Sales and Marketing Management

JULY 28, 2016

Issue Date: 2016-07-29. Teaser: Most training focuses on learning objectives as the outcome. Most training focuses on learning objectives as the outcome. Author: Dan Siedman. In the selling world, your outcome should be behavior change. Learning objectives?

Training 120

Training Objections Sales 120

Hubspot Sales

NOVEMBER 6, 2023

The training industry went through massive changes in 2020. Almost every form of education went virtual, from workplace training to recreational courses. Now that we have two forms of training available, it begs the question: What are the real advantages and disadvantages of in-person and virtual training?

Training 93

Training Face-to-face Data Education 93

Sales and Marketing Management

DECEMBER 19, 2016

Issue Date: 2016-12-19. Rep training is only part of the picture. To get the best results, it’s critical to train, sustain, transfer and coach at every level, and that's not being done. To get the best results, it’s critical to train, sustain, transfer and coach at every level, and that's not being done.

Coaching 120

Coaching Training Sales Enablement Sales 120

Sales and Marketing Management

APRIL 13, 2016

Issue Date: 2016-04-13. Teaser: Traditional one-off product sales training is no longer adequate. Traditional one-off product sales training is no longer adequate. Traditional one-off product sales training is no longer adequate. Author: RK Prasad, Co-Founder and CEO, CommLab India. read more

Training 120

Training Sales 120

Sales and Marketing Management

MARCH 20, 2016

Issue Date: 2016-03-21. Author: Jennifer Kady-Sullivan, Marketing Executive, Allego. Teaser: Video is a key emerging medium for businesses to address collaboration and training challenges in today's distributed, digital landscape. Here's how video can help bridge the gap between sales and marketing. read more

Video 120

Video Distribution Marketing Retention 120

DiscoverOrg Sales

DECEMBER 20, 2017

There’s a lot of buzz around Sales and Marketing AI, but what is real and what is hype? What can we actually expect from AI in the sales and marketing technology in 2018? AI for Sales and Marketing Tech: High Expectations Meet Reality. Responses included: “AI will manage customer relationships through predictive marketing.”

B2B 150

B2B Marketing Data System 150

DiscoverOrg Sales

JANUARY 29, 2018

May 25, 2018 is a date on the minds of many sales and marketing professionals: the day the new General Data Protection Regulation (GDPR) goes into effect. General Data Protection Regulation, Regulation (EU) 2016/679, April 27, 2016 (“GDPR”), Article 3.). Direct Marketing as a Legitimate Interest.

Data 215

Data Marketing Ideal Customer Profile B2B 215

Allego

JUNE 14, 2022

Hybrid work has disrupted traditional training and the financial services industry—with its emphasis on personal relationships—faced unique issues. As Voya’s one-person training team, Voya Financial ’s Jeff Lovanio has his work cut out for him. Allego: How did you get to be the person in charge of training and development at Voya?

Training 62

Training Hiring Customer Distribution 62

Sales and Marketing Management

AUGUST 23, 2017

Author: Monika Götzmann When businesses need to improve sales, they are most likely to focus on salespeople and account managers, according to CSO Insights' 2016 Sales Enablement Optimization Study, with 94.3 In addition, the same study found sales training was the most popular sales enablement service.

Sales Management 196

Sales Management Study Influencer Sales Coaching 196

Sales Training Connection

AUGUST 1, 2016

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. The presentation was developed as a comparison to what is happening in 2026 versus ten years earlier in 2016. Let’s tune in and listen to what Dr. Beckett has to say.

Training 50

Training Lead Rank Ideal Customer Profile Trends 50

Understanding the Sales Force

DECEMBER 20, 2016

The judges at Top Sales Awards named Objective Management Group (OMG) the Top Sales Assessment Tool for 2016. The judges awarded my Blog, Understanding the Sales Force , with a Bronze medal for Top Sales & Marketing Blog of 2016. In addition, this article won the Bronze for Top Sales & Marketing Blog Post.

Webinar Metrics 120

Webinar Metrics Groups Objections Tools 120

Sales and Marketing Management

OCTOBER 6, 2016

Issue Date: 2016-10-07. Teaser: According to one survey, nearly 9 in 10 managers become such without any prior management training. According to one survey, nearly 9 in 10 managers become such without any prior management training. Author: Bill Blades. No wonder so many managers fail to deliver value to those they manage.

