Sales and Marketing Management

JULY 27, 2022

Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor. She talks about how she goes to market and how companies can be smarter buyers of sales training.

Webinar Metrics 390

Webinar Metrics Buyer Sales Training 390

Highspot

APRIL 1, 2025

That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. Sales managers know role-play is essential to improve sales performance , yet the old methods make it difficult to coach effectively and drive improvement. Mistakes are actual learning opportunities, not career setbacks.

Training 52

Training Sales Management Hiring Lead Rank 52

Sales and Marketing Management

JANUARY 16, 2020

Author: SMM Sales managers rely on meticulous onboarding programs, continuous coaching and extensive product instruction to instill confidence in their sales reps. Turns out, one of the main challenges in successfully guiding a prospect through the buying process is the buyer’s own lack of confidence. buyer enablement”?—?while

Buyer 194

Buyer Scale Face-to-face Report 194

Allego

DECEMBER 10, 2024

Sales training can deliver a staggering 353% return on investment, according to a study by Southern New Hampshire University. How does this ROI translate into measurable improvements like higher sales, shorter deal cycles, or larger contracts? Proving the impact of sales training is no small feat. Be specific.

ROI 62

ROI Training Lead Rank Lead Scoring 62

Adaptive Business Services

APRIL 23, 2025

Division Sales Manager for another large sign company, I elected to spend my final years as a commission only salesperson. In a sales position, while I only worked with one local company, I did so as an independent contractor. I would also be happy to connect you to managed I.T.

Buyer 71

Buyer Hiring Government Proposal 71

Allego

FEBRUARY 11, 2025

B2B sales isnt what it used to be. Todays buyers are more informed, more skeptical, and more independent than ever before. They conduct extensive research, engage with sales reps late in the process, andperhaps most challenging of allrarely make decisions alone. What Is B2B Sales Training? Get your copy now.

B2B 62

B2B Training B2C Scale 62

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

Vengreso

JANUARY 22, 2025

Ready to enhance your sales skills? Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies.

Training 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

Alice Heiman

APRIL 29, 2025

She shares how the sales landscape has shifted, what todays buyers expect, and how coaching helps sellers adjust to modern buying behavior. Youll learn why relying on outdated training methods wont cut itand what sales managers actually need to do to develop and support their teams.

Coaching 62

Coaching Training Channels LinkedIn 62

Sales and Marketing Management

JULY 26, 2018

And, at that point, the winners and losers will be separated by how well they combine their sales talents with skills for using AI. Before that happens, though, the AI has to be trained?—? If mere access to data was the key to sales results, the widespread use of CRM should have had a “rising tide lifts all boats” effect on sales.

Training 206

Training Penetration Government CRM 206

Pipeliner

FEBRUARY 16, 2025

Introduction to Matt McDarby Matt McDarby, the president of United Sales Resources, brings over 15 years of experience in developing sales managers and leaders. His expertise lies in equipping sales leaders with the skills necessary to drive change and foster team development.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Mindtickle

APRIL 23, 2025

Todays automotive buyers are better informed, more selective, and expect highly personalized experiences from the moment they step into the showroom. Yet, traditional training methods often fall short when it comes to preparing automotive sales reps to face (and overcome) these complex selling scenarios.

Automotive 52

Automotive Training Coaching Buyer 52

Mindtickle

MAY 8, 2025

The value of corporate training is undeniable. With a strong corporate training program, you can not only onboard sellers faster, but also ensure each rep is always equipped with the knowledge and skills needed to achieve their long-term goals. In fact, studies show that ongoing training can lead to a 50% boost in net sales per rep.

Software 52

Software Software Training Scale 52

No More Cold Calling

JULY 29, 2021

Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. The buyers had no idea why they were meeting, and the salesperson didn’t ask enough discovery questions to offer tailored solutions. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Mindtickle

FEBRUARY 11, 2025

In 2025, new vehicles sales will reach 0 M units But that doesnt mean automotive sales will suddenly be easy or guaranteed. Automotive buyers have high expectations and an overwhelming amount of options. Reciting a list of features isnt enough to meet those expectations and drive automotive sales.

Automotive 52

Automotive Sales Enablement Training Guarantee 52

Highspot

NOVEMBER 24, 2024

Imagine having a sales team that hits or exceeds their targets without fail. 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.

Sales Enablement 52

Sales Enablement Training Top of Funnel How To 52

SBI Growth

OCTOBER 7, 2013

New initiatives, processes, training and headcount are on their list. If you’ve been following SBI’s blog lately, you’ve read a lot about the changing B2B landscape: Your buyers have changed. Your reps need to sell the way your buyers want to buy. Sales Process Execution – The ability to sell the way a buyer wants to buy.

Hiring 316

Hiring Face-to-face Follow-up Buyer 316

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. This has created a new burden on sales reps, who must learn to sell an entirely new product category.

