Understanding the Sales Force

OCTOBER 9, 2024

We also evaluate sales management and sales leadership capabilities and determine possible requirements relative to training, coaching, sales process, compensation and more, allowing us to set realistic revenue growth expectations and timelines. They will be part of the company’s future with proper training and coaching.

Hiring 352

Hiring Lead Rank Lead Scoring Compensation 352

Understanding the Sales Force

DECEMBER 20, 2022

The lessons from my annual Nutcracker post have not changed at all in 12 years but my perspective changes. This year three new thoughts come to mind.

Consultative Selling 296

Consultative Selling Sales Coaching Coaching Training 296

Understanding the Sales Force

APRIL 6, 2025

Last week I wrote this important article about how you can use sales process to increase revenue by 28%. To do justice to the process and scorecard, the following must also occur: 100% Commitment from Executive and Sales Leadership to the process – no wavering or exceptions.

Government 173

Government Sales Leadership Coaching Sales Coaching 173

Anthony Cole Training

NOVEMBER 1, 2024

This article is the 1st place winner of the 2022 Sales Pro Central MVP Awards on Sales Leadership! In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

Leads 328

Leads Marketing Qualified Lead Sales Leadership Training 328

Steven Rosen

MAY 15, 2021

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. I asked him, “what sustainment components did the supplier provide to ensure the managers could take the great training and apply it in the field?

Survey 358

Survey Coaching Training Sales Talent 358

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. Introduction to Sales Training Blogs Sales training blogs are an essential resource for sales professionals looking to improve their skills, stay up-to-date with industry trends, and learn from experienced sales leaders.

Training 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

Vengreso

MARCH 26, 2025

Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Through virtual instructor-led training, professionals can now master the intricate selling process without the hefty price tag of traditional programs.

Training 67

Training Strategy Ideal Customer Profile Lead Rank 67

Understanding the Sales Force

APRIL 9, 2020

In today's article, I'll blend my usual mix of statistics with some personal observation from the clients I have been helping for the past three weeks. I also included three videos that I extracted from a sales training session earlier this week. But is that what's happening? You'll be surprised!

Company 361

Company Face-to-face Consultative Selling Pipeline 361

Understanding the Sales Force

JANUARY 28, 2021

I hope this is one of my more entertaining articles, although most of the enjoyment will come from the links within. In addition to the corporate training that Kurlan & Associates provides, there are also 3 self-directed Baseline Selling online courses. Check out this article. So why should any of this be important to you?

Strategy 351

Strategy Twitter Course Video 351

Partners in Excellence

JANUARY 20, 2025

At the end of the article, I had and Afterword, suggesting the same principles used in high impact coaching within our own organizations should be applied in working with our customers. I want to do a deeper dive in this article. They approached it in the opposite way I approached it in this article.

Coaching 127

Coaching Customer Face-to-face Opportunity 127

No More Cold Calling

JANUARY 23, 2020

Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. If clients ask me to train their sales teams on referral selling with no strategy, no metrics, no accountability, and no coaching, I walk. Read his article to refine your strategy for 2020.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

Understanding the Sales Force

NOVEMBER 15, 2024

As I pivot to selling, please watch this two-minute video before continuing the article. Needless to say, while Kyle struck out in every at-bat for the rest of the season, Jack had some success and actually got himself a couple of hits. Incentives work.

Prospecting 173

Prospecting Incentives Incentive Cold Calling 173

Mr. Inside Sales

JULY 30, 2021

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

Understanding the Sales Force

FEBRUARY 25, 2024

According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. You need to develop a culture of coaching and that begins with requiring it, and having an expert, like me, train and coach sales managers to do it effectively and get an instant revenue bump.

Coaching 341

Coaching Guidelines Margin Incentives 341

Awarathon

OCTOBER 25, 2024

By incorporating AI sales in insurance into their training, agents can refine their skills and improve client interactions. To know more check out this article. This hands-on training helps them become more adept at handling various client situations, fostering a sense of trustworthiness.

Insurance 52

Insurance Insurance Coaching Training 52

Understanding the Sales Force

FEBRUARY 10, 2022

I found it challenging to write this article. The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts.

Insurance 327

Insurance Insurance Outbound Video 327

SalesFuel

MARCH 4, 2025

The good news is that you can improve your situation by offering a training program. Designing a great training program will help you retain employees. A recent article in packworld.com highlighted the difficulties faced by packaging businesses. And youll want to discuss their interest level in training.

Retention 59

Retention Hiring Training Churn 59

Understanding the Sales Force

APRIL 16, 2025

Although this article will provide a blueprint for building a strong, full, and sustainable pipeline, we begin with a hospital analogy. While excellence involves advanced sales training skills, extended practice sessions and coaching, the desire to improve is the most important element. Excellence is a game changer!

Pipeline 188

Pipeline Follow-up Conversion Outbound 188

Zoominfo

AUGUST 8, 2024

Sales enablement is the process of providing content, guidance, and training for sales teams to effectively onboard, interact with buyers, shorten the sales cycle, and ultimately win more deals. Sales engineering, customer success, and support teams all require content and training. What is Sales Enablement?