Sales Management 208

Sales Management Survey Training Sales 208

Your Sales Management Guru

NOVEMBER 16, 2015

Sales Compensation Planning for 2016. Over the next few weeks I will be discussing the components that all companies must begin to work on during the 2016 budgetary and business/sales planning process. Once that exercise is completed then all budgets, marketing plans and sales compensation planning can begin.

Compensation 40

Compensation Hiring Margin Objections 40

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales and Marketing Management

OCTOBER 27, 2016

Issue Date: 2016-09-01. Teaser: Companies have incorporated play (aka teambuilding ) into a broad range of employee training and retention strategies. Companies have incorporated play (aka teambuilding ) into a broad range of employee training and retention strategies. Author: Paul Nolan.

Retention 180

Retention Training Strategy Company 180

DiscoverOrg Sales

DECEMBER 13, 2017

By analyzing the biggest IT initiatives, spending trends, and pain points of IT buyers in 2016 and 2017, DiscoverOrg can make some solid predictions for the coming year. And with this foreknowledge in hand, sales professionals, marketers, and recruiters can start 2018 by helping buyers solve real, self-identified problems.

Trends 181

Trends Survey Wireless Data 181

The Brooks Group

NOVEMBER 2, 2015

The key to building an all-star team in 2016 is having the right people in the right positions, doing the work they were naturally wired for. As your team plans for growth in 2016, you’ll want to make sure you’re putting the right people in leadership positions. NOTE: Our sales training tools are designed to make your life easier.

Hiring 40

Hiring Ideal Customer Profile Promotion Salary 40

Customer Centric Selling

OCTOBER 14, 2015

Sales Tips: How to Step Up Your Prospecting for 2016. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Learn how to supplement the number of leads developed for them by Marketing. Want to pump the pipeline for success in 2016?

Prospecting 40

Prospecting InsideView How To Cold Calling 40

Sales and Marketing Management

NOVEMBER 24, 2016

Issue Date: 2016-11-01. Teaser: Sales discussions and training are frequently focused on gaining new business. Sales discussions and training are frequently focused on gaining new business. Author: Tim Riesterer, Chief Strategy Officer, Corporate Visions. read more

Training 149

Training Strategy Customer Sales 149

ROI4Sales

APRIL 17, 2017

We don’t say that reps are “sales trained” – for all you English majors – we use the present participle form and refer to it as “sales training.” And for a good reason: sales training must be a continuous process if you are going to be successful in today’s B2B sales environment. Hire new rep – train – fail – repeat cycle.

Training 71

Training Hiring Journal Education 71

Sales Training Connection

MAY 4, 2016

Sales Training Investment. How much money are companies spending on sales training? As reported in a research report by Sales Performance International – “In the United States alone, industry estimates for corporate expenditures on sales training and performance improvement are more than 5 billion dollars annually.”

Training 50

Training Ideal Customer Profile How To Territories 50

Steven Rosen

MAY 4, 2017

Annually spending by companies: Sales training $20 billion on sales training. Sales and marketing automation tools $20 billion. Sales management training a few $100 million. We see this in times of recession when companies scale back on training, sales automation tools, and support materials. Can you relate?

Sales Management 276

Sales Management Hiring ROI Coaching 276

Sales and Marketing Management

OCTOBER 11, 2016

Issue Date: 2016-09-01. Teaser: Companies are struggling to train as many salespeople as they want on the skills they need, but it’s partly a product of their own doing. Companies are struggling to train as many salespeople as they want on the skills they need, but it’s partly a product of their own doing.

Training 120

Training Strategy Company 120

Sales and Marketing Management

JUNE 10, 2019

A study appearing in the February 2018 edition of the Journal of Business & Industrial Marketing was the first to prove its relevance in a B2B setting and provide a preliminary model for achieving the SRP with business customers (“The Service Recovery Paradox in B2B Relationships,” Hübner, et al).

Loyalty 234

Loyalty Remedy Journal Study 234

SBI

JANUARY 6, 2022

These resources may include; tools, training, educational and informational materials, marketing resources, or product information to enhance the sales effectiveness of a product or service. To do this, it is best to answer questions such as: What does the salesperson focus on in their marketing activities?

