Score More Sales

JANUARY 5, 2015

It is a new year and a fresh start for many in the B2B sales world. Having had a monthly or a quarterly sales quota over the course of 15 years or so, I know that good feeling of have a blank slate – but it also can be a tough feeling to start back at zero. This is a sales lesson for everyone. Increase Opportunities.

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Sales Qualified Lead Lead Rank Lead Scoring Referrals 120

Score More Sales

JANUARY 14, 2015

Before I say anything, monitor tweets from #Rainmaker2015 and you’ll learn a lot about sales from my smart colleagues who will be presenting all day. If you don’t know what an SDR is, it is a sales development rep – the person who finds the leads all day every day – they are the hardest working position in sales.

Lead Rank 120

Lead Rank Lead Scoring Ideal Customer Profile Inside Sales 120

Mindtickle

AUGUST 28, 2023

The intricacies of pharmaceutical products, stringent regulatory guidelines, and the critical role healthcare professionals play in decision-making create a complex environment for sales reps. With those unique circumstances in mind, the importance of effective sales training cannot be overstated.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Still, other than those opportunities you bring with you, where will your 2015 business come from? This is the final quarter of 2014.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Anthony Cole Training

MAY 20, 2015

A guest blog by Dave Kulran, President and founder of Objective Management Group, with an introduction by Tony Cole, President of Anthony Cole Training Group. I’ve read books and articles and listened to keynote speakers talk about sales talent. Will You Be Able to Recruit Good Salespeople in 2015? By Dave Kurlan.

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Customer Centric Selling

DECEMBER 12, 2014

Sales Tips: How to Take Control of Your 2015. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. As we enter the heart of the holiday season, most salespeople and sales organizations are in one of three (3) modes: 1.

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How To Sales Qualified Lead Lead Rank Lead Scoring 90

Sales and Marketing Management

JANUARY 10, 2016

Issue Date: 2015-01-11. Teaser: If training alone was enough to solve the sales challenge, we would see more collective success from sales teams. Training is often thought of as a type of coaching, but they are two very different processes with very different results.

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Training Coaching Sales 120

Sales and Marketing Management

AUGUST 16, 2015

Issue Date: 2015-08-17. Teaser: While the demands on sales reps have grown dramatically in recent years, training approaches have remained stagnant. While the demands on sales reps have grown dramatically in recent years, training approaches have remained stagnant. read more

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Training Research Meeting Company 120

No More Cold Calling

DECEMBER 28, 2018

There’s a saying in B2B sales that people buy with emotion and justify with fact. Sales AI doesn’t have the same advantage. You’ve probably heard the “expert” predictions that technology will render salespeople obsolete, and sales AI will soon replace us. But will sales AI actually replace us? Not so fast.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

Sales and Marketing Management

NOVEMBER 30, 2015

Issue Date: 2015-11-30. Teaser: When it comes to reinforcing what employees have learned through training, many organizations fall down on the job. When it comes to reinforcing what employees have learned through training, many organizations fall down on the job. Author: Shapiro Negotiations Institute. read more

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Training Negotiation How To 120

Janek Performance Group

MAY 9, 2022

Recruiting and hiring future sales reps for your organization requires a different criterion than it did in the past. Do you believe in the mantra, “Hire for Attitude, Train for Skill?” But with the right attitude, employees can be trained to develop the sales skills they need to be successful.

Hiring 62

Hiring Training Lead Rank Lead Scoring 62

Sales and Marketing Management

DECEMBER 18, 2015

Issue Date: 2015-12-18. Teaser: To stay competitive, sales organizations must reinvent their approach to sales team training by adjusting to meet the needs of the millennial and Z generations. Author: Brian Cleary, Chief Strategy Officer, bigtincan. read more

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Training How To Competition Meeting 120

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. Becoming “brilliant in sales execution” during each stage is critical. However as I consider the general area of sales we see several trends.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

HeavyHitter Sales

OCTOBER 14, 2014

When I was a vice president of sales, one of my key responsibilities was to ensure that our annual sales kickoff meeting was a complete success. I wanted everyone to leave the meeting trained on our new products, well-versed about the competition, and most importantly, re-energized to get back into the field to sell. 

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Meeting Conference Sales Meeting Competition 84

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Create annual sales contests. Evaluate your compensation plan.

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Quota Sales Leadership Compensation Penetration 89

The ROI Guy

JANUARY 26, 2015

Advice: Sales reps need to be empowered to engage all stakeholders no matter what the “Point of Value” or where they are in the decision making process. 2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI).

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

Steven Rosen

AUGUST 26, 2021

Sales Manager’s Success Checklist. It is far too early to look at sales early. Here are the top 10 questions you should ask yourself and your sales managers to gauge if you/they have set the foundation for success. If you want your sales team to perform and perform well, you need to give them the gift of focus.

