SBI Growth

JULY 23, 2013

As the following BMW case study illustrates, Social Selling impacts the entire organization. Sales reps are trained to spread messages quickly. The team needs to be trained on how to promote the Value Proposition socially. As the agent of sales enablement and training, you play a key role. BMW Electric Uproar.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Zoominfo

AUGUST 21, 2019

Case studies. That includes onboarding documents for new customers, training collateral for new sales hires, and marketing reports that provide insights into audience behavior. . For example, let’s say you have created hundreds of case studies over the years. Video testimonials. Sales emails.

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

SBI Growth

JULY 21, 2013

Role of Marketing : Training and quick reference guidance on social selling best practices. Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Social Selling Guidance - A modern prospecting methodology that fills the funnel with opportunities.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

SBI Growth

OCTOBER 11, 2013

He trained his sales leadership team at each company to expect change. They implemented a new competency model and case study method. Technology, training, process and tools. Why Jim is Good— He has figured out how to make the complex simple. Jim has decided that his team can only drive 3 initiatives per year.

Outsourcing Services 314

Outsourcing Services Hiring Scale Trade Show 314

SBI Growth

DECEMBER 24, 2012

Content” means blogs, whitepapers, webinars, slide shares, tweets, reviews, eBooks, podcasts, case studies, etc. However, Jim has not trained his team to follow a hiring process. When they do, do they “bump into” you? What kind of an opinion do they form? Content “sells” your product before your Buyer meets with your rep.

Hiring 326

Hiring Lead Rank Collateral Case Study 326

No More Cold Calling

JUNE 8, 2023

The program was a case study. We were asked to discuss the issues that concerned us from our different vantage points so that, in the end, the client in the case study would be particularly well-served and protected. We were trained to minimize and eliminate the threat without having to first think very hard about it.

Insurance 177

Insurance Insurance Case Study How To 177

The Pipeline

OCTOBER 6, 2016

Vendors are happy to supply the case studies, ROI calculators, white papers, and all the rationale one needs to at that next app to their stack. Seems to me if McDonald’s can train their counter clerks to if you want fries with that shake , how hard should it be for your team to do that without an app?

Fashion 291

Fashion Case Study Exercises Buyer 291

SBI Growth

NOVEMBER 25, 2012

Then training the team and putting a process in place to produce consistent content on a content calendar. My favorite case studies have been ones that show how changing the picture of someone looking face forward to looking at the form on a page increases the conversion rate. This doesn’t have to be complicated.

Lead Rank 287

Lead Rank Lead Scoring Conversion Leads 287

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. Customer testimonials and case studies can be effective. “Video conferencing is a great way to get face to face with clients. Your competition is probably still fooling around with technology.”.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Zoominfo

JULY 16, 2018

Case studies: Why are case studies an effective webinar format? Case studies provide social proof that your product can deliver. In fact, 42% of B2B buyers find case studies to be valuable in the late stage of the buying process ( source ). 3. Promote your webinar.

Lead Rank 209

Lead Rank Webinar Metrics Lead Scoring Sales Qualified Lead 209

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

Fashion 105

Fashion Training Software Software 105

SBI Growth

NOVEMBER 6, 2013

Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Role of Marketing: Training and quick reference guidance on social selling best practices. Social Prospecting Guidance. A modern prospecting methodology that fills the funnel with opportunities.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

Steven Rosen

JUNE 12, 2017

With so many competing demands, with little or no training and development , the question becomes where can you turn to get honest and insightful feedback on overcoming your biggest challenges? I have been repeatedly asked to provide sales managers with case studies on how to coach difficult sales reps.

Webinar Metrics 184

Webinar Metrics Sales Management Hiring Case Study 184

Sales and Marketing Management

JUNE 30, 2019

Author: Greg Flynn Imagine a marathon runner starting a race without having trained or even stretched beforehand. In all these cases, it’s inconceivable that prep work and a solid foundation wouldn’t precede the final product or event. Or a restaurant serving newly conceived meals that no one had sampled previously.

Hiring 221

Hiring Retention Case Study Maximizer 221

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

Sales Hacker Training

JULY 24, 2020

That’s why ongoing product knowledge training needs to be a priority in every sales team. So, today, I’m going to walk you through five key areas you need to focus on for successful product knowledge training so your reps can start winning more deals. The Pitfalls of Poor (or no) Product Knowledge Training.

Training 116

Training ROI Software Software 116

Sales Hacker

JUNE 4, 2024

How to train your sales team to sell to highly technical buyers and decision-makers. Strategies for turning around challenging customer relationships, with a case study on closing SpaceX and growing it from 0 to 10M ARR. 39:56) Balancing product training and sales process training. (44:39)

Enterprise 96

Enterprise Enterprise Networking Sales Process 96

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. Start a free trial 3.

Training 98

Training Hiring Construction Case Study 98

No More Cold Calling

OCTOBER 5, 2017

It also made me curious: Why is it that posts about lead generation for account based sales never mention referrals , but tout emails, phone calls, videos, custom content, direct mail, social media, ads, webinars, events, testimonials, case studies, etc.? They need to be trained in how to ask for referrals successfully.

Referrals 279

Referrals Top of Funnel Account Scale 279

Zoominfo

JULY 2, 2020

This new email list will send out thank-you emails, and then encourage them to download a case study. Invest in training. Professional training may seem pricey, but ultimately, this step will save your organization in the long run. Luckily, most vendors offer training as a part of your original investment.

