The Pipeline

FEBRUARY 4, 2020

The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. What is the impact of that on the use of freed resources, training, managing, and more? Shouldn’t the freed-up time, resources, training, and more – resulted in increases in output? Smaller Treadmills.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Score More Sales

SEPTEMBER 30, 2014

There is no question that the ease of collaboration in 2014 and 2015 is helping businesses and making better use of everyone’s time. From a sales tools perspective, I have seen productivity gains as well as losses. It seems that there are so many tools to help professional sellers and marketers.

Real Estate 249

Real Estate Compensation Vendor Twitter 249

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. Will You Be Able to Recruit Good Salespeople in 2015? I believe that there will continue to be a shortage of good candidates through the first three quarters of 2015.

Hiring 120

Hiring Groups Licensing Pipeline 120

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AUGUST 28, 2014

I did an unscientific survey of webinar tool sites as if I was evaluating and making a purchase from my smart phone. For this experiment I looked up webinar tools and webinar platforms. In my search I looked for “webinar platform” and “webinar tool” to get dozens of choices. It could have been any B2B product or service.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Compensation 214

Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers. You can train your sales managers on coaching. Time in field: 17% increase in performance. What can you do?

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

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. Systems/Processes/Tools. Sales Automation/Tools. Recruiting/Onboarding.

Fashion 105

Fashion Face-to-face Social Media Analytics 105

Sales and Marketing Management

OCTOBER 1, 2017

While sales training is important, it’s only the beginning – and many sales reps forget the best practices and fine details they learn in training as time goes by. This means training sales people to use multiple tools with different functions and work in different ways, which takes time and creates confusion for sales staff.

Sales Enablement 261

Sales Enablement Vendor Marketing Infusion 261

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OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. What is your plan to grow and improve your presence in 2015? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Trade Show 215

Trade Show Company Engineering Compensation 215

Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers. You can train your sales managers on coaching. Time in field: 17% increase in performance. What can you do?

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. A recognized consulting, she has designed and delivered coaching, and training solutions for world class companies such as companies, including Cisco, Autodesk, Citrix Systems, Adobe, and others.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

The ROI Guy

JANUARY 26, 2015

2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI). Unfortunately, according to the psychologist and a pioneer in the study of memory and learning, Ebbinghouse, 87% of this training will be forgotten within weeks according to.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

Score More Sales

OCTOBER 24, 2014

Last month, IBM announced IBM ® Watson™ Analytics , a natural language-based cognitive service that can provide instant access to powerful predictive and visual analytic tools for businesses. Simply upload files, and begin to discover your data through the help of IBM’s suite of tools. SOURCE=default&S_CMP=wa-microsite.

Analytics 221

Analytics Analysis Compensation Data 221

Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. How quickly will the company see ROI?

ROI 112

ROI Sales Tools Tools How To 112

Score More Sales

OCTOBER 15, 2014

One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Where are you? Listen for Prospective Buyers.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Sales Hacker

MARCH 30, 2025

Equip your team with the right tools (and training!). Invest in platforms and tools that streamline cold calling efforts. For example, consolidating standalone tools into one platformand parallel dialers. Motivate with gamification and incentives. OfferFit – has been acquired by Braze.

Cold Calling 71

Cold Calling Scale Microsoft Ideal Customer Profile 71

The Pipeline

AUGUST 21, 2017

We have seen sales tools grow exponentially over the years, as an example, a recent piece I read suggested that there are over 3,000 apps available on AppExchange. When our prime minister took office in 2015, he made it a policy to have his cabinet reflect the country, and then took steps to make it happen, no excuses.

Fashion 205

Fashion Quota Policies Commission 205

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. The range of sales tools is becoming as diverse as those on the marketing side. Expect analytical, sales forecasting and productivity tools all to become more powerful and sophisticated with artificial intelligence (AI). More digital disruption.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

DiscoverOrg Sales

JUNE 14, 2017

In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. 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.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Score More Sales

DECEMBER 29, 2014

What can you put in place in 2015 to help sales reps be more effective in starting with the best data possible? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

SBI

OCTOBER 5, 2017

in 2015), but only 5.2% Here is a place that modern sales enablement tools and technologies can really shine. In fact, while a certain mindset is necessary to be a good coach, there are also specific skills that must be trained, and cannot be assumed. Yet, as an industry, we’re failing badly at it.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

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DECEMBER 6, 2011

Postal Service must reduce its operating costs by $20 billion by 2015 in order to return to profitability,” said David Williams, vice president of network operations at the US Postal Service, in a prepared statement. Lori Richardson writes, speaks, trains, and mentors sales people and sales teams to greater revenues. Sales Tools.

Lead Rank 153

Lead Rank Lead Scoring Social Media Top of Funnel 153

Act!

