Understanding the Sales Force

NOVEMBER 29, 2023

Using email to book new meetings sounds awesome. You have three options: Send emails that don’t work Push through the discomfort, get trained in the art of making cold calls and call your targeted audience Get enough referrals and introductions so you don’t have to use either 1 or 2. What will you do?

Meeting 201

Meeting Cold Calling Inbound Outbound 201

Understanding the Sales Force

JANUARY 4, 2025

The prior installments of the Biblical Sales Force series are: Hiring and Firing Salespeople On Boarding and Coaching Salespeople Metrics and KPI’s Sales Leaders, you can do this and if you need some help, guidance, training, coaching or mentoring, you know where to turn. But that’s a conversation for a different article.

Account 173

Account Hiring Quota Territories 173

Understanding the Sales Force

DECEMBER 11, 2024

On this page you’ll find everything you always wanted to know about how to get Baseline Selling content and training – all in one place. Baseline Selling is a proprietary sales process and methodology that Dave Kurlan developed in 2005.

Course 156

Course Sales Process Training Company 156

Understanding the Sales Force

NOVEMBER 15, 2024

” They were doing their version of the book, “Rich Dad, Poor Dad” and were playing “Good Parents, Bad Parents.” His parents approached me and as nicely as they possibly could, explained, “Kyle is not allowed to play video games and that was a very inappropriate offer you made.”

Prospecting 173

Prospecting Incentive Incentives Cold Calling 173

Hubspot Sales

NOVEMBER 27, 2024

The same research indicates just 2% of cold calls result in a booked meeting, and other literature suggests that dismal figure might actually be on the optimistic side. Marc Wayshak , founder of cold calling training firm Sales Insights Lab , agrees: “Building resilience to handle discomfort is vital when mastering cold calling.

Cold Calling 59

Cold Calling Training Lead Rank Lead Scoring 59

Understanding the Sales Force

FEBRUARY 9, 2021

And this was fifteen years before I wrote the best-selling book Baseline Selling ! The enthusiasm for the training was not unusual because I used my own Fantasy Camp experience as the model for content creation. Relationships were forged, unforgettable memories were made, and the week was a source for endless, hilarious stories!

Sales Leadership 361

Sales Leadership Follow-up Coaching Up-Sell 361

Allego

FEBRUARY 13, 2025

Three months into my new role as a sales development representative (SDR), I hit a milestone: 10 booked sales meetings in a single month. If you want to know how to book more sales meetings as an SDR and build the habits of a top performer, keep reading. For a new SDR, thats huge. But heres the truth: It didnt happen by accident.

Sales Meeting 62

Sales Meeting Meeting Cold Calling Case Study 62

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 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

Understanding the Sales Force

JANUARY 28, 2021

In 2005 I took my passion for sales development and my passion for baseball and married them together to write the best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Today, fifteen years later, that book is still #15 on Amazon.

Strategy 351

Strategy Twitter Course Video 351

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. By 2002-2003, people were continually asking if I had a book. I considered writing a book, but every author I knew said it was a grueling experience. But I began interviewing people whose business was helping authors with their books. The year was 1996. Flash Sale.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

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! If you would like to explore whether or not Nimble CRM might be right for you, please book a free 30-minute Zoom consultation with me by going to my calendar. Invest in one or even in all three! We have you covered!

CRM 62

CRM Training Hiring Fashion 62

No More Cold Calling

JULY 25, 2024

They train with unparalleled rigor. In his book, Outliers: The Story of Success , he references a study by K. When they do provide sales training, it’s often done in a vacuum—without reinforcement, coaching, accountability linked to KPIs, and practice—which makes that initial effort a waste of time and money.

Referrals 334

Referrals Cold Calling Coaching Incentives 334

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.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

The Pipeline

MARCH 31, 2020

As I mentioned yesterday, I am going to point you to two great books coming just at a crucial time. Companies spend billions of dollars each year on sales training and technology, yet sales effectiveness keeps declining. By Tibor Shanto. Today, it’s by George Brontén , CEO of Membrain, and a long time sales friend. The Question.

Call-back 279

Call-back ROI Sales Coaching Sales Enablement 279

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. Julie Hansen’s new book, Look Me in the Eye: Using Video to Build Relationships with Customers, Partners and Teams , is here for you to devour. As a trained actor, Julie understands the importance of eye contact and knows how to use the camera to connect virtually.

Video 289

Video Cold Calling Exercises Conference 289

No More Cold Calling

MARCH 25, 2021

She decided special training was needed for girls who wanted to become saleswomen, and perhaps one day, women sales leaders. And as a member of the executive committee of the Women’s Educational and Industrial Union of Boston, she had the means to provide that training. Barb never asked any of us for help with this project.

Hiring 379

Hiring eBook Cold Calling Scale 379

Understanding the Sales Force

MARCH 20, 2024

My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling. Cold-Case Christianity is a book by J. This begins with training and coaching Sales Leadership to support such an organization. It will be worth it!

Sales Process 341

Sales Process Sales Methodology Decision Maker Pipeline 341

Mr. Inside Sales

DECEMBER 18, 2020

I invested in Stan’s training materials, and I committed to learning, practicing, and doing what he suggested. Over 20 years had passed between that Stan Billue talk, and I realized, Stan’s training was the moment I made the decision to change my life. ON DEMAND SALES TRAINING THAT GETS RESULTS! Brad wasn’t. So, he didn’t.

Face-to-face 310

Face-to-face Inside Sales Gatekeeper Decision Maker 310

SalesFuel

FEBRUARY 16, 2025

If youre a Sales or Training Leader, mastering influence is no longer optionalits essential. In this revealing webinar, Elaina Zuker , founder and CEO of Elaina Zuker Associates, and author of the bestselling book, 7 Secrets of Influence , will clarify these issues, in an interview by C. Is influence about communication skills?

