Sales and Marketing Management

JULY 7, 2020

With stay-at-home mandates causing what many reference as the “groundhog day” effect, your sales team is the perfect audience for incorporating surprise rewards as part of a sales incentive program to keep remote teams engaged and company morale high. How to start applying this to your sales team. Defining the unexpected reward.

Incentive 394

Incentive Incentives Motivation ACT 394

Mr. Inside Sales

NOVEMBER 25, 2020

Want to make more sales? Then learn and use better sales techniques. And today, I have an easy way for you and your team to do that: Get access to the Best Inside Sales Training available anywhere and save 20% for the first time ever! ON DEMAND SALES TRAINING THAT GETS RESULTS! It’s really as simple as that.

Training 178

Training Hiring Gatekeeper Decision Maker 178

Lead411

APRIL 29, 2025

The Hidden Power of Intent Data in B2B Sales: How to Identify and Engage Buyers Ready to Act In the B2B sales cycle, timing is everything. Sales reps no longer rely solely on cold outreach or basic demographic data. Why Intent Data Matters in B2B Sales Intent data takes the guesswork out of sales prospecting.

Intent Data 52

Intent Data Intent ACT B2B 52

Awarathon

NOVEMBER 14, 2024

In today’s competitive business landscape, equipping your sales team with the right skills is more important than ever. Traditional sales training often lacks personalized learning and real-time feedback. This is where AI-powered platforms provide dynamic, tailored training scenarios that replicate real-world interactions.

Training 52

Training Objections Video Coaching 52

Allego

FEBRUARY 18, 2025

Sales training has never been more criticalor more challenging. Without the right knowledge and messaging, your sales team wont just struggletheyll lose deals before they even begin. Thats whereGenAI for sales trainingcomes in. The Role of GenAI in Sales Training Sales training must be fast, flexible, and relevant.

Training 62

Training Scale Hiring Lead Rank 62

Sales Gravy

OCTOBER 24, 2024

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Balancing Quality and Speed: Sales teams often struggle to balance quality with pipeline velocity.

Pipeline 98

Pipeline Face-to-face Compensation Sales Qualified Lead 98

Pipeliner

FEBRUARY 16, 2025

The Impact of AI on Sales Leadership: Expert Insights and Actionable Strategies In a recent episode, John Golden sat down with Matt McDarby , a seasoned sales leader and the founder of United Sales Resources, to discuss the transformative impact of artificial intelligence (AI) on sales leadership and performance.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Zoominfo

JANUARY 21, 2025

The rapid adoption of GPT-based AI tools isnt simply a technological evolution in sales; its a fundamental restructuring of how teams work. And theyre moving the needle: According to McKinsey , sales orgs that use AI see revenue uplifts of up to 15% and sales ROI uplifts of up to 20%. Its about building GPT-native sales teams.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

Steven Rosen

MARCH 10, 2024

Indeed, 40% of salespeople cite it as the most challenging part of the sales process, more daunting than either closing or qualifying. However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel.

Coaching 334

Coaching Sales Management Top of Funnel Prospecting 334

MTD Sales Training

JANUARY 21, 2020

Do you often hear people say ‘Oh, I’m not in sales…I can’t sell anything!’. Everyone, yes, every person in your company, can act as a salesperson for you. Or they can hinder that sale just as easily. 1) Understand that every call/meeting is a potential sales opportunity. MTD Sales Training | Sales Blog.

Face-to-face 280

Face-to-face How To ACT Opportunity 280

Bernadette McClelland

OCTOBER 27, 2024

My role was to interview the guys, which gave me the opportunity to ask my two favourite questions that I usually pose to salespeople in most training sessions – which then sets the baseline for where the gaps are – and there are always gaps. Message me to speak at your next sales meeting, SKO, or Association meeting.

Hiring 195

Hiring ACT Call-back Benefit 195

Hubspot Sales

OCTOBER 17, 2024

It’s a classic sales tactic. Maybe you’ve done this yourself (there’s no shame in the sales rep game, though). Telephone Protection Consumer Act (TPCA) The Telemarketing Sales Rule (TSR) Explained Best Practices for Cold Calling in Non-U.S. You may hate it. It’s often classified as a little annoying. That’s right, people.

