SBI Growth

SEPTEMBER 15, 2014

Scenario : Two Sales Leaders – Edward and Jason – recently participated in SBI’s Annual Sales Strategy Workshop. Who is training and who is enabling? Each needed help developing their 2015 sales strategy. Both were asked how they enable their sales guys to be successful.

Training 302

Training Sales Enablement Sales Operations Coaching 302

John Barrows

MARCH 17, 2022

The post LIVE IN PERSON WORKSHOP: Morgan J. Ingram hosts “How to Break Into Tech Sales” appeared first on JB Sales.

How To 20

How To Sales 20

SBI Growth

AUGUST 15, 2014

You can get a copy of the report and sign up for a workshop here. A recent SBI post shared that 78% of sales strategies are hopeless. This finding is a result of SBI’s 8 th Annual Research Report. In our report, there are 6 reasons why you might have the wrong sales strategy.

Competition 282

Competition How To Report Resources 282

The Sales Heretic

OCTOBER 2, 2018

In my training seminars and workshops, I typically give audiences 20 to 40 [.]. The single best thing you can do with a prospect—at any point in the sales cycle—is to ask them questions. If you ask enough of the right questions, your prospect will tell you everything you need to know to make the sale.

Prospecting 207

Prospecting Sales Cycle Training Sales 207

The Pipeline

JANUARY 26, 2021

Coaching for Sales Performance and Growth virtual workshop. If you can reduce churn and replace them with better accounts, you could start seeing churn as an opportunity. Added Bonus: Use code SHANTO20 and SAVE 20% when you register for our. The post Churn Is A Variable of Quota You Need To Know appeared first on TiborShanto.com.

Churn 310

Churn Quota Margin Exercises 310

Sales and Marketing Management

FEBRUARY 22, 2022

The conference will feature thought-provoking keynote presentations, workshops and panel discussions on key trends and challenges facing today’s B2B sales leaders and their teams. Leadership Summit 22, sponsored by the American Association of Inside Sales Professionals is set for March 8-10 in Chicago.

Trends 227

Trends Sales Leadership B2B Conference 227

The Sales Heretic

APRIL 19, 2018

In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time. Unproductive sales meetings not only drain the morale of your sales team, they can actually cost you sales, because your people are sitting in a meeting room rather than [.].

Sales Meeting 193

Sales Meeting Meeting Sales Referrals 193

Sales and Marketing Management

JANUARY 7, 2019

When we think of sales training, the first thing that usually comes to mind is a series of workshops - usually instructor-led and evangelically-delivered – designed to hone performance in time management, listening and communication, objection handling, closing, and so on. What would you include?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

No More Cold Calling

MAY 22, 2019

For the first time in three years, I’m leading a Summer Virtual Referral Selling Workshop Series. The Summer Virtual Referral Selling Workshop Series begins on Tuesday, July 16, and concludes on Tuesday, August 30, at 8:30 Pacific. But I do know how you can finally get serious about referral selling. Start Doing Referrals.

Referrals 47

Referrals Course Training Hiring 47

Steven Rosen

JANUARY 31, 2023

Based on my experience, you can provide your sales managers with workshops, online training, and leadership books. Developing strong development plans for your frontline sales managers will set an example for your sales managers to do the same with their salespeople.

Sales Leadership 293

Sales Leadership Policies Coaching Consumer 293

Steven Rosen

MAY 15, 2021

In my discussions with training managers who have run sales managers development programs, I found out that their company had developed a curriculum comprising 1-2 day workshops focused on key skills training. What specifically are companies doing? What they weren’t doing was even more interesting.

Survey 358

Survey Coaching Training Sales Management 358

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. He wanted our opinion on how to get more leads without having to cold call. You need to be found, yes; but you also need to show up as someone who is valuable to the prospect when they have found you.

Marketing Qualified Lead 197

Marketing Qualified Lead Leads Cold Calling LinkedIn 197

Bernadette McClelland

FEBRUARY 1, 2015

Advisor Best Australian Speaker Best Sales Speaker Best Speaker Sales Strategies Sales Workshops Top Sales Speaker' The post Competitive Edge Series: Winning It and Losing It appeared first on Bernadette McClelland.

