Understanding the Sales Force

JUNE 11, 2012

Is it: Improved Selling Skills? Bertter Demos? Understanding the Sales Force by Dave Kurlan What jump starts sales performance? Here are the first 30 I thought of. Change in Attitude? More Intensity? Written Goals? Effective Targeting? Stronger Motivation. Stronger Desire? More Pride? More Determination? New Sales Talent?

Lead Rank 193

Lead Rank Incentive Incentives Sports 193

Awarathon

APRIL 25, 2025

This is where AI coaching, AI roleplay, and scalable sales training tools step in to transform GTM teams into high-performing, revenue-generating machines. Scalable Sales Training Whether it’s 5 or 500 reps, AI-driven platforms scale coaching efficiently without increasing trainer workload. Click here to schedule a demo today!

Scale 52

Scale Coaching Sales Qualified Lead Hiring 52

Gong.io

MAY 20, 2021

When you conduct a demo, you want the same thing to happen. You want the product to sell itself with just one taste. Your goal is for the demo to be short, controlled, and concise. (No A common feature we saw across winning demos is that they were backed by good discovery calls. . What exactly can make a demo too complex?

Data 83

Data Infusion Call-back Exact 83

Igniting Sales Transformation

DECEMBER 1, 2019

Though the “goal” is to set the stage for sales success, SKO agendas are dominated with things that do not help salespeople be better at the craft of selling. Use your SKO time to train your sellers how to be better at selling; otherwise scrap the meeting. Lack of training? SKO’s are expensive!

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Meeting Decision Maker Revelation ACT 130

Allego

NOVEMBER 12, 2024

This shift has made sales skills training more essential than ever before. Reps need more than just product knowledge to succeed—they need a combination of hard and soft skills to build trust, engage effectively, and close deals. This is where a well-rounded sales skills training program can make all the difference.

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Hiring Handbook Negotiation Buyer 62

Mindtickle

SEPTEMBER 6, 2023

The following sales stats can bolster sellers’ self-assurance and serve as a tool to pinpoint areas where further sales training may be necessary. Supercharge Seller Training Do you have a way to make sure every seller has the skills they need to close every deal? Mindtickle can help.

Selling Skills 52

Selling Skills B2B Buyer Training 52

Allego

OCTOBER 15, 2024

Instead of launching into a product demo, the consultative sales rep asks thoughtful, open-ended questions: What are your biggest challenges when it comes to financial reporting? In consultative selling, reps earn trust by providing value without pushing for a sale. Now, let’s look at the consultative approach.

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Consultative Selling Lead Scoring Lead Rank How To 62

Mr. Inside Sales

AUGUST 28, 2017

This is one of my favorite sayings, and I love to use it during training or during a speaking event. Think about it: If your prospect tells you at the end of your demo that they need to talk to their partner or spouse before they can make a decision, the right response isn’t, “Okay, when do you think I can call you back?”

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Call-back Face-to-face Selling Skills Objections 124

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. The trick is knowing what training program and techniques to use. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training?

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Training Lead Rank Hiring Course 92

Allego

JANUARY 12, 2022

That means you must get serious about virtual selling and help your team develop and sharpen their virtual selling skills. Here are four things you can do to improve your reps’ virtual selling: Make sure sellers have up-to-date selling skills. And remember to train your reps on how to use the tools.

How To 116

How To Selling Skills Collateral Microsoft 116

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention.

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Closing Training Buying Cycle Incentive 61

Sales Hacker

FEBRUARY 17, 2021

As my product knowledge increased and selling skills became more polished, I felt I could really own the deals in my pipeline – proving to myself that I could win deals solo. If I was a “true AE,” then I should be able to take a deal full-cycle from demo to close, leaning on subject matter experts only as needed, right?

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Energy Up-Sell Call-back Case Study 131

No More Cold Calling

NOVEMBER 29, 2016

Learn more about referral selling in this month’s blog posts from No More Cold Calling: 3 Referral Selling Skills All B2B Sales Reps Should Practice. Building professional skills takes practice—deliberate practice. Read “ 3 Referral Selling Skills All B2B Sales Reps Should Practice.”). Big mistake.

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Referrals Cold Calling Lead Generation Call-back 120

Mindtickle

DECEMBER 8, 2024

Chances are, you invest plenty of time and resources into developing and delivering sales training programs. Research tells us that, on average, companies in the US spend about $1,500 per sales rep each year on training. Thats why its critical to determine whether or not your sales training is making an impact. Youre not alone.

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Lead Rank Training Top of Funnel Lead Scoring 52

Mindtickle

DECEMBER 3, 2024

of buyers say reps don't understand their goals 0 % Now, more than ever, revenue enablement teams must equip sellers with the right tools, training, and information to meet customers’ expectations and earn their trust. #2: It all starts with defining what skills and competencies are needed for each role on the revenue team.