JANUARY 13, 2025

Tech powerhouses, including Google and Microsoft, have launched their AI-powered tools to tap into the growing popularity of genAI. Will AI tools like ChatGPT and Google Gemini permanently alter consumers search preferences and make SEO obsolete? Thats a massive improvement over GPT-4, which is trained on a dataset of up to 2023.

Engineering 52

Engineering Google Small Business Small Business 52

Janek Performance Group

OCTOBER 4, 2022

I see this as an effective social selling tool in three areas. My reply is, you trained them to talk to prospects and trust them to do that. It would make sense to provide some training and give them the ability to leverage their network for the company. There is no question that sales roles have changed since 2015.

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 62

Fill the Funnel

DECEMBER 24, 2014

I wish you the very best this holiday season and throughout 2015. Sales Books/Resources Training Web Tools Big Data Lifelong learning' What topics do you want to learn about to improve your personal and business success in the coming year. Let me know in the comments area below. I look forward to hearing your plans.

Top of Funnel 110

Top of Funnel Funnel Data Video 110

Bernadette McClelland

JANUARY 11, 2017

One of those strategies is summed up by this very ‘relevant to 20th century sales leadership behaviour’ statement : “If officers are unaccustomed to rigorous drilling they will be worried and hesitant in battle; if generals are not thoroughly trained they will be inwardly quail when they face the enemy.”.

Strategy 150

Strategy How To Competition Energy 150

Sales Training Connection

JUNE 23, 2014

Second, Millennials will outnumber Gen-Xers by 2015 and 75% of them use social networking versus 50% of Gen-Xers (and 30% of boomers). A proliferating set of easy-to-use, free, and relevant tools has created the expectation that B2B products and solutions meet the same bar. ©2014 Sales Momentum, LLC.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Hubspot Sales

MARCH 20, 2018

Over the last three years, the number of sales technologies has grown from 300 in 2015 to 715 in 2017. While freemium might not be the right strategy for every software business, 2015 saw approximately 22% of businesses adopting a freemium model. But did you know this happening in sales technology now too? SMB CEO’s need help.

Lead Rank 111

Lead Rank Trends Lead Scoring Outsourcing Services 111

Vendor Neutral

JULY 30, 2021

Which sales technology tools and solutions can arm RevOps with everything they need for success. Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

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. New technical tools will be developed to assist the average salesperson in this area. Sales training is moving to a mobility mode.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Steven Rosen

JUNE 15, 2015

The 2015 STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. One of the VP’s said he was not happy with the impact of the corporate training program that he was mandated to use. I asked him what they were doing to sustain their excellent training. There was silence. Again he was silent.

Survey 120

Survey Coaching Training Sales Management 120

The ROI Guy

JANUARY 15, 2015

Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount. But procurement holds most of the cards in these negotiations, and as a result, this type of training is not leading to the best deal sizes and sales success outcomes. The advice from the research?

Discount 81

Discount Negotiation Lead Scoring Lead Rank 81

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. Top 7 Articles of 2015 .

Journal 40

Journal Territories Groups Coaching 40

Crunchbase

MARCH 3, 2020

From recruitment and onboarding, to training and skills development, venture capitalists are pouring millions into each sub-sector of human resources (HR). The startup was founded in 2015 but recently raised $7 million in seed investment. Technology is disrupting every step of an employee’s journey.

Outsourcing Services 113

Outsourcing Services Scale Retention Software 113

Zoominfo

JUNE 3, 2021

By 2015, businesses had begun transitioning to VoIP calls or already had IP telephony in their office. When the pandemic hit, fortunately for us, our infrastructure was such that every single tool we used was web-based. They are also learning that video conferencing tools like Zoom are a great stand-in for face-to-face interactions.”.

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147

DiscoverOrg Sales

JANUARY 6, 2017

As a result the number of accounts that each Customer Success Manager supports has dropped 52% since early 2015, which gives us more time to spend with customers to ensure their success. Beginning with the creation of a dedicated Learning & Development team in late 2015, last year the team: added in-app training.

Margin 120

Margin Marketo Ideal Customer Profile SalesForce 120

Score More Sales

JANUARY 19, 2015

I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. In addition to Prospector which has been improved greatly over time, they have a new tool called Cadence which helps SDRs to know how and when to attempt to connect with their prospects.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

Allego

FEBRUARY 7, 2023

During that time, however, sales teams have amassed a large number of tools, and that’s created some problems. Having a lot of sales tools creates confusion , makes tool management complicated, reduces sellers’ productivity, and can be expensive. Back in 2015, it made a lot of sense to experiment with a range of point solutions.

Sales Technology 123

Sales Technology Trends Hiring Webinar Metrics 123