Alice Heiman

JULY 18, 2023

Before starting SuccessKit, he learned to use case studies to sell and realized that his company didn’t have a way to produce these. Knowing that all salespeople need case studies throughout the sales cycle, SuccessKit was born. It paid off. He started his career in tech sales, moved to management, and then founded SuccessKit in 2016.

Case Study 116

Case Study Study Closing Hiring 116

Sales and Marketing Management

JULY 7, 2020

Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning. More recent studies have revealed that humans have similar reactions to surprise rewards – specifically the anticipation of the reward. What makes unexpected rewards so effective?

Incentives 394

Incentives Incentive Motivation ACT 394

Sales and Marketing Management

FEBRUARY 25, 2021

me) to actually absorb your outstanding training materials, then put them into action to achieve the desired results? . You share these your people and train them in the implementation of these strats and tacs. I also spent the last 40 years training and developing thousands of salespeople and managers. Charbonneau.

Training 194

Training Hiring Webinar Metrics Sales Qualified Lead 194

Sales and Marketing Management

JANUARY 31, 2021

Author: Brian Trautschold As a new hire, structured training and onboarding programs are expected. Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door. Close More Deals. In a week, that average increases to 90 percent.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

Sales 2.0

JULY 17, 2019

I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Since then I’ve sold millions of dollars of technology and services, run my own sales outsourcing and training company, grown a digital agency and pioneered a new approach to selling now known as “social selling”. Closing is easy. Baylor University.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Zoominfo

FEBRUARY 7, 2025

A prospect downloads a competitor comparison chart and begins engaging with high-value case studies. AI recommends industry-specific case studies to buyers based on their role and past engagement, improving relevance and increasing conversion rates. Intent Alignment Track how closely buyer actions (e.g.,

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

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

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 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

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

Pipeliner

JANUARY 16, 2025

Case Studies: Request case studies or detailed accounts of past sales successes to gauge their effectiveness and strategic thinking. Learning Culture: Foster a culture of continuous learning within your sales team by providing access to training resources and development opportunities.

Hiring 104

Hiring Sales Talent Video Lead Scoring 104

SBI Growth

AUGUST 7, 2013

She works closely with marketing to enable her team with content and leads. Skills Training: Unless directed, the sales manager takes an ad-hoc approach to skills. She recommends reading the latest books or product training. He studies the skills needed to execute in the field. Reps that fail are re-trained.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Highspot

FEBRUARY 20, 2025

Key Takeaways AI-powered sales training helps reps build trust by personalizing conversations and addressing buyer needs. According to an Edelman study , nearly 9 in 10 buyers say trust is a key factor when deciding which brand to buy from. That’s where AI-powered sales training can help.

Buyer 52

Buyer Training Coaching Scale 52

Allego

MARCH 13, 2025

But traditional training methodsclassroom sessions, lengthy manuals, and one-off workshopsoften fall short. With it, reps can refine their approach by seeing what works in real-world sales conversationshow high performers handle objections, build relationships, and close deals. What separates top-performing sales teams from the rest?

Lead Rank 62

Lead Rank Call-back Sales Enablement Objections 62

Vengreso

NOVEMBER 19, 2024

AI sales assistants are more than just AI writing assistant software; they are strategic partners that empower sales reps to focus on high-value activities like building relationships and closing deals. This personalized approach can significantly improve the chances of closing deals.

Software 114

Software Software Scale Sales Qualified Lead 114

SBI Growth

JULY 21, 2013

Role of Marketing : Training and quick reference guidance on social selling best practices. Higher close rates and reduced cycle times due to alignment with the buyer. Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Frees sales from day-to-day dependence on marketing for leads.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

Sales and Marketing Management

MARCH 4, 2018

What’s more, a Bain & Company study found that increasing customer retention rates by a mere 5% boosts profits by 25% to 95%. Implement a robust order-tracking system, in addition to a CRM or within your CRM, and train your whole company on it. Let the person closest to the work get close to the customer early on.

Customer Service 286

Customer Service Retention Hiring Account 286

Zoominfo

AUGUST 21, 2019

Sales enablement refers to the process of providing a sales team with the information and content they need to nurture prospects and close deals more efficiently. Case studies. For example, let’s say you have created hundreds of case studies over the years. Closing Thoughts. Video testimonials. Sales emails.

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

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.

Training 52

Training How To Buyer Analytics 52

Mr. Inside Sales

MARCH 2, 2024

Study these 3 interviewing mistakes and make sure YOU don’t make them the next time you’re trying to land your next sales position. Mistake Number Two: Talking past the close. What this tells the hiring manager is that you’re likely to “talk past the close” when on the phone with a prospect! Too many sales reps like to talk.

Hiring 241

Hiring Face-to-face Gatekeeper Licensing 241

SalesFuel

JUNE 27, 2024

I’ve recently learned of a B2B closing technique that combines several familiar tactics. Both works focus on methods that will help you overcome customer indecision and lead to closing more sales. A Corrected Approach to B2B Closing Techniques Dixon studied more than 2.5 Let me lay it out for you.

