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 348

Sales Process Sales Methodology Decision Maker Pipeline 348

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 358

Strategy Twitter Course Video 358

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 Webinar Metrics Inbound 385

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 Incentive 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

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

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

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 Licensing 310

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

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

Understanding the Sales Force

NOVEMBER 10, 2024

Here are ten reasons why I could be an imposter: I stand tall but I’m actually just 5′ 6″ I’m a white collar professional yet I never wear a jacket or tie I have helped B2B sales teams for nearly 40 years but prior to that I sold only B2C I invented and perfected the OMG sales assessments but once I chose to hire a salesperson (..)

Hiring 348

Hiring Cold Calling Call-back B2C 348

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 Licensing 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 Licensing 334

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

Mr. Inside Sales

DECEMBER 23, 2023

Invest in books/audios/YouTube videos that teach you The Law of Attraction, and begin changing your consciousness. 3) Invest in, study, and use the scripts in this book. ON DEMAND SALES TRAINING THAT GETS RESULTS! Begin visualizing how earning all that additional income will impact your—and your family’s—lives.

Face-to-face 233

Face-to-face Gatekeeper Licensing Decision Maker 233

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 258

Sales Company Banking Sales Coaching 258

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

Mr. Inside Sales

MARCH 17, 2024

use the following script from my bestselling book: Power Phone Scripts : “I’d be more than happy to do that—where would you like me to email that?” ON DEMAND SALES TRAINING THAT GETS RESULTS! And then when a prospect blows you off with, “Can you email that to me?” Take their email down and then email them your information right now.]

Face-to-face 243

Face-to-face Sales Qualified Lead How To Gatekeeper 243

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

The Pipeline

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. Unlike many sales books that read like a memoire of a sales guy, while interesting, rarely replicable. The challenge has been defining Sales Enablement, is it training, sales operations, strategic, tactical, or some other thing.

Sales Enablement 201

Sales Enablement Scale Hiring Maximizer 201

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 277

Google Sales Training 277

Mr. Inside Sales

SEPTEMBER 17, 2023

Thank you for all the best wishes on my new book, The Owner’s Manual to Life: How to Worry Less & Enjoy Life More. If you’ve been interested in learning more about the book, I’d like to offer you a complimentary sample. Here are the first fourteen quotes in the book: #1: Is that a bad thing? #2: Hello everyone!

Face-to-face 223

Face-to-face Gatekeeper Licensing Decision Maker 223

SMEI

APRIL 23, 2024

Their training, knowledge, and spirit of service are what set one company apart from another. A well-trained salesperson with in-depth knowledge of their product and a genuine spirit of service can make all the difference. Vintage illustration by art department at NCR.

Training 112

Training Guarantee Competition Closing 112

The Pipeline

SEPTEMBER 14, 2021

Your question can be a key to unlocking a train of thought. Join me tomorrow Wednesday September 15, 8:00 AM ET for a special Breakfast For Champions I welcome Lee Salz , author of the book. The opportunity is not to get lost focus on the wrong thing, current problem vs. beneficial future. Rinse & Repeat. Sell Different !

Objections 339

Objections Prospecting Fashion Face-to-face 339

No More Cold Calling

AUGUST 14, 2019

Soon, people began asking if I had a book. I knew too many people who’d written books and told me it was a horrendous experience. I was introduced to a publishing expert, who could help with my book as well as find an agent. The book was published in 2006, and it’s selling even better today. We wrote the proposal first.

Referrals 291

Referrals Cold Calling Survey Scale 291

SBI Growth

JULY 15, 2024

Dr. Robert Cialdini , a renowned psychologist, emphasizes the principle of liking in his influential book, " Influence: The Psychology of Persuasion. " The classic sales maxim, "People buy from people they like," is supported by extensive behavioral science research.

Buyer 296

Buyer Maximizer Influencer Research 296

Mr. Inside Sales

AUGUST 13, 2021

In my book, Power Phone Scripts , I’ve detailed the success I’ve had using a greeting card campaign to send a personalized card every month for year. ON DEMAND SALES TRAINING THAT GETS RESULTS! This kind of persistence has paid off (and still pays off) Big Time. 3: Send a card—or 12.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

Sales and Marketing Management

DECEMBER 16, 2019

In this emerging Relationship Economy, organizations have to intentionally train their employees to avoid the traps of a low service aptitude and embrace the customer’s perspective. . . Those organizations that focus on human interaction and relationship building will be the ones that dominate in their industries. .

Company 423

Company Customer Insurance Insurance 423

Sales and Marketing Management

MARCH 23, 2020

As popular as it was for leaders and goal-getters, I discovered the habits applied just as well to salespeople, and the book became my how-to manual for selling. The new book, which is authored by Stephen R. At the time, “The 7 Habits of Highly Effective People” was making waves on the bestseller lists, so I picked it up.

Real Estate 320

Real Estate Webinar Metrics Intent Face-to-face 320

Steven Rosen

JANUARY 31, 2023

Based on my experience, you can provide your sales managers with workshops, online training, and leadership books. Developing strong development plans for your frontline sales managers will set an example for your sales managers to do the same with their salespeople.

Sales Leadership 293

Sales Leadership Policies Coaching Consumer 293

DiscoverOrg Sales

JUNE 13, 2018

I’m now responsible for training, daily coaching, revenue – and my team hitting our numbers. Because of their efforts, we are able to book demos with more than 50% of inbound leads; and 35% of our inbound leads go on to become opportunities. It’s a bad day when half of the demos we book are 3+ days out.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

Mr. Inside Sales

SEPTEMBER 10, 2021

In my book, Power Phone Scripts , I talk about the secret of sales. If you’d like over 500 more word-for-word scripts, then invest a few bucks in yourself and get a copy of my book: Power Phone Scripts. ON DEMAND SALES TRAINING THAT GETS RESULTS! Think of that.

Face-to-face 240

Face-to-face Objections Gatekeeper Licensing 240

Sales and Marketing Management

SEPTEMBER 14, 2018

This is meant for educational and training purposes because of the clear examples and useful insights that can easily be understood by analyzing what they do. You can learn more about it in the book by the same title, authored by Jay Conrad Levinson. However, the drug business can be very lucrative, especially the ones that are legal.

Small Business 260

Small Business Small Business Marketing Social Media 260