Competition 150

Competition Strategy Sales 150

SBI Growth

DECEMBER 18, 2013

Follow-on workshops for continued development. To make the training stick, it needs to have enablement. Role plays and face-to-face leadership scenarios. Quizzes and mock presentations to test for understanding. Implement – Your work is just beginning. The “playbook” has been designed and is ready for release.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Sales and Marketing Management

FEBRUARY 10, 2020

This conference can get pretty "salesy," but you can gain a lot of insight by visiting the hands-on booths and sitting in on any workshops that align with the work you do. It’s basically an event geared toward anyone who works on this particular ad platform.

Conference 229

Conference Microsoft Marketing Advertising 229

The Pipeline

JUNE 19, 2014

We had some great responses, and the result was in some ways different than what I had expected based on similar discussions with salespeople in workshops I have delivered, or other reps I have worked with directly. Thank you to everyone who responded.

Cold Calling 325

Cold Calling Face-to-face Travel Account 325

SBI Growth

JANUARY 24, 2014

You hear great ways to improve your skills, but have limited time to workshop. During SKO, time is at a premium. Because of this, Sales Training is one of the first areas to get trimmed. You want to maximize your competitive edge going into 2014. Where do you focus your energies?

Sales Qualified Lead 299

Sales Qualified Lead Compensation Call-back Energy 299

Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. This sounds pretty basic but in many sales kickoffs, aside from large general sessions, teams for training workshops are broken out by segment (geography, size, industry, function, etc.)

InsideView 223

InsideView Scale Exercises Call-back 223

The Pipeline

OCTOBER 4, 2021

He collaborated with co-author Doug Wyatt to develop SPARXiQ’s Modern Sales Foundations curriculum and also authored SPARXiQ’s Sales Coaching Excellence course.

Segment 173

Segment Webinar Metrics Conference Sales Enablement 173

Sales and Marketing Management

FEBRUARY 9, 2020

This came to light in a recent conversation with Jana Gallus from UCLA’s Anderson School of Management at a Behavioral Science workshop in Philadelphia. However, one often overlooked aspect of a reward is the signals that go with them. To be clear, rewards are not compensation.

Sales Management 259

Sales Management Compensation Loyalty Social Media 259

Zoominfo

MAY 27, 2019

Registered for a workshop event (+3). Attended workshop event (+10). Downloaded the slides from the workshop (+7). Here’s an example of how you could use content assets and interactions to further calculate sales-readiness: Opened an email and clicked on a blog in that email (+5).

Top of Funnel 197

Top of Funnel Lead Rank Lead Scoring Marketing 197

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. And the basics of selling are….? salespeople today don’t execute on the basics. And my response was, what are the basics then?

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

The Pipeline

JUNE 26, 2017

I had a couple of interesting conversations with two reps recently during a break in a workshop. By Tibor Shanto – tibor.shanto@sellbetter.ca . Both centred around where each of the reps were currently, both in terms of quota in the current year, and their over all sales career.

ACT 223

ACT Quota Exact Consumer 223

No More Cold Calling

MAY 17, 2019

If you agree that referrals are your best business and you haven’t systematized referrals and learned how to ask, check out this 2019 Summer Virtual Referral Selling Workshop Series. That’s how to get referrals. I only want people who agree to be accountable for results, because otherwise you waste your money, your time, and mine.

Referrals 327

Referrals Scale How To Cold Calling 327

No More Cold Calling

JUNE 10, 2021

That was the start of my public workshops, which I continued to facilitate for the next eight years, while still doing private work with clients. I was a member of a leads group at the San Francisco Chamber of Commerce. I knew the people in my group well. They asked if I could teach them what I was teaching my clients.

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

Sales and Marketing Management

JANUARY 1, 2018

In all of my sales manager workshops, I ask, “How many of you have a performance problem with a sales rep that is just unacceptable, and you know you need to address the situation?” Unnecessary disagreements can hurt rapport and trust, and make the customer less likely to listen to the rep about issues that actually matter. How do I know?

