Sales and Marketing Management

DECEMBER 19, 2016

Issue Date: 2016-12-19. Author: Mike Kunkle, senior director of sales enablement, Brainshark, Inc. Teaser: Many companies trying to improve sales productivity are going about it the wrong way. Rep training is only part of the picture. Many companies trying to improve sales productivity are going about it the wrong way.

Coaching 120

Coaching Training Sales Enablement Sales 120

Sales and Marketing Management

JULY 26, 2018

Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see? And, at that point, the winners and losers will be separated by how well they combine their sales talents with skills for using AI. Before that happens, though, the AI has to be trained?—? Additional data sources.

Training 206

Training Penetration Government CRM 206

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 Training Connection

JANUARY 13, 2016

They expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before. This buyer expectation requires that the sale rep have the information and skill sets to have compelling strategic business conversations. Sales training design. Stepping-stone approach.

Buyer 50

Buyer Training Meeting Maximizer 50

Sales and Marketing Management

JANUARY 8, 2016

Issue Date: 2016-01-08. Teaser: The training industry is in a state of constant evolution as corporate travel budgets shrink and the use of technology grows. The training industry is in a state of constant evolution as corporate travel budgets shrink and the use of technology grows. Author: Shapiro Negotiations Institute.

Trends 120

Trends Training Travel Negotiation 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

Julie Hanson

DECEMBER 29, 2016

You voted with your mouse on what sales issues mattered to you this year, so in case you missed them or want to re-read, here are your favorite Top 10 Sales Blog Posts from 2016! P.S. Be sure and read to the end of this post for an opportunity to jump start your sales success in 2017. Fill that knowledge gap here.

Maximizer 61

Maximizer Follow-up Sales Course 61

No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Picture yourself in 1900.

Hiring 379

Hiring eBook Cold Calling Scale 379

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. Here are some "musts" that sales managers have to bring to the table. According to one survey, nearly 9 in 10 managers become such without any prior management training. read more

Sales Management 208

Sales Management Survey Training Sales 208

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

HeavyHitter Sales

SEPTEMBER 21, 2015

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. 

Meeting 60

Meeting Conference Sales Meeting Competition 60

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

Steven Rosen

MAY 4, 2017

Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Your goal is to build a high-performance sales organization that consistently deliver outstanding results.

Sales Management 276

Sales Management Hiring ROI Coaching 276

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.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The Brooks Group

NOVEMBER 10, 2016

Most sales leaders know they should be coaching their reps more. But sales coaching is a broad idea—and its interpretation is often left to chance. According to the Sales Management Association , formal sales coaching strategies tend to be poorly executed or non-existent. Leadership Development Sales Coaching

Sales Coaching 49

Sales Coaching Coaching Survey Exact 49

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. We believe that we have developed the best Sales Assessment tools in the world but it is gratifying when others validate that belief for us! A very nice way to end 2016!

Webinar Metrics 120

Webinar Metrics Groups Objections Tools 120

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. Inflection point. Inflection point.

Training 50

Training Lead Rank Ideal Customer Profile Trends 50

Your Sales Management Guru

NOVEMBER 16, 2015

Sales Compensation Planning for 2016. As sales leaders or executives everyone must be focused on exceeding the end of year sales quota’s and budgets-but alas- it is mid-November and December will be quickly on top of you. Once that step is taken, you can take a free sales compensation “assessment” on Acumen’s website.

Compensation 40

Compensation Hiring Margin Objections 40

The Ultimate Sales Executive Resource

JULY 26, 2019

I also mentioned that formulating Learning Goals at sophistication levels three (apply) and higher is necessary but not sufficient for Sales Training Initiatives having a sustainable impact on sellers’ performance. For sales tool training, level 3 is sufficient. However not all tasks need the full proficiency level.

Scale 53

Scale Training Face-to-face Lead Rank 53

Salesmate

SEPTEMBER 18, 2020

It is enticing to play the role of a manager in a sales team. Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively?

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Sales Training Connection

OCTOBER 13, 2016

Sales training. Here’s the conundrum … You have a 250 person sales team. You are a new, first time Sales Training Director. You replaced a sales manager who did no sales training for a long time. Sales training is not inexpensive. This may or may not be a shared vision.

Training 50

Training Gatekeeper Hiring Vendor 50

MJ Hoffman

JUNE 29, 2017

Sales training is a big investment. Not only are you paying for the training itself and related expenses, your sales team is losing prime selling hours to attend workshops and sessions. Nonetheless, this investment can reap significant dividends.

Training 45

Training Quota Study Sales Enablement 45

John Barrows

DECEMBER 1, 2016

[…] The Filling The Funnel Blog […].

Top of Funnel 104

Top of Funnel Training Funnel Sales 104

The Brooks Group

NOVEMBER 2, 2015

Great sales teams don’t just happen. Sales is the heartbeat of your organization and it’s important to invest in the right people. Hiring mistakes can cost you missed sales opportunities and management time in addition to salary and administrative expenses. They are carefully built. Improve the players you already have.

Hiring 40

Hiring Ideal Customer Profile Promotion Salary 40

Steven Rosen

AUGUST 22, 2016

Why New Sales Managers Fail. Are you a new sales manager , or have you just been promoted into a sales manager role? I am going to share the number one reason why new sales managers fail. Time and time again companies promote their best sales reps into managerial roles. Certainly, many new sales managers fail.

Sales Management 120

Sales Management Promotion Sports Territories 120

Alice Heiman

JULY 18, 2023

If CEO, Julian Lumpkin, learned one thing from his sales career it was to follow what the most successful sellers were doing and do that. Knowing that all salespeople need case studies throughout the sales cycle, SuccessKit was born. He started his career in tech sales, moved to management, and then founded SuccessKit in 2016.

Case Study 116

Case Study Study Closing Hiring 116

MTD Sales Training

JANUARY 3, 2016

I hope you had a fantastic Christmas and welcome to 2016! Working in sales can take its toll over the year so I always use the. [[ This is a content summary only. If you’re like me, I have been champing at the bit to get back! Visit my website for full links, other content, and more! ]].

Sales 120

Sales Motivation 120

Sales and Marketing Management

JUNE 13, 2016

Issue Date: 2016-06-13. Teaser: Millennials thrive in a team environment and are adept at problem solving through collaboration with others such as fellow salespeople and sales managers. 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 and Marketing Management

FEBRUARY 12, 2016

Issue Date: 2016-02-12. Teaser: It’s possible (even easy) to measure and predict sales reps natural abilities before you hire them. 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.

Hiring 120

Hiring Analytics Training Sales 120

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. Developing Sales Ready Messaging® that is provocative and relevant to those known business challenges and initiatives.

Prospecting 40

Prospecting InsideView How To Cold Calling 40

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

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. Sound familiar?

Training 71

Training Hiring Journal Education 71

Engage Selling

SEPTEMBER 6, 2016

Maybe your pipeline is always overflowing with hot leads, you never have to place a cold call or send a cold email, your sales cycle is complete in a matter of days, and … Read More » Maybe you’re 100% perfect at your job.

Inbound 48

Inbound Cold Calling Sales Cycle Pipeline 48

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

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

SBI

OCTOBER 5, 2017

Sales enablement is a hot topic at the moment, and a key priority for many sales organizations. According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% Tying strategy to the sales process.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139