B2B 102

B2B Closing Strategy Sales Qualified Lead 102

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. What is your closing rate? What is your closing rate?

Sales Process 209

Sales Process Engineering Case Study Call-back 209

SMEI

MARCH 3, 2022

Our step-by-step guide on how to craft the perfect sales presentation walks you through everything sales organizations need to know to make an impactful presentation that will close more sales. There’s no doubt that a well-crafted sales presentation can be the key to landing a new client or closing a big sale. Stay positive.

How To 247

How To Competition Benefit Case Study 247

DiscoverOrg Sales

APRIL 7, 2017

A lifelong sales trainer, Steve has consulted for and trained sales teams for hundreds technology companies. The impetus for this study started from a conversation with one of my clients. The study was completely independent. Even Martin himself was surprised by the results of the study. A Good Data Believer.

Data 227

Data Social Media Ideal Customer Profile Twitter 227

Highspot

JANUARY 23, 2025

Key Takeaways Companies investing in GTM strategies report a 70% increase in closing rates and up to 5x business growth by communicating value. Be sure to master the four Ps of marketingproduct, price, promotion, and placementthrough GTM training. The good news? You don’t have to learn these lessons the hard way.

Course 52

Course Training Strategy Marketing 52

Sales and Marketing Management

NOVEMBER 12, 2018

Studies show that high-performing sales teams depend on strictly enforced structures and processes to get work done. Over 70 percent of all high-performing teams in a study published by HBR were found to have at least a well-documented, if not closely monitored and enforced, sales structure in place. Trainability.

B2B 205

B2B Hiring Lead Rank Scale 205

Hubspot Sales

NOVEMBER 22, 2024

For every exhilarating win — yay, you closed a deal — there’s an all too humbling loss. Blog posts from third parties, industry-specific data, case studies, and customer stories also have the biggest influence on B2B buyer decision-making. Showcase success studies from our previous, related clients. Re-target churned customers.

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

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 117

Enterprise Enterprise Networking Sales Process 117

Pipeliner

FEBRUARY 20, 2025

Titus emphasizes that the key to successful AI implementation lies in the data quality used to train these systems. Training and Development : Train your team on the importance of data quality and how to maintain it. Actionable Advice Invest in Data Infrastructure : Allocate resources to build a robust data management system.

Customer Service 89

Customer Service Video Lead Scoring Lead Rank 89

Steven Rosen

MAY 9, 2018

They need to have a defined process, cadence, training and coaching in place to support their sales managers. What I mean by that, on the last coaching session you ask your rep to work on their openings, today you ask them to work on their closings. The quick answer is both. Sales managers are responsible for executing. Conclusion.

Coaching 251

Coaching Sales Coaching Objections Sales Management 251

Hubspot Sales

AUGUST 20, 2024

A 2023 study from Oracle backs up Dr. Schwartz’s thesis. Helping Customers Overcome Choice Fatigue With the previous concepts in mind, let’s turn them toward your customers to help boost conversions and close sales. Studies have shown this can boost conversions by anywhere from 10-15%. Train your sales reps.

Examples 111

Examples Conversion Customer Licensing 111

The Pipeline

MAY 3, 2018

In disruptive time you need to take a disruptive approach to learning and adopting, One method that allows you to better understand something you have been close to for some time is to look at it through a new set of filters. When the study ended, each group still learned valuable and practical lessons they applied right away.

Airlines 206

Airlines Sports Health Care Analysis 206

No More Cold Calling

APRIL 26, 2021

But while it may be as close as you can get to in-person, it’s not, and you’re not. 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.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Allego

FEBRUARY 20, 2025

In this article, well explore the biggest sales enablement trends for 2025 a nd how leading organizations are using technology, training, and strategy to drive revenue growth. Sales simulations and real-world training. The question isnt if your organization should evolve, but how fast you can make it happen. Lets dive in.

Sales Enablement 62

Sales Enablement Trends Buyer Lead Rank 62

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Training during the last 15+ months [10:43]. powered by Sounder. Sam’s Corner [28:12].

Training 119

Training Scale Webinar Metrics Face-to-face 119

Allego

NOVEMBER 26, 2024

What separates the sales rep who walks away empty-handed from the one who closes the deal? Ready to close deals with confidence? Buyers are more informed, decision-making processes are more complex, and the pressure to close deals is higher than ever. The answer often comes down to one thing: negotiation skills. Let’s dive in.

Negotiation 62

Negotiation Hiring Handbook Case Study 62

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. It’s from me.

Referrals 279

Referrals Top of Funnel Account Scale 279

Zoominfo

JULY 2, 2020

Closing more sales. 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. Closing Thoughts on Marketing Automation. The ultimate goal?

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246