Hiring 260

Hiring Webinar Metrics Forecasting Proposal 260

Sales and Marketing Management

SEPTEMBER 13, 2017

In the strategy workshops I facilitate, an exercise that generates great interest is when the group discusses what they should stop doing. Cut – One of the main responsibilities of a leader is to act as the editor of the business.

Journal 237

Journal Margin Exercises Groups 237

No More Cold Calling

MAY 2, 2019

Let me know your interest in building your referral skills by entering your name for my Summer 2019 Virtual Referral Selling Workshop Series. Now tell me, are you ready to learn how to sell? Ready to change the game? Registering only indicates your interest, not a commitment. We will send details by mid-May, and then you can decide.

Small Business 316

Small Business Small Business Referrals Hiring 316

No More Cold Calling

SEPTEMBER 13, 2018

Tara, an MD/PhD who works for a large public university, contacted one of us (Suzanne) a few weeks after participating in a negotiation workshop she ran, wanting to share some positive news about successfully negotiating an 11% pay increase.

Negotiation 219

Negotiation Strategy Salary Referrals 219

Sales and Marketing Management

JUNE 28, 2018

Hold interactive workshops with a “there are no stupid questions” rule, emphasizing what’s exciting, fun, confusing, or special about what your team is selling. They want to feel heard and understood, never dismissed or bowled over. Let Knowledge and Excitement Lead. Make sure everyone is clear and engaged.

Buyer 209

Buyer Insurance Insurance Guidelines 209

Sales and Marketing Management

NOVEMBER 8, 2017

Author: Staff There seems to be no end to the workshops, webinars and blog posts on how managers can better understand millennials in order to effectively recruit and retain this emerging workplace demographic.

Webinar Metrics 192

Webinar Metrics Meeting Demographics Exercises 192

The Pipeline

NOVEMBER 26, 2019

But I have a captive audience in a workshop, on voicemail you don’t. I face this every day; I talk to people about how I get 4 – 5 return calls for every ten voicemails returned within 72 hours. The people who get one or less per ten, see this as being too much till they know the technique.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

The Pipeline

SEPTEMBER 18, 2018

Try it, I do it every workshop, never fails, “I sell hardware; I sell electronic components, advertising services… blah… blah.” Sounds easy, but ask people what they sell, and the vast majority, yes more than 80%, frame their response in terms relating to a product and a specific pain their product addresses.

Vendor 255

Vendor Discount Insurance Insurance 255

Babette Ten Haken

OCTOBER 8, 2020

Masterminds and workshops available for teams as well. My One Millimeter Mindset virtual and in-person keynotes, workshops, coaching and mastermind programs translate across strategic communication and collaboration disconnects between people and professional disciplines.

Campaigns 149

Campaigns Conversion Coaching Relationals 149

Julie Hanson

MARCH 11, 2021

And learn how to make natural, inviting eye contact, as we teach in our Selling On Video Master Class and Workshops. For workshops, keynotes, and events, get in touch with us here. * Want more help Selling on Video? . For free tips, tricks, and tools, sign up for our newsletter here.

Video 139

Video Face-to-face Study Up-Sell 139

Babette Ten Haken

JUNE 23, 2020

Engage me to present one of my One Millimeter Mindset speaking programs, workshops, coaching and mastermind groups. My One Millimeter Mindset virtual and in-person keynotes, workshops, coaching and mastermind programs translate across strategic communication and collaboration disconnects between people and professional disciplines.

Call-back 141

Call-back Networking Intent Coaching 141

No More Cold Calling

AUGUST 14, 2019

I designed a one-day workshop, which I offered in live public sessions for many years. I began my referral business by consulting with companies to develop a referral system. Then my colleagues in the San Francisco Chamber Business Alliance leads group asked if I would teach them what I taught my clients.

Referrals 291

Referrals Cold Calling Survey Scale 291