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Sales and Marketing Management

MAY 9, 2019

There are hundreds of sales training companies offering thousands of programs in all aspects of selling: call planning, presenting, negotiating, managing key accounts, questioning and more. There had to be a better, less confusing and practical way to improve sales training. I concluded they didn’t scratch the itch.

Sales Process 209

Sales Process Engineering Case Study Call-back 209

Janek Performance Group

OCTOBER 16, 2024

One of the most effective ways to ensure your team’s success is investing in training and development. In fact, Qwilr notes the following sales training statistics : Today, 70% of sellers lack formal training. Nearly half of account executives (47%) cite poor training/onboarding as a factor in leaving.

Training 62

Training Webinar Metrics ROI Objections 62

Zoominfo

SEPTEMBER 4, 2019

Provide ongoing customer education and training. On the other hand, when you offer ongoing assistance and training, you show customers that your business genuinely cares about their experience. We also recommend hosting ongoing training sessions that help both new and old customers get the most out of your products.

Loyalty 206

Loyalty Customer Incentives Incentive 206

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

Zoominfo

APRIL 26, 2018

Training and onboarding. Around 3 in 4 organizations use classroom training as their primary way to train salespeople ( source ). High-performing sales organizations are twice as likely to provide ongoing training as low-performing ones ( source ). Continuous training gives 50% higher net sales per employee ( source ).

Hiring 197

Hiring Referrals Cold Calling B2B 197

Zoominfo

JUNE 9, 2019

If so, great – make sure you show them plenty of case studies. Information about stakeholders allows you to provide proper training and assistance to each person on the buying committee. This question also gives you immediate insight into what’s important to this person. For example, do they value peer recommendations?

B2B 252

B2B Closing Guarantee Scale 252

Sandler Training

OCTOBER 13, 2020

Find John Livesay at: [link] In this episode: Best attitude, behavior, and technique to succeed at better selling through storytelling Turn a case study into a case story and people will listen and remember you The key to dealing with rejection is,… The post How to Succeed at Better Selling through Storytelling [PODCAST] appeared first on Sandler (..)

Case Study 113

Case Study How To Study Training 113

Partners in Excellence

APRIL 10, 2024

Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. Sales enablement is providing high quality training. Our training dollars are wasted unless management continues to coach and reinforce that training.

Case Study 133

Case Study Marketing Qualified Lead Scale Engineering 133

DiscoverOrg Sales

AUGUST 2, 2017

Sales can only talk about product benefits so effectively; it’s marketing’s job to anticipate a prospect’s questions and show them the answers through how-to videos, case studies, hyper-focused articles, and other pieces that help convert. Case studies and testimonials are unique in the marketing world because they humanize companies.

Top of Funnel 175

Top of Funnel Marketing Lead Rank Hiring 175

Zoominfo

SEPTEMBER 25, 2020

It’s also cheaper to keep an existing customer than it is to acquire a new one (think marketing campaign costs and new user training, for example). Throughout your effort at finding and scaling your go-to-market, you need to be carefully studying your customers’ experience with the product ,” wrote CEO coach and angel investor Matt Munson.

Loyalty 190

Loyalty Scale Customer Marketing 190

Shari Levitin

JUNE 29, 2020

We saw teams training, growing, and staying accountable even while physically distanced. We created virtual rock shows complete with themes, contests, breakout rooms, collaboration, and real­ life case studies. In fact, many of them had taken advantage of our virtual learning long before “going virtual” became a necessity.

Hiring 165

Hiring How To Cancellation Case Study 165

Zoominfo

MAY 20, 2018

The interviewer will be a well-trained professional. Would you be willing to participate in a case study or testimonial? Lost prospects and new customers will be more comfortable sharing their unfiltered opinions with a third-party. What advice would you give our sales team moving forward? Would you recommend our company?

Analysis 223

Analysis B2B Hiring How To 223

Partners in Excellence

JANUARY 19, 2021

We provide training, tools, coaching, support to our sales people. They think about on-line shopping carts, other types of electronic ordering, or well trained/polite order entry professionals. We dump endless data sheets, case studies, marketing brochures on them. But we are missing something important.

Case Study 147

Case Study Comparison Sales Enablement Relationals 147

Sales and Marketing Management

OCTOBER 23, 2017

In the demand generation stages of Capture, Nurture and Convert, rely on eBooks, white papers, webinars and third-party content like analyst reports and case studies to validate why you’re right vendor. In the Expand phase, think about training and adoption. Sweat the tactics.

Marketing 192

Marketing eBook Social Media Trade Show 192

Partners in Excellence

FEBRUARY 3, 2021

We will provide references, case studies to support our arguments. What If We Managed Our People The Way We Sold To Our… Sales Training And Human Interaction Removing Obstacles To Buying. All sorts of techniques are used to try to convince the customer. We will reinforce that with incentives or discounts.

Customer 158

Customer Case Study Face-to-face Incentives 158

Sales Hacker

AUGUST 12, 2021

To ensure the right people are involved in the conversation at the correct times, you need to provide your employees with the right materials, training, and guidance. It’s crucial to train reps to build out the buying team from the start of each deal to ensure that deals are multi-threaded. Equally as important?

Decision Maker 128

Decision Maker Buyer Persona Collateral Case Study 128

Janek Performance Group

MARCH 8, 2024

Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. In 2023, on average, Janek clients realized a 1188 percent return on their training investment.

Training 62

Training Face-to-face Education Negotiation 62