Cold Calling 104

Cold Calling Telemarketing B2C Guidelines 104

Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. They are all waiting for you to screw up your script so they can tell you about it.

Training 52

Training Sales Management Hiring Lead Rank 52

MTD Sales Training

SEPTEMBER 30, 2019

Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. Without the ability to be recognised as a key player at the social level, you run the risk of working incognito, and this cannot help you develop your overall sales skills in the long term. Happy Selling!

Social Media 253

Social Media Sales Media Energy 253

Anthony Cole Training

DECEMBER 28, 2023

As we head towards the New Year of 2024, with volatile world events all around us, it is a perfect time to think about and focus on what you can affect and act on, in your personal and professional life to improve your relationships and results.

ACT 328

ACT Banking Sales Coaching Motivation 328

Anthony Cole Training

APRIL 5, 2024

You don’t want to look, act, or sound like every other salesperson when asking your prospect questions. There is an art and a science to being masterful at asking your prospect better questions and building a strong, credible relationship with them. Read on to learn 5 tips for asking meaningful, exploratory, and courageous questions.

Prospecting 313

Prospecting ACT Motivation Training 313

Mr. Inside Sales

SEPTEMBER 11, 2020

First, understand what’s happening here: Remember the law in sales: Leads Never Get Better! And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. This approach cuts to the chase and acts like a mini trial close. What to do? Get Access Today.

Face-to-face 320

Face-to-face Sales Qualified Lead Scale Call-back 320

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. These represent the key software platforms for your sales team to evaluate.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Sales and Marketing Management

NOVEMBER 17, 2019

Author: Charlotte Powell You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the right balance of skills, motivation, and resources. How can you inspire your sales team to go above and beyond? Train to the skills gap. Training isn’t a one-size-fits-all solution.

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. In fact, 65% of high-impact sales organizations (75% or more of reps achieving quota) report that sales managers spend 20% or more time coaching.

Coaching 64

Coaching Sales Coaching Face-to-face ACT 64

Mr. Inside Sales

JANUARY 7, 2023

Don Shula – the famous Miami Dolphin coach – once said that his players practiced, drilled and rehearsed their plays and techniques over and over again so they could internalize them and act automatically when they needed to. ON DEMAND SALES TRAINING THAT GETS RESULTS! You need to as well. Getting screened out by the gatekeeper.

Face-to-face 259

Face-to-face Guarantee Gatekeeper Decision Maker 259

The Pipeline

SEPTEMBER 21, 2021

While the exact number may vary, people in sales continue to accept the false assertion of an 80/20 world. This allows them to see, plan, assess, and act in a way that allows them to win regularly and predictably. At any given time only about 10% of your buyers are in Decision Mode, which results in challenge for sales leaders.

Buyer 345

Buyer Demographics Video Territories 345

MTD Sales Training

NOVEMBER 5, 2018

So, think of these five steps you need to take to determine the customer’s journey and work with them to ensure the mapping you make helps you achieve then best experience for the customer: 1) Understand what your customer’s requirements are at each point on the journey, pre and post-sale. What happening at the moment in your process?

How To 224

How To Buying Cycle Social Media Follow-up 224

The Pipeline

DECEMBER 11, 2018

There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors. Continuing professional education is not a foreign concept to most trades/professions, but it is in sales. By Tibor Shanto.

Licensing 269

Licensing B2B Real Estate Lead Scoring 269

Sales and Marketing Management

JULY 6, 2017

By “bias” I am referring to a sales manager’s tendency to overlook or minimize the indications that the person is a bad fit, because we often don’t want to admit we made a hiring mistake. Act quickly to remove that player from your team. Here are two suggestions: Provide additional training. Divest or Invest?

