SBI Growth

MARCH 3, 2013

Target Buyer Persona Profiles. The next step to a successful product launch is identifying the target Buyer Personas. Buyer Personas answer the following key questions: What are the buyer’s objectives? What’s important to the buyer? Your Buyer Persona research should answer these questions.

Ideal Customer Profile 306

Ideal Customer Profile Buyer Persona Segment Education 306

SBI Growth

NOVEMBER 19, 2013

Create/Update Your Buyer Personas: Great content is based on research captured in Buyer Personas. Personas are representations of who your buyers are and what they are trying to accomplish. If you don’t keep pace with your buyers, your competitors will outpace you.

Outsourcing Services 317

Outsourcing Services Buyer Persona Infusion Exercises 317

SBI Growth

DECEMBER 1, 2012

Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Over the past year, many organizations have built buyer personas (Read more about buyer personas here and here ). 4 Keys to Making the Persona Project Successful. Specific examples of how to use personas. .

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

SBI Growth

APRIL 27, 2013

It didn’t matter how much training or communication they received – they were simply “old dogs that couldn’t learn new tricks.”. The buyer environment has changed to be: More social. Lacks awareness of buyer personas. Jumped in with both feet to try out buyer personas.

Buyer Persona 335

Buyer Persona Networking LinkedIn Consumer 335

SBI Growth

SEPTEMBER 21, 2013

The buyer is still trying to determine if they need to solve it. Give pricing too early – over the years, buyers have been trained by bad sales people. They have been trained to ask for product information and a price. You have to train them otherwise. Rushing the price quote makes the buyer hesitate.

Buyer Persona 297

Buyer Persona Decision Maker Buyer Objections 297

Allego

DECEMBER 10, 2024

Sales training can deliver a staggering 353% return on investment, according to a study by Southern New Hampshire University. This gap leaves sales managers asking an essential question: How do you demonstrate the ROI of sales training in a credible, reliable way? Proving the impact of sales training is no small feat.

ROI 62

ROI Training Lead Rank Lead Scoring 62

SBI Growth

JANUARY 18, 2014

Access to new target buyers is a great leading indicator of success. There are 3 simple steps: Educate: Build Buyer Personas for each stakeholder involved in the buying process. Personas help the sales rep get inside the mind of the buyer. Personas build confidence.

Buyer Persona 303

Buyer Persona Referrals Ideal Customer Profile Buyer 303

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 63

Training Strategy Ideal Customer Profile Lead Scoring 63

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

Highspot

NOVEMBER 24, 2024

It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention. What is Sales Enablement Training? What Does Sales Enablement Training Include?

Sales Enablement 52

Sales Enablement Training Top of Funnel How To 52

SBI Growth

NOVEMBER 27, 2013

Target Buyer Persona Profiles. Buying Process Maps for target personas. Training material/courseware for sales team. Direct sales team and channel partner communications and training complete. The goal of this step is to confirm deployment readiness. Pricing Guidelines. Channel Strategy & Sales Goals.

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation Targets 288

SBI Growth

MAY 24, 2013

Sales Onboarding vs. Sales Training. Sales onboarding programs differ from on-going sales training. Using standard sales training for new hires is a sure-fire recipe for long ramp times. She was eager to train for her new role selling software solutions. Sales onboarding must enable new hires to recognize each Persona.

Hiring 324

Hiring Customer Telecommunications Pharmaceuticals 324

Allego

FEBRUARY 27, 2025

Your top rep just completed a high-impact sales training session. This rapid decline in knowledge retention leads to inconsistent sales execution, wasted training investments, and a constant struggle to keep teams aligned on best practices. times more likely to provide ongoing reinforcement training compared to less effective teams.

Training 62

Training Hiring Retention Exercises 62

Allego

FEBRUARY 18, 2025

Sales training has never been more criticalor more challenging. Markets shift overnight, competitors launch new products in a flash, and buyer expectations evolve at breakneck speed. This groundbreaking technology is transforming how enablement teams create, update, and personalize sales training content atunprecedented speed.