Compensation 386

Compensation Quota Lead Rank Lead Scoring 386

Sales Training Connection

JANUARY 16, 2015

According to Bain & Company , B2B sales executives have seen a tremendous disruption in recent years – and there’s every reason to believe the trend will continue. Companies want sales reps that can function as trusted advisors who can provide fresh insights and new ideas for solving business problems. Selection.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

Sales Training Connection

DECEMBER 8, 2014

Sales Training. Unfortunately once decisions are made about the what, how, and when, other important secondary factors impacting the sales training don’t get much attention. One secondary but important factor is: Where will the training be held? Conducting sales training off-site sets a tone from the get-go.

Training 97

Training Face-to-face Proposal Sales 97

Your Sales Management Guru

DECEMBER 29, 2014

The One Must Do Action Step to Ensure a Great 2015. This will help the salesperson plan a strategic sales roadmap as to how their products/services can potentially be used to assist the client in achieving their goals. What is your plan to get a jump start on 2015? Sales Motivation Sales Training'

Penetration 99

Penetration Exercises Motivation Referrals 99

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

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Sales Enablement Collateral Decision Maker Study 295

Sales Training Connection

JULY 6, 2015

If you missed the Best Small Business Blogs of 2015 (as culled by FitSmallBusiness.com) – take a look.

Small Business 50

Small Business Small Business Training How To 50

Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. The folks at Bain surveyed 550 B2B sales executives. The folks at Bain surveyed 550 B2B sales executives.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Steven Rosen

DECEMBER 3, 2018

Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018.

Hiring 272

Hiring Coaching Survey Sales Coaching 272

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

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Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Marketing/Sales Integration.

Fashion 91

Fashion Face-to-face Social Media Analytics 91

Alice Heiman

MARCH 25, 2021

Institute for Excellence in Sales Announces New Advisory Board to Complement World-Class Women in Sales Leadership Programs. The Institute for Excellence in Sales (IES) announced its new Women in Sales (WIS) Advisory Board today to help the organization advance its growing number of programs for Women in Sales.

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Sales Leadership Oracle SAP SalesForce 133

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.

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Sales Coaching Coaching Sales Management Study 273

Steven Rosen

OCTOBER 14, 2014

(STAR Results) has launched its global 2015 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. The targeted audience for completing this survey is: VP of Sales.

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Survey Sales Management Hiring Pharmaceuticals 273

Score More Sales

DECEMBER 18, 2014

Midsize business owners (and their c-level execs) are optimistic and have put dollars into their 2015 budgets to invest in: Technology (85%). The businesses who participated all have annual sales revenues between $10M and $1B. Others are predicting a strong 2015 for business as well. Operations (87%). New products (76%).

Hiring 198

Hiring Wireless Policies Compensation 198

Openview

JULY 18, 2018

One of the biggest talent management challenges facing sales organizations today is the need to effectively manage a multigenerational workforce. One area where this generational mix can potentially be most problematic is when it comes to training and developing staff members. Varied Training Methods. The Five Generations.

Training 62

Training How To Education Face-to-face 62

The Brooks Group

DECEMBER 28, 2015

2015 was a big year for The Brooks Group, and we’re going to brag a little. Our achievements this year included: Bronze Stevie Award for Sales Training Practice of the Year. Top 20 Sales Training Company, Training Industry. Top 20 Sales Training Company, Selling Power Magazine. Learn More.

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Journal Territories Groups Coaching 40

Sales Training Connection

DECEMBER 17, 2015

Sales reps need to know more and their knowledge must be at a higher level of proficiency today than ever before. To be among the emerging winners, sales reps must not only be able to sell a competitive advantage; they must be a competitive advantage. The Sales business unit must come to the party.

Training 50

Training Report Survey Lead Rank 50

The Pipeline

FEBRUARY 15, 2015

Sales Performance Summit. April 6, 2015. According to STAR Results’ global 2015 STAR Sales Manager Survey, the number one area of focus for sales leaders is Improving Performance Management. Nearly half of sales reps did not achieve quota over the past few years. JOIN US AT. For Details Click Here.

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Sales Methodology Survey Quota Promotion 120

Sales and Marketing Management

OCTOBER 1, 2017

Author: Jason Liu Sales enablement software has been around for a while now. What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path. History of the Sales Enablement Market.

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Sales Enablement Vendor Marketing Infusion 261

Steven Rosen

DECEMBER 9, 2015

10, 2015 – Star Solutions That Achieve Results Inc. STAR Results) has launched its global 2016 STAR Sales Manager Survey. The Sales Manager Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers.

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Survey Sales Management Study Report 120

Sales Training Connection

SEPTEMBER 1, 2015

Building trust in sales. While developing trust has always been important for sales success, today developing trust has taken on a new urgency due to a shift in customer expectations. Increasingly customers want sales reps to be trusted advisors not product facilitators. . 7 skills to help sales reps build trust with customers.

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Industry Sales Customer Training 50