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

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 277

Leads Marketing Qualified Lead Sales Leadership Training 277

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 367

Company Face-to-face Consultative Selling Pipeline 367

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 358

Strategy Twitter Course Video 358

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.

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Coaching Guidelines Margin Incentive 347

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.

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Guarantee Referrals Sales Qualified Lead Cold Calling 329

No More Cold Calling

FEBRUARY 21, 2019

What do you remember from your last training? I’ve heard for years that people forget 70 percent of what they learn in a professional training class within 24 hours of the event. Art Kohn’s article, “ Brain Science: Overcoming the Forgetting Curve ,”pointed me to a book called Make It Stick by Peter C. So, what does work?

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Cold Calling Training Research Study 308

Understanding the Sales Force

NOVEMBER 10, 2024

The title of today’s article might be confusing, but it’s true. Phil told me so. But before I share what he said, I have some anecdotal evidence that supports the claim that I’m an imposter.

Hiring 348

Hiring Cold Calling Call-back B2C 348

Steven Rosen

JUNE 20, 2019

If you have had no training in the last 2 years on how to coach, I suggest you find a way to brush up on your coaching skills. Your company has rolled out sales manager coaching training. The challenge is that training doesn’t always translate into doing. The Problem: Maybe you’re lucky.

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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.

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Closing Gatekeeper Face-to-face Licensing 334

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.

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Insurance Insurance Outbound Video 333

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.

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Software Software Follow-up Groups 272

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.

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Hiring Strategy Negotiation Ideal Customer Profile 296

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.

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Selling Skills Hotels Call-back Negotiation 295

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?

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Motivation Face-to-face Gatekeeper Licensing 332

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.

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Sales Process Sales Methodology Decision Maker Pipeline 348

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.

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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.

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Hiring Coaching Sales Consultative Selling 307

Zoominfo

MAY 25, 2021

Back in 1989, when hair metal music played on MTV and a lone protester famously stood in front of a tank in Tiananmen Square, the Harvard Business Review published an article that explored how automation was ready to boost marketing and sales teams. A Lack of Training. The answer has little to do with the technology itself.

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Marketing Decision Maker Telecommunications Lead Rank 252

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?

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Mr. Inside Sales

JANUARY 14, 2023

NOTE: While this article talks about using this technique as an interview question to determine what kind of sales rep you’re about to hire, it’s also a great technique for managers to use to diagnose what is wrong with reps who may not be hitting quote consistently. ON DEMAND SALES TRAINING THAT GETS RESULTS!

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Gatekeeper Face-to-face How To Sales Qualified Lead 254

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 269

Coaching Sales Coaching Leads Marketing Qualified Lead 269

Smooth Sale

SEPTEMBER 11, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Training Programs to Empower Employees and Business Growth In today’s dynamic business environment, investing in employee training isn’t just a luxury—it’s a necessity.

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Training Lead Rank Hiring Lead Scoring 106

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Between newsletters, blog article announcements, marketing and spam, we spend too much of our day deleting emails that we don’t consider MUST READ and unsubscribing from those we don’t want.

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Sales Leadership Hiring How To Account Based Marketing 218

No More Cold Calling

JANUARY 27, 2022

As a recent article in the San Francisco Chronicle about the benefits of diversity noted, employing more people with disabilities could be one solution to the severe labor shortage. The author writes: “All employees need training and support to be successful. times faster and profits 4.1 times faster than their peers.”.

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Research Benefit Hiring Demographics 257

Mr. Inside Sales

MAY 22, 2020

So, what do you do to overcome the stalls at the beginning of this article? 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. That was quick.

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Face-to-face How To Call-back Gatekeeper 281

Anthony Cole Training

FEBRUARY 11, 2021

In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.

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Objections Account Prospecting Sales Process 279

Understanding the Sales Force

FEBRUARY 14, 2022

New readers might want to catch up on the six prior articles about Bob. I heard from Bob last week and whenever I hear from him it usually means he got himself into a jam with another sales opportunity. Regular readers are familiar with Bob, one of the worst salespeople on the planet. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6.

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Closing Influencer Opportunity Prospecting 294

Understanding the Sales Force

JANUARY 14, 2021

The data in that November article was for the last 10 years. But how are sales managers doing at adapting to coaching their sales force over video? Inquiring minds want to know. We know how sales managers were doing before the pandemic. It wasn't very good and I wrote about it here.

Coaching 289

Coaching Sales Management Video Data 289

Steven Rosen

FEBRUARY 5, 2024

The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode. A balanced approach that appeals to both the head and the heart ensures that strategies are executed effectively and resonate with a broader audience.

Sales Leadership 317

Sales Leadership Strategy Motivation Data 317

MTD Sales Training

JULY 9, 2019

Instead, gather some interesting articles that would be interesting to the prospect and send those over, one at a time. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post Six Ways Of Dealing With A Client Who Won’t See You appeared first on MTD Sales Training. 3) Don’t try and sell to them.

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Gatekeeper Decision Maker Call-back Up-Sell 276

SBI Growth

MAY 13, 2020

Do you have a purposeful end to end strategy for acquiring, onboarding, and training this. In an increasingly commoditized marketplace, what are you doing to ensure one of your biggest differentiators is setting you apart from your competitor’s customer experience?

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Ideal Customer Profile Customer Training Strategy 297

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.

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Hiring LinkedIn Coaching Company 233

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 222

Sales Management Hiring Sales Opportunity 222

Steven Rosen

MAY 20, 2024

The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode. In this thought leadership article, we will explore Margo Edris, Regional Vice President of Sales at Salesforce, ‘s insights on how to bridge the knowing-doing gap in sales leadership.

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How To Sales Leadership SalesForce Coaching 296

Anthony Cole Training

JUNE 30, 2023

Share this article or the information you've learned from it with them. How should you coach your salespeople on how to respond to rate reduction requests from clients? These three immutable truths will help guide them to the best response.

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Coaching Banking How To Training 216

Understanding the Sales Force

SEPTEMBER 20, 2024

Unlike most of my other 2,000 articles, I don’t have enough data to back-up my conclusion, but I’ll try without a complete data set. Weak salespeople who fill their pipelines but don’t disqualify (referenced in the previous paragraph) should also benefit from sales training and coaching.

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Pipeline Coaching Opportunity Comparison 177