Training 62

Training Scale Hiring Lead Rank 62

SBI Growth

JULY 31, 2013

Training reps on more than one process is time consuming and hard. Embrace the fact buyers have changed. This involves activities like big deal reviews and rep led training. Monthly sessions to discuss changes in key buyer persona behavior is a norm. What options do you have? Leadership has also blessed it.

Sales Process 321

Sales Process Buyer Persona Buyer Segment 321

SBI Growth

OCTOBER 30, 2012

Training sales to sell new products. Creating buyer personas that teach sales what to say on calls. They are willing and able to work cohesively with sales to drive revenue. The ‘doer’ is concerned about sales results. They work to deliver this through focusing on: Pipeline creation. New customer revenue.

Lead Scoring 331

Lead Scoring Lead Rank Hiring Marketing Qualified Lead 331

SBI Growth

DECEMBER 20, 2013

Are your systems and training mobile enabled? The Tablet: Do you provide content that addresses your buyer’s market problems? Or is your buyer reading someone else’s content on their tablet? Do you have visibility to what buyers are doing during this time? Top 10 Sales Innovations.

Hiring 314

Hiring Marketing Scale Buyer Persona 314

Zoominfo

JULY 16, 2018

Marketers can answer this important question by creating buyer personas. In simple terms, a buyer persona is a profile containing the characteristics of your ideal buyer. To attract more sales-ready leads, buyer personas must inform your webinar strategy at every level. 3. Promote your webinar.

Lead Rank 209

Lead Rank Webinar Metrics Lead Scoring Sales Qualified Lead 209

SBI Growth

OCTOBER 12, 2013

Get the sales team trained on how to sell socially. Commit to Operationalizing Buyer Personas : If your company has personas developed, here are several tangible ways to do this. Build the personas into your CRM. As the primary team responsible for sales tools, it’s time to re-evaluate. Get LinkedIn upgrades.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Hubspot Sales

OCTOBER 14, 2020

We wrote this article to help you gain a better understanding of why training your reps in social selling is so important and how to go about doing so. Social Media Training for Sales Reps. Why is it so important to train your sales reps in social selling? And what benefits will you get out of training reps in social selling?

Social Selling 137

Social Selling Training Social Media How To 137

SBI Growth

NOVEMBER 20, 2013

They ask questions about social media tools and training they can deploy in the new role. Access to New Buyers: Top sales reps continually seek to expand their connections. They value help in gaining access to more buyers and widening their circles. They recognize the immense emerging power of social media.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

Hubspot Sales

AUGUST 6, 2019

Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). When you're creating a new-hire training plan, remember a few things : Keep your training plan personalized, because no two reps are the same. Pre-week training. Product Training.

Hiring 145

Hiring Training Hubspot Inbound 145

Sales and Marketing Management

APRIL 9, 2018

This requires going beyond one-size-fits-all training and development programs that are measured by simple pass/fail certifications or completion rates. Many sales leaders hire long-tenured reps with the misguided assumption that they don’t have to invest in training. The Missing Metric.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

SBI Growth

NOVEMBER 4, 2013

For example: Discussion of a new buyer persona. Addressing new buyer needs. Reassessing the buyer’s journey. Secure a new sales tool, or a training session that will boost their productivity. Instead, spend that time engaging reps with something that will pay dividends in 2014? Otherwise, forget about it.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

SBI Growth

SEPTEMBER 9, 2012

When marketers need to add a new capability, we typically do it one of three ways; Invest in training/developing an existing staff member. SBI's Lead Generation offering provides our clients with Content Audits mapped to the buyer's journey, Buyer Personas, and a host of writing tools for success.

Lead Generation 306

Lead Generation Outsourcing Services Lead Scoring Lead Rank 306

Hubspot Sales

SEPTEMBER 30, 2019

There are nearly 15 million salespeople working in the United States, and they spend weeks or even months training for success in their role. Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Use a sales training template.

