SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. Talent development is a key differentiator heading into 2014. As a Sales Operations leader, you must be allocating the right resources to training. As a Sales Operations leader, you must be allocating the right resources to training.

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Training Sales Management Hiring Social Selling 300

Score More Sales

DECEMBER 27, 2013

or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)? The post 9 Steps to Boost Sales in 2014 Part 3 Execution appeared first on Score More Sales. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

SBI Growth

JANUARY 1, 2014

Make a change in 2014. Step 2: Identify Training Needs and the Training Program. Your training program should incorporate different modalities, topics and methods. Training should be focused on helping your sales reps identify prospects and close deals. Ramping new sales reps.

Training 282

Training Buyer Persona Hiring How To 282

Your Sales Management Guru

JULY 14, 2014

2014-15: How will you stand out in the marketplace? From a sales perspective, we also stress that your sales team is trained to execute more effectively within a Thought Leadership philosophy. In our Cloud Business Builder program we stressed Acumen’s Business Guidance sales training program. About the Author.

Lead Scoring 80

Lead Scoring Lead Rank Microsoft Face-to-face 80

The Pipeline

NOVEMBER 15, 2021

Simon Hares set up SerialTrainer7 Ltd in 2014 with a view to getting people where they need to be quicker and leaving them there better. With over 25 years experience training sales and management the training is described as more than different, it is relevant. Subscribe today , and take the Breakfast on the go!

Ideal Customer Profile 173

Ideal Customer Profile Retail LinkedIn Media 173

SBI Growth

OCTOBER 29, 2013

Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. How You Avoid Losing the 2014 Battle. You are sprinting to finish the current year.

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Territories Compensation Buyer Google 308

Customer Centric Selling

AUGUST 2, 2013

Sales Training Article: Is Your Team Ready for 2014? By George de los Reyes, Sales Benchmark Index (SBI) Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net Have you started thinking about 2014? Want to know what your peers are planning for in 2014? If not, you should be. The best marketers assess both.

Outsourcing Services 45

Outsourcing Services Training Lead Rank Buyer Persona 45

Customer Centric Selling

SEPTEMBER 16, 2013

Sales Training Article: What Your A Players Want in 2014. Additional suggestions to stress test your 2014 sales plan. Why Your ''A'' Players are In High Demand in 2014 Companies are investing in growth for 2014. Customers-''A'' players know their prospects and customers have changed. Sales Environment 1.

Training 49

Training Social Selling Ideal Customer Profile Maximizer 49

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. It has never been more necessary than it is heading into 2014. It''s low hanging fruit for 2014.

Sales Tools 45

Sales Tools Tools Training Collateral 45

Customer Centric Selling

DECEMBER 26, 2013

Sales Training Article: 2014 Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net 2013 winds down, people think about prospects for the New Year. View our updated calendar of 2014 sales training workshops.

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Collateral Negotiation Proposal Vendor 55

SBI Growth

JULY 21, 2013

CMO’s can help sales make the number in 2014. Understanding how the prospect thinks is part of the CMO’s DNA. But for the most part needs-based selling has been used as a technique to better ‘tell’ the prospect what they need. They ‘smooth’ the friction between a prospect and your company’s stone-age sales process.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

Your Sales Management Guru

JANUARY 27, 2014

2014: How will you stand out in the marketplace? From a sales perspective, we also stress that your sales team is trained to execute more effectively within a Thought Leadership philosophy. In our Cloud Business Builder program we stressed Acumen’s Business Guidance sales training program. About the Author.

Lead Scoring 72

Lead Scoring Lead Rank Microsoft Face-to-face 72

The ROI Guy

DECEMBER 13, 2013

Revenue growth is a requirement, and the primary strategy Sales Execs are executing to grow in 2014 is to add more sales reps. New research from Qvidian indicates that 2/3rds of companies surveyed expect to grow their sales teams in 2014, with most indicating headcount growth between 10-30% next year. Adding reps in 2014 to grow?

Revenue 70

Revenue Lead Rank Lead Scoring Survey 70

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. The #1 reason sales reps do not achieve quota goals is not a lack of leads, products, CRM or training – but a failure to effectively communicate value to today’s more frugal / skeptical prospect.

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. As you’re planning for 2014 , don’t just give your sales team an annual quota and expect them to make it rain. What referral-selling goals have you set for your team in 2014? Set manageable goals instead. The media is flooded with articles about resolutions right now.

Referrals 240

Referrals Small Business Small Business Enterprise 240

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014. Angry customers and prospects identify themselves as in the market.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Customer Centric Selling

NOVEMBER 20, 2013

Sales Training Article: 8 Tips to Help the CSO Prepare for the New Year. For a list of 2014 sales training workshops open for registration, go here. Go see a prospect. You''ll be training. Whatever happens in 2014, it''s a safe bet it will hold some surprises. They have to get ready for the new fiscal year.

Training 45

Training Hiring Trends Call-back 45

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. Get the sales team trained on how to sell socially. Are your territories designed to maximize time with customers and prospects? Get LinkedIn upgrades. Author: Patrick Seidell.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Anthony Cole Training

OCTOBER 14, 2013

Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their sales people. The purpose obviously is to get everyone on the same page with expectations of performance for the coming year.