Influencer 59

Influencer Webinar Metrics Training Hiring 59

The Pipeline

NOVEMBER 30, 2020

Jason Helfenbaum is the owner of ClicKnowledge, a training, and development company. For over 20 years, Jason has been consulting with companies and organizations in different verticals to uncover challenges and opportunities and then create customized training solutions that deliver a tangible ROI.

Policies 280

Policies ROI Channels Training 280

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey.

Data 220

Data Hiring Compensation Quota 220

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?

Cold Calling 308

Cold Calling Training Research Study 308

The Pipeline

DECEMBER 14, 2020

Tony Morris is an International sales speaker, best-selling author of 5 books, and MD of an International sales training company. We will be updating the calendar during the holidays, but check in to see Upcoming Events. Sales Scrum Episode #26 Guest – Tony Morris.

Call-back 360

Call-back Webinar Metrics Sales Industry 360

No More Cold Calling

JANUARY 16, 2020

And you will align all systems in your organization—recruiting, training, and compensation—to support the referral selling process. How many times has one of our sales managers read a book or spoken to a guru, and suddenly the entire organization was taking a new direction? Sales managers do what they ask others to do. Think again.

Referrals 328

Referrals Sales Management Hiring Scale 328

Partners in Excellence

OCTOBER 22, 2024

I look at the books piled on my desk, over a dozen–half finished. Two books I’m writing, almost finished. We read all the latest books and articles on innovation (or start them). Any number of little projects around the house, all in the same state, for weeks, not quite done.

Churn 118

Churn Up-Sell Tools Account 118

Understanding the Sales Force

MARCH 31, 2025

Or, if those conditions do not apply, prospecting continues into perpetuity. Like I said, it’s hard and if everyone could do it, they would. And that’s the problem.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

Sales Gravy

MARCH 6, 2025

Read a Book Everything you want to know about anything can be found in a book. Seriously, if you want to grow and develop, start by reading books. An author spends a lifetime accumulating knowledge that they put into a book you can buy for only $20. Seriously, if you want to grow and develop, start by reading books.

Conference 71

Conference Face-to-face Travel Course 71

Mr. Inside Sales

JUNE 30, 2024

Here is a proven resource—both hardcover book or audible recording—of over 500 proven and effective scripts to help you improve and make more money: Power Phone Scripts! I sincerely hope you respect yourself, your career, and your future as much as other top producers who rely on this book—and others!—to So invest in yourself now!

Gatekeeper 255

Gatekeeper Face-to-face Sales Qualified Lead Decision Maker 255

Mr. Inside Sales

JULY 30, 2021

If you found this article helpful, then you’ll love Mike’s eBook, “The Complete Book of Phone Scripts” with over 130 pages of powerful and effective scripts to help you easily get past the gatekeeper, set appointments, overcome objections and close more money! ON DEMAND SALES TRAINING THAT GETS RESULTS! Happy Selling!

Closing 334

Closing Gatekeeper Face-to-face Decision Maker 334

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. What are medical device sales?

Training 52

Training How To Buyer Analytics 52

Anthony Cole Training

AUGUST 23, 2024

Giving credit where credit is due, The Psychology of Selling is a well-regarded book by legendary sales professional Brian Tracy that should certainly be on every salesperson’s list of must-reads. All salespeople and their managers want to understand the psychology of selling and in fact, is it a highly searched phrase on google.

Google 299

Google Sales Training 299

Steven Rosen

AUGUST 12, 2021

I used to book one hour every month to write recognition notes. Sales Management Training. Want more sales management training tips ? Want more sales management training tips ? Sales Management Training Tip #28 Hiring Top Performers Made Simple. Sales Management Training Tips: Set your Goals for Success.

Hiring 234

Hiring eBook Motivation Coaching 234

Mr. Inside Sales

NOVEMBER 5, 2021

And if you need a deeper dive, try this: The number one best selling book of current and effective phone scripts: Click here. The best (and most affordable) on-demand inside sales training program? Here’s an e-book for you: Click here. ON DEMAND SALES TRAINING THAT GETS RESULTS! Click here. Want instant access to scripts?

Resources 242

Resources Face-to-face Gatekeeper Inside Sales 242

Sales Gravy

MARCH 18, 2025

Gaius, who runs an insurance brokerage in Ohio wants to know how to get his new sales agents cold calling and building pipeline earlier in their training cycle, without making them feel overwhelmed and sabotaging their confidence. That momentum helps them stick with the grind of more complex training.

Cold Calling 85

Cold Calling Hiring Guidelines GoldMine 85

Steven Rosen

AUGUST 22, 2021

I stated that I was concerned about sales and I decided that I was going to do the following: Cancel all training for the next 3 months. Sales executives and managers who are looking for more management tips to take their game to the next level look for my book 52 Sales Management Tips: available at all online book stores.

Cancellation 245

Cancellation Face-to-face eBook Follow-up 245

Anthony Cole Training

DECEMBER 21, 2023

I am enjoying reading the book Selling to the C-Suite by Nicholas A.C. The book is an excellent summary of how selling to C-Suite executives is so dramatically different from selling in the lower levels of a company. Read and Stephen J.

Sales 279

Sales Company Banking Sales Coaching 279

Steven Rosen

SEPTEMBER 8, 2022

However, they could probably sharpen their skills with some coaching and training. If your goal is to work with each of your reps two times per quarter, the best way to achieve this is to book all your field time in your calendar for the next 3 months. Many sales leaders are doing a very good job in both areas.

Hiring 272

Hiring Coaching Energy Meeting 272