Training 52

Training How To Buyer Analytics 52

No More Cold Calling

MAY 29, 2014

Sage advice from a sales VP I used to work under: “Joanne, never leave a meeting without giving your buyer a task. His words of wisdom have proven to be true, and this philosophy has helped me increase my sales effectiveness time and time again. The information or action you expected from the buyer doesn’t happen.

Sage 296

Sage Small Business Small Business Follow-up 296

Highspot

JANUARY 23, 2025

Yet, a rapidly changing landscape of technologies and buyer expectations can outpace professional development and overwhelm even seasoned professionals. Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships.

Training 52

Training Negotiation Exercises Proposal 52

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Do This— Start with a Sales Strategy Blueprint. To have a sales strategy you can execute, it must follow a structured path. You sell to a more informed buyer. Sales training.

Compensation 325

Compensation Social Media Incentives Incentive 325

Cincom Smart Selling

APRIL 21, 2025

This shift has redefined the role of sales leadership. Its no longer just about hitting quotas; its about designing and executing sales management in a way that is data-driven, technologically integrated, and strategically aligned with the broader business objectives. What is Sales Management?

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

Steven Rosen

APRIL 4, 2022

In the pre-COVID days, sales managers would ride along with a sales rep for the day. They would observe calls, ask questions to help the sales rep evaluate what worked well and didn’t work, and have the rep come up with ways they would commit to improving their selling skills. Step 2, is Coaching Focus.

Coaching 290

Coaching Face-to-face Selling Skills Sales Coaching 290

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. Highly effective sales teams are 4.8 Sound familiar? Theyre also 2.2

Training 62

Training Hiring Retention Exercises 62

Mr. Inside Sales

JANUARY 8, 2021

And believe me, you’re not so bad that an interested buyer will be put off by you, so don’t worry! Like my first sales manager used to say: “There’s nothing to it but to do it.”. ON DEMAND SALES TRAINING THAT GETS RESULTS! Instead, just use a good script, remember to ask questions and truly listen to their replies.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Decision Maker 313

DiscoverOrg Sales

DECEMBER 4, 2017

This means that, in total, 44% of businesses have not aligned their sales processes to the customer journey in any meaningful way. Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer. Streamlining the sales process. Training, training, training. Looking to Achieve High Growth?

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales and Marketing Management

DECEMBER 14, 2020

Learning to manage sales virtually versus the way we’d done it historically was going to be a learning curve,” Kavadellas said. Buyers have increasingly embraced completing their own research for years. What does it mean for B2B sales managers as they strategize for 2021? What should sales kickoffs look like?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers.

Training 116

Training Hiring How To Proposal 116

Sales and Marketing Management

MAY 7, 2018

At the Sales Enablement Society conference in Dallas this past October, the Definition Working Group unveiled their definition: Sales Enablement ensures buyers are engaged at the right time and place, and with the right assets by well-trained, client-facing staff to provide a world-class experience along the customer’s journey.

Sales Enablement 192

Sales Enablement Hiring Compensation Buyer 192

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

Mindtickle

JANUARY 14, 2025

Instead, sales negotiations often happen until the buyer and seller reach a mutually beneficial agreement. B2B sellers must master the right sales skills to expertly navigate these negotiations and start closing more deals. Some people find sales negotiations uncomfortable. Why does sales negotiation training matter?

Negotiation 105

Negotiation Closing Training Face-to-face 105

Zoominfo

JULY 13, 2021

We launched Workflows to activate market insights, buyer intent, and website activity. Chorus captures and analyzes phone calls, video meetings, and emails to unearth insights that enable revenue teams to deliver tailored coaching, replicate winning behaviors, and target with greater precision throughout the buyer journey.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

The Pipeline

SEPTEMBER 23, 2021

The challenge has been defining Sales Enablement, is it training, sales operations, strategic, tactical, or some other thing. It turns out, sales enablement isn’t just training, or content, or technology. Sales enablement supports the sales force, but it all starts with the buyer in mind, with Buyer Acumen.

Sales Enablement 201

Sales Enablement Scale Hiring Maximizer 201

Cincom Smart Selling

FEBRUARY 21, 2025

However, the true power of CPQ lies in proper training. A well-trained sales team can navigate the system effortlessly, configure products accurately, and apply pricing rules without errors. Without the right training, inefficiencies and mistakes can slow down the sales cycle, leading to lost opportunities.

Training 48

Training Closing Discount Lead Rank 48

criteria for success

MAY 4, 2025

Getting the right players in the right positions is the key to sales success. The unfortunate truth is that sales managers are often former sales reps who were promoted for closing lots of deals but received no further training prior to taking on the new position. Struggle to consistently coach their sales reps?

Hiring 52

Hiring Sales Qualified Lead Collateral Buyer Persona 52