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Negotiation Motivation Intent Sales 133

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Social Selling Emphasis : Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Training your sales team how to social sell will immediately improve your sales pipeline.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

SBI Growth

DECEMBER 25, 2013

By the end of 2014, 60% of CMOs will have formal recruiting process for people with data skills. Only 20% of marketers will receive formal training on analytics and customer data management. Success of content should be measured by how well it pulls prospects through the buying process.

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B2B Enterprise Enterprise Analytics 325

Sales Evangelist

DECEMBER 10, 2021

Selling can be a complicated process, especially when prospects have multiple objections to your solution. In today’s episode of The Sales Evangelist, Donald is joined by David Smith to discuss how he uses prospect-centered selling to overcome these objections and help prospects make authentic and genuine decisions.

Prospecting 40

Prospecting Survey Lead Rank Lead Scoring 40

Sales Evangelist

DECEMBER 10, 2021

Selling can be a complicated process, especially when prospects have multiple objections to your solution. In today’s episode of The Sales Evangelist, Donald is joined by David Smith to discuss how he uses prospect-centered selling to overcome these objections and help prospects make authentic and genuine decisions.

Prospecting 40

Prospecting Survey Lead Rank Lead Scoring 40

Anthony Cole Training

OCTOBER 14, 2013

Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their sales people. The purpose obviously is to get everyone on the same page with expectations of performance for the coming year.

Negotiation 120

Negotiation Motivation Intent Sales 120

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. The fast-paced, online, data-driven sales environment requires new sales training programs to empower the team. Why are Sales Training Programs Important.

Training 52

Training Hiring Trends Retention 52

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Performance culture is studied in depth in our 2014 Research Tour. A majority of reps focused on margin, and gave up prospecting for new accounts. Continually develop and train on new strategies. Your people will need new capabilities to thrive in a changing market.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Sales Evangelist

DECEMBER 10, 2021

Selling can be a complicated process, especially when prospects have multiple objections to your solution. In today’s episode of The Sales Evangelist, Donald is joined by David Smith to discuss how he uses prospect-centered selling to overcome these objections and help prospects make authentic and genuine decisions.

Prospecting 40

Prospecting Survey Objections Lead Rank 40

SBI Growth

NOVEMBER 1, 2013

They reach new prospects with social media. Video training modules are completed on a smartphone. Development: How can your training programs help top performers? Next Steps: Prepare for 2014 now. Make the Number in 2014. Best practices are just a launch pad for more innovation. What This Means for Top Sales Reps.

Hiring 308

Hiring Social Media Comparison Forecasting 308

SBI Growth

AUGUST 15, 2013

This is the time of year when leaders start mapping out 2014. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Tip Number 3: Ensure alignment around training. Marketing needs to generate onboarding and training content in line with the organization’s messaging.

Top of Funnel 282

Top of Funnel Marketing Lead Generation Face-to-face 282

Understanding the Sales Force

APRIL 9, 2014

The author wrote that since most prospects today know what they want, they won''t rehash all of the needs and decisions that got them to this point, and as a result, a salesperson won''t be able to back them up to an earlier stage of the sales process to implement SPIN or any other questioning strategy. Prospects will not tolerate that.

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Proposal Up-Sell Lead Rank Lead Scoring 252

The Sales Hunter

AUGUST 19, 2013

Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start. Blog Professional Selling Skills Prospecting Sales Development Training Sales Motivation sales goals sales motivation' Reason is simple: Things don’t always go as planned. Aim higher!

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Motivation Selling Skills Sales Goal Follow-up 219

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Maybe the initiative generated positive comments from customers and prospects. Hank''s DLA experience: Hank’s team was trained on the use of the onboarding process and tools. That is a big piece of success to claim.

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

SBI Growth

AUGUST 7, 2013

Get a copy of our 6 Sales VP Essential Skills Scorecard when you register for this event: How To Make Your Number in 2014 : A Sales Strategy You Can Execute. He is getting in front of prospects and valued customers. Skills Training: Unless directed, the sales manager takes an ad-hoc approach to skills.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

DECEMBER 1, 2013

Teach new prospecting techniques. It is difficult to find reps that are great at prospecting. Sales organizations have made prospecting difficult. Sales people equate prospecting to non-strategic grunt work. Sales people equate prospecting to non-strategic grunt work. Training on defining the problem.

Hiring 295

Hiring Follow-up Account ACT 295

MTD Sales Training

FEBRUARY 24, 2014

On the way to work today I heard on the radio that British Airways have just taken the title of 2014 UK Superbrand! This got me thinking about the sales people that we have trained for companies who have a “top brand”. MTD Sales Training | Sales Blog. appeared first on MTD Sales Training. Have a great week! Sean McPheat.

Facebook 120

Facebook Google Up-Sell Training 120

No More Cold Calling

AUGUST 14, 2019

Prospects trust us. It’s changed how we prospect, but it hasn’t changed how deals get done. So, in 2014, I published Pick Up the Damn Phone! They get meetings they couldn’t land before, and they convert their prospects to clients at unparalleled rates. Here’s how it went: Do you like to get referrals? But I had to ask.).

Referrals 291

Referrals Cold Calling Survey Scale 291

SBI Growth

SEPTEMBER 2, 2013

Amazed, you watch him visit with the prospect. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” You spend all your energy upstream of the training event. You and your team left the training event to find 500 e-mails waiting. Performing discovery.

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Sales Process Webinar Metrics Vendor Energy 308