Sales Enablement 150

Sales Enablement Engineering Scale Tools 150

Zoominfo

AUGUST 30, 2022

We’re all familiar with the “four Ps” of marketing: product, price, promotion, and place. Privacy compliance has become an essential part of modern-day marketing. Even though the General Data Protection Regulation (GDPR) went into effect in 2018, data collection and processing can still leave marketers feeling uncertain.

Campaigns 130

Campaigns Data Account Based Marketing B2B 130

Sales and Marketing Management

SEPTEMBER 13, 2016

Issue Date: 2016-09-01. Teaser: There is a lot of talk and training in sales about prospecting and closing, but less is said about what happens after the sale. There is a lot of talk and training in sales about prospecting and closing, but less is said about what happens after the sale. Author: Paul Nolan. read more

Closing 120

Closing Customer Training Prospecting 120

SBI Growth

DECEMBER 25, 2013

A top trend in B2B marketing is the adoption of the Marketing Operations role. Innovative CMO and CIO pairs will throw out the rule book when it comes to IT''s support of Marketing. The best marketers will understand that "Content Marketing" does not equal "Thought Leadership".

B2B 325

B2B Enterprise Enterprise Analytics 325

Sales and Marketing Management

JUNE 8, 2017

Net Optimism Score for incentive travel in the fall of 2016 was 26 percent, meaning the industry is still moderately positive about the outlook for incentive travel. As of fall 2016, per-person incentive travel budgets are most commonly between $3,000 and $4,000, although about 40 percent of the industry spends more.

Travel 205

Travel Incentive Incentives Lead Rank 205

Tony Hughes

MAY 12, 2019

They listed on the Australian stock exchange in 2016 and their share price has risen more than 600% in the last 3 years. They invest only 14% of revenue and have only 12% of their people working in sales and marketing. TH: What's the secret to your growth given the relatively low investment in sales and marketing?

Revenue 65

Revenue Hiring Marketing NetSuite 65

Sales and Marketing Management

FEBRUARY 12, 2016

Issue Date: 2016-02-12. When considering why sales reps struggle in a solution sales rep role, consider that it might be the person selling before spending time and money on training that will have little or no impact. Author: Greta Roberts, CEO, Talent Analytics, Corp. read more

Hiring 120

Hiring Analytics Training Sales 120

Allego

MARCH 9, 2023

Today’s sales enablement market looks drastically different from the market of 10 years ago. This revelation caused the definition of sales enablement to change, led to a revolutionary new way of learning, and pushed the sales enablement market in a new direction. They need a comprehensive sales enablement platform.

Sales Enablement 62

Sales Enablement Industry Marketing Call-back 62

Sales and Marketing Management

JUNE 13, 2016

Issue Date: 2016-06-13. At the same time, the sales coach who is a lone wolf – taking on the sole responsibility for training, planning and execution – may be equally outdated. Author: Max Cates. The days of the lone wolf road warrior may be a thing of the past, as this new generation becomes full-time salespeople.

Sales Coaching 120

Sales Coaching Coaching Sales Training 120

Sales Training Connection

JULY 19, 2016

Medical sales training. Clearly for the market-leaders this journey has already begun. In times of such transformational market change, a new set of winners and losers emerge among the sellers to the market. Building transformational sales training. Today the healthcare industry is a prime example.

Training 50

Training Pivotal Scale Software 50

Sales Training Connection

JUNE 1, 2016

Sales Training Investment. The strategic “it” in this case is the decision about whether you should make an investment in sales training. But the really bad news is due to the present day competitive environment and the disruption in the markets, the negative consequences of those ideas are far greater. Go-to-market strategy.

Training 50

Training ROI Territories Compensation 50

DiscoverOrg Sales

JUNE 14, 2017

At the beginning of 2016, Anthony had a heart-to-heart talk with his supervisor and was inspired during the company’s annual January Sales Kick-off. In August of 2016, DiscoverOrg’s leadership decided to split the sales in into dedicated inbound and outbound teams. “It Heavy training to ensure the technology was fully adopted. “My

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227