Hiring 273

Hiring Webinar Metrics Policies How To 273

Mr. Inside Sales

OCTOBER 21, 2022

One of the most important things I learned early on in my sales career is that attitudes are contagious. The simple act of moving your body will go a long way to improving your attitude and filling you, and your prospect, with energy. ON DEMAND SALES TRAINING THAT GETS RESULTS! And most of that came down to my attitude.

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Sales and Marketing Management

SEPTEMBER 29, 2019

While some say it’s the operations and the admin team, most say that it is the sales and marketing team that earns the money for the company. We are not here to address this debate; We are here to help people see the importance of having in place a good mentorship program for the newbies who join the sales team. Train the mentors.

ACT 212

ACT Training Exact Meeting 212

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech.

Inside Sales 110

Inside Sales Training Hiring Outsourcing Services 110

Pipeliner

DECEMBER 10, 2024

Your sales team is likely to feel the strainespecially since sales is listed in the top ten of Vivian Healths rankings of the most stressful industries. Its thus vital for the sales team manager to prioritize employee well-being in the workplace. As such, ergonomic fixtures will act as crucial vision care resources.

Resources 96

Resources Insurance Insurance Lead Scoring 96

Vengreso

NOVEMBER 19, 2024

In an era where efficiency and productivity are paramount, AI sales assistant software emerges as a game-changer for businesses eager to streamline their sales processes and maximize output. At the core of AI sales assistant software lies its capacity to automate repetitive and time-consuming tasks.

Software 114

Software Software Scale Sales Qualified Lead 114

Bernadette McClelland

FEBRUARY 17, 2018

Find a sounding board that will act as a safe, yet challenging springboard, and jump off that first!! Some of you need to stop the sales leadership world and jump off completely. Seem need to hold on tight and be given proper training. Some are doing everything they can to grow themselves, their people and their sales.

Sales Leadership 281

Sales Leadership Airlines Call-back Face-to-face 281

MTD Sales Training

OCTOBER 23, 2017

I am going to make this short and sweet, because asking for referrals from your clients should be a natural and comfortable act and not some slick technique. Most sales people still have a wrong way of thinking about this and it is the same misunderstanding about the thinking about setting appointments. MTD Sales Training.

Referrals 238

Referrals ACT Education Consumer 238

Sales Gravy

JANUARY 19, 2025

Coachability" is essential for top performance in sales - and for that matter ANY endeavor. Golf, for me, is more than a sport; its a metaphor for sales and life. A Great Coach Exposes Your Blind Spots Sales is no different. A sales great coach exposes your blind spots. Many of them have an entire team of coaches.

Sports 98

Sports Coaching ACT Sales Coaching 98

Sales and Marketing Management

FEBRUARY 13, 2020

Author: Andrea Grodnitzky The sales professional has the job of encouraging the customer to become comfortable with the idea of committing to a product or a service. The sales professional’s vocabulary is changing as they position digitally transformative solutions. Sales professionals need to be mindful of this tendency.

Influencer 262

Influencer Journal Lead Rank Decision Maker 262

MTD Sales Training

JANUARY 8, 2019

To be highly successful in sales, one has to have a series of beliefs that support their thought processes, irrespective of whether they can be scientifically proved. If the sale didn’t go according to plan, top salespeople ask themselves ‘what can I learn from this?’ 2) Every event is an opportunity to learn. Happy selling!

System 235

System Enterprise Enterprise ACT 235

Allego

JANUARY 7, 2025

The difference between hitting your sales goals and falling short often comes down to one crucial factor: having the right sales methodology. A sales methodology isn’t just a set of steps or a simple sales process. But heres the catch: Not all approaches work for every sales team. Lets dive in.

Sales Methodology 62

Sales Methodology How To Sales Qualified Lead Hiring 62

Jeffrey Gitomer

JANUARY 14, 2019

After 25 years of selling, training and consulting one truth remains - I have yet to hear one salesperson say, "The prospect wouldn't buy and it was my fault," or, "The prospect wouldn't appoint me and it was my fault.". People are worrying about, thinking about or acting on their stuff. See how far you can go to get the truth.

Closing 191

Closing Call-back ACT Objections 191