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Sales Enablement Trends Scale B2B 52

No More Cold Calling

APRIL 9, 2015

Why 74 Percent of Salespeople Are Failing Most new salespeople receive little training, even less coaching, and no real-world experience. Most of these struggling salespeople could improve with training. They’ve never had any training to build those skills. Train them. So they “wing it” and fail.

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Hiring Lead Scoring Lead Rank Guidelines 120

Mindtickle

AUGUST 16, 2017

One of the most common questions that our customers ask us is how to measure the impact of their sales training. is a benchmark framework that has been used for over 60 years across many disciplines to measure the impact of sales training. In this post, I’ll outline the Kirkpatrick Model and how it applies to sales training.

Lead Rank 52

Lead Rank Training Top of Funnel Forecasting 52

Mindtickle

AUGUST 16, 2017

One of the most common questions that our customers ask us is how to measure the impact of their sales training. is a benchmark framework that has been used for over 60 years across many disciplines to measure the impact of sales training. In this post, I’ll outline the Kirkpatrick Model and how it applies to sales training.

Lead Rank 52

Lead Rank Training Top of Funnel Forecasting 52

BrainShark

MAY 3, 2022

Building and maintaining an effective sales training program is a difficult and continuous process. Brainshark , a Bigtincan company, is a sales enablement solution that: Makes creating training content easy. Lets you evaluate your training program’s impact on sales KPIs. How long will your training materials be?

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Training Hiring How To Course 71

BrainShark

MAY 2, 2022

Virtual sales training is any synchronous or asynchronous learning provided online or via a digitalized experience. This means training can be delivered across multiple locations simultaneously and, in the case of asynchronous learning, at any time that’s convenient for the trainee. Assessing whether reps are ready to sell.

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Training How To ROI Course 71

Go for No!

MAY 14, 2020

Or, cease meetings and demos. If you really want to learn how to implement Go for No in your life and business, take our online training and coaching course. How do we handle the onslaught of rejections sure to be a part of this new reality? Total acceptance. The answer is not, stop making connections or prospecting. Details here.

Positioning 125

Positioning Up-Sell Pipeline Course 125

Hubspot Sales

APRIL 30, 2020

After all, that’s what they beat into our heads during the intensive five-week training program I’d just completed: Go for the decision-maker. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. The names you give to the stages might be different.

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Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 144

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills? Attend sales training.

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Film Hubspot Sales Cycle Lead Rank 144

SBI

OCTOBER 25, 2017

Sales leaders have been well trained over the past decade to believe that when it comes to data, more is better. We don’t mean memorizing a script, or the “sales theater” involved in most canned demos and sales presentations. And we aren’t just talking about selling skills. But not all data is created equal.

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Lead Scoring Lead Rank Hiring Analytics 139

Hubspot Sales

FEBRUARY 7, 2018

That rep is responsible for presenting or demoing the product, resolving the buyer’s objections, and creating a proposal. You'll set individual quotas and team goals, analyze data, coordinate sales trainings and call reviews, and manage sales territories. Unlike a closing sales rep, SDRs don’t carry a traditional quota.

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Hiring Salary Engineering Compensation 145

Partners in Excellence

NOVEMBER 28, 2022

.” We spend billions in teaching sellers how to sell, endless training on products, more sales skills training. Sellers are selling as hard as they can! Activity levels are skyrocketing–more emails, more dials, more meetings, more demos, more proposals!

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Buyer Face-to-face Proposal Up-Sell 136

Adaptive Business Services

FEBRUARY 10, 2021

I made thirty cold calls, I would get five demos. If I did five demos, I’d sell at least one calculator. Ratios and skills, and both are intertwined, were the only way to win. If I could increase my calls to demos ratios, my sales would rise dramatically. If I could increase my demo to close ratios, same result.

Telemarketing 77

Telemarketing Cold Calling Call-back Social Media 77

Mindtickle

JUNE 28, 2021

Reps can also be assigned role-plays to see if they can demo the product, describe what it does and accurately express the value of the product. This will gauge their overall confidence in selling your solution. . Technology skills : How well do your reps use sales tools? Why is continuous training and coaching so valuable?

Coaching 95

Coaching Sales Coaching Data Conversion 95

Highspot

JANUARY 4, 2024

Achieving revenue targets can be tricky, and it’s tempting to overlook training. A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. Get practical advice for developing an effective, modern sales training strategy.

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Webinar Metrics Training Ideal Customer Profile Strategy 52

Mindtickle

FEBRUARY 1, 2022

Given their different skills, knowledge, and experience, does it make sense for them both to go through the same sales training program? Companies need to develop personalized sales training programs for their sales teams at scale so they can achieve and maintain sales excellence across the organization.

Scale 52

Scale Training Ideal Customer Profile How To 52

