the Sales Managers I have worked with over the past 3 decades. Mike attended two high schools.

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Coaching Sales Management Benefit Sports 309

Close

SEPTEMBER 15, 2022

The purpose of sales meetings is to motivate and equip your team to do their best work. Learn how to prepare, structure, and run an effective sales meeting.

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Sales Meeting Meeting How To Motivation 52

SBI Growth

JANUARY 30, 2021

At SBI’s most recent Sales Advisory Board meeting, market leaders from a variety of industries came together in a virtual environment to discuss topics that are top of mind for sales executives: The Ascent of Sales Leaders to CEO Positions Executing a.

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Meeting Industry Positioning Sales 315

Mindtickle

APRIL 23, 2024

In business, it’s often assumed that a person who excels as a sales rep will also be successful as a sales manager. As such, top sales reps are often promoted to sales managers and left to find their way into their new roles. Even the most seasoned sales reps need proper training to be effective sales managers.

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Sales Management Training Hiring How To 52

Understanding the Sales Force

MARCH 21, 2022

Topics include: 1. 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. On Cold Calls - a Rant.

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Video Forecasting Cold Calling Consultative Selling 296

Partners in Excellence

FEBRUARY 26, 2020

I think it may have started with door to door sales people. Those sales people went from door to door, talking to people they had never met. While looking at it casually, we assume those door to door sales people were not purposeful in their prospecting, not prepared, and just calling randomly. They were just the opposite.

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Cold Calling Direct Mail Ideal Customer Profile Channels 111

Understanding the Sales Force

MARCH 13, 2024

Lately, when I talk with people, the most popular topics for discussion are Politics, March Madness, and which movies and TV shows they are streaming. Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’re traveling to watch our son, in his senior year, play college baseball.

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Decision Maker Proposal Distribution Territories 170

Understanding the Sales Force

MARCH 13, 2024

Lately, when I talk with people, the most popular topics for discussion are Politics, March Madness, and the movies and TV shows they are streaming. Personally, I substitute Baseball for the middle topic because college baseball is in full swing and we’ve been traveling to watch our son, a college senior, play college baseball.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Sales and Marketing Management

SEPTEMBER 21, 2020

Author: Leeatt Rothschild Virtual sales meetings have become the norm as a result of COVID-19. However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Here are four actionable tips to help you lead more successful virtual sales meetings and ultimately earn more new business.

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Sales Meeting Meeting Nonprofit Face-to-face 317

Funnel Clarity

NOVEMBER 8, 2019

Whenever sales leaders tell me they are planning their sales kickoff (SKO) or annual sales meeting, my first question is, “what’s the purpose of the sales meeting?” To be more specific, nearly all annual sales meeting topics serve to do one of four things: celebrate, provoke, inform or review.

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Sales Meeting Top of Funnel Meeting Funnel 40

SBI Growth

MARCH 29, 2023

Sales effectiveness and productivity are current initiatives top-of-mind for commercial leaders. Consistent themes around the two topics have surfaced, as seen in SBI's client engagements, executive round tables, and proprietary research, and go-to-market leaders need to pay attention.

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Face-to-face Marketing Research Webinar Metrics 156

Lessonly

MAY 10, 2021

Turns out one of the biggest factors that distinguish highly effective top sales training programs from ones that fall short is the sales topics that are covered. Ongoing sales training. Sure it can be hard to think of topics to cover, but that’s what we’re here for. Fun sales games never hurt nobody!

Training 26

Training Buyer Persona Face-to-face Social Selling 26

Understanding the Sales Force

AUGUST 21, 2023

Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read more of the topics below: To shorten your sales process, differentiate, uncover compelling reasons to buy and create urgency, read articles on taking more of a consultative approach.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Understanding the Sales Force

AUGUST 21, 2023

Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read more of the topics below: To shorten your sales process, differentiate, uncover compelling reasons to buy and create urgency, read articles on taking more of a consultative approach.

Hiring 156

Hiring Decision Maker Forecasting Face-to-face 156

Understanding the Sales Force

JULY 14, 2020

Today we'll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter. You can scroll directly to that topic or, if you don't mind, please read my 3 paragraphs of context.

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Hiring Groups Objections Data 350

Highspot

OCTOBER 21, 2019

As the sales enablement category rapidly evolves, community has never been more important as practitioners, marketers, and salespeople alike look to each other to discover what “good” looks like. Modern sales enablement needs to stretch beyond sales and marketing. Enablement is the answer.

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Sales Enablement Face-to-face Analytics Sports 40

Anthony Cole Training

MARCH 31, 2023

Today's topic: March Madness, the ongoing search for bracket and sales pipeline predictability. In the world of sales forecasting, you have the same problem! The March Madness tournament can be somewhat predictable, but upsets are expected.

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Pipeline Sales Forecasts Forecasting Banking 234

Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

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Sales Meeting Meeting How To Face-to-face 118