Hiring 144

Hiring Training Exercises Hubspot 144

SBI Growth

FEBRUARY 4, 2013

Understand who buys your product or service, the buyer persona. Onboarding is more than just scheduling new hires for Sales Training 101 class. Hire the right people by defining fit and competencies for the job. Avoid the treacherous and hidden costs of mis-hires. Learn what customers value from the sales support team.

Sales Talent 282

Sales Talent Hiring Lead Rank Ideal Customer Profile 282

SBI Growth

FEBRUARY 24, 2014

He mentioned the obstacles he faces in creating compelling sales training for new products. One of his biggest hurdles was the lack of alignment between training and marketing. The message confused the buyer and the unique value proposition was unclear. And improve your ability to train salespeople on new products.

Sales Enablement 200

Sales Enablement Marketing Collateral Face-to-face 200

SBI Growth

FEBRUARY 18, 2014

HR is done with the new-hire training. Most onboarding programs focus on a mixture of internal processes and product training. You should work with HR and/or your sales training department to produce the necessary materials. Buyer Personas & Buying Process Maps. Don’t pawn it off on HR or Sales Training.

Hiring 202

Hiring How To Buyer Persona Demand Generation Targets 202

Zoominfo

MARCH 4, 2021

Research is essential in this stage — you want to know who’s fit to be a buyer, and you want to tell them exactly what they want to hear. Use your defined buyer personas and ideal customer profiles (ICPs). So let’s begin our list of tips!: Find stakeholders in charge of purchasing decisions. Engagement. Onboarding and Feedback.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Scoring Lead Rank 246

SBI Growth

SEPTEMBER 5, 2012

Training or Individual Development Plans that go unfinished or without progress. Determine the Rep’s ability to evolve by looking at what training they have completed or even requested. Recent spike in LinkedIn network activity (but this could simply be a push to get into more accounts).

Sales Talent 288

Sales Talent Hiring Lead Scoring Lead Rank 288

Highspot

JANUARY 23, 2025

Be sure to master the four Ps of marketingproduct, price, promotion, and placementthrough GTM training. Go-to-market training equips you with the marketing, product, and sales skills to avoid launching a product no one needs. Why Go-to-Market Training Matters Markets are constantly changing, and buyer behavior evolves quickly.

Course 52

Course Training Strategy Marketing 52

Score More Sales

SEPTEMBER 9, 2013

Know who your buyers are – each type of buyer, often called buyer personas. Create sales messaging around these buyer types. Formulate a strategy to contact your target buyers with different messaging than by using the same over and over and over. How to Solve This Once and For All.

Inside Sales 222

Inside Sales Lead Scoring Lead Rank Buyer Persona 222

Hubspot Sales

DECEMBER 21, 2020

Where MEDDIC can get complicated is not in its execution but in preparing your sales team to seek the right information according to your buyer personas. Create professional, customizable buyer personas in minutes with the help of our free Make My Persona generator. MEDDIC Sales Qualification Steps.

Buyer Persona 139

Buyer Persona Sales Qualified Lead Buyer Decision Maker 139

Pointclear

JULY 16, 2013

Does your firm have the capacity and expertise to develop targeted content for different buyer personas at different stages of the sales funnel? Despite their best intentions, many B2B companies are not able to generate the frequent high-quality content necessary to fuel an inbound marketing lead generation program.

Lead Generation 225

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 225

The Digital Sales Institute

MARCH 29, 2021

Now more than ever it is important to have some sales training ideas to engage the remote or home based salesperson. Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The Importance of Sales Training. Sales Training Ideas to Try.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

criteria for success

MAY 4, 2022

To better understand your buyers, start by considering their “buyer persona” A buyer persona is a way to categorize and organize your buyers. Think of a buyer persona as a representation of the person or group of people most likely to be interested in your product. Download Now.

Buyer Persona 96

Buyer Persona Buyer Collateral Case Study 96