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Adaptive Business Services

JANUARY 15, 2025

Since one size does not fit all, we are now offering three tiers of Nimble CRM training and implementation packages! To learn more about our Nimble training and implementation services, please visit our Nimble CRM training services page. Invest in one or even in all three! We have you covered!

CRM 62

CRM Training Hiring Fashion 62

Understanding the Sales Force

SEPTEMBER 27, 2022

One of their issues was their 20% win rate was much lower than they thought it should be and they believed their salespeople needed some refresher training on closing. They also had a large number of opportunities stalled in the pipeline and they believed that training on more effective techniques to conduct follow up calls would help.

Software 267

Software Software Follow-up Groups 267

Understanding the Sales Force

OCTOBER 12, 2022

I receive calls and emails that begin with things like "My salespeople are complacent" or "My salespeople need some training on closing" or "My salespeople aren't bringing in enough new business" or "My salespeople need help with negotiating" or "Our team has a lot of stalled opportunities." it's the same with sales teams.

Selling Skills 295

Selling Skills Hotels Call-back Negotiation 295

Highspot

JANUARY 23, 2025

Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships. What is Soft Skills Training? Soft skills training helps sales teams learn to work well with colleagues and customers. Did you know?

Training 52

Training Negotiation Exercises Proposal 52

Mr. Inside Sales

NOVEMBER 16, 2020

If not, start using it today: search my blog to read articles on how to do that.). ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. You don’t take notes?

Motivation 332

Motivation Face-to-face Gatekeeper Decision Maker 332

Pipeliner

NOVEMBER 13, 2024

This article examines the importance of aligning sales and marketing , the challenges that hinder this alignment, and strategies to foster a more collaborative, effective partnership. To improve customer satisfaction, and build a competitive edge.

Buyer Persona 105

Buyer Persona Marketing Marketing Qualified Lead Lead Rank 105

Mindtickle

FEBRUARY 13, 2025

Organizations must build a strong medical device sales rep training program so sellers are always ready to overcome these challenges. In this post, well examine medical sales rep training and its critical role in success. Proper medical device sales rep training is essential.

Training 52

Training How To Buyer Analytics 52

Steven Rosen

APRIL 10, 2024

Listening helps, and making notes is integral to a good process.” – Steven Rosen Key Takeaways: Making a bad hire can have significant costs, including opportunity costs, training expenses, and lost sales to competitors. Best practices in sales, such as defining an ideal client profile, can also be applied in the hiring process.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Anthony Cole Training

SEPTEMBER 22, 2023

Years ago, one of the lead execs from our client KeyBank shared an article called, “What it takes to be a Coach”. It began with: You must understand the game.

Coaching 313

Coaching Sales Coaching Leads Marketing Qualified Lead 313

Partners in Excellence

OCTOBER 22, 2024

Whether it’s a new business/start-up, a new idea or approach to something, a new sales or marketing program, leveraging a new tool or technology, a new selling process, training on a new product/methodology…… And the list goes on. We read all the latest books and articles on innovation (or start them).

Churn 118

Churn Up-Sell Tools Account 118

Steven Rosen

MAY 24, 2024

By addressing objections, providing training and support, and showcasing success stories, sales leaders can help their teams embrace AI and leverage its benefits. The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode.

Company 296

Company Sales Leadership Retention Loyalty 296

Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. As my regular readers know, my son is a baseball player - a rising college senior (as of the summer of 2023) - and I still coach him in the batting cage when he's home for the summer.

Hiring 304

Hiring Coaching Sales Consultative Selling 304

Partners in Excellence

DECEMBER 20, 2024

Whether it is the “humans in the middle” that coach and train the AI tools to make better predictions/fewer hallucinations. But the models are built such that they are constrained by how they are trained. ” I went through 3 iterations in training the tool on this particular article.

Research 127

Research System Tools Training 127

Understanding the Sales Force

MARCH 31, 2025

We’ll answer that in another article. What’s worse is that most companies don’t consider pipeline quantity and quality the biggest challenge in the sales organization! Most would say it’s the low win rate or the percentage of opportunities that stall in the pipeline. Why do you think that is?

Pipeline 188

Pipeline How To Cold Calling Inbound 188

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. This begins with training and coaching Sales Leadership to support such an organization. To fully understand this powerful analogy, you’ll want to read the next three paragraphs and allow me to make my case.

Sales Process 341

Sales Process Sales Methodology Decision Maker Pipeline 341

Anthony Cole Training

JANUARY 5, 2023

I would like to provide you with an alternate perspective to LinkedIn's article- a list of 9 Do’s you can use when looking for and hiring new talent.

Hiring 304

Hiring LinkedIn Coaching Company 304

Anthony Cole Training

MAY 19, 2023

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

Sales Management 290

Sales Management Hiring Sales Opportunity 290

No More Cold Calling

JULY 29, 2021

Don’t even think about training your sales team on closing the deal. NOTE: This article originally appeared in Top Sales Magazine. (Featured image attribution: Mikael Blomkvist ). Are salespeople asking the right questions to identify prospects’ problems and propose thoughtful solutions? What is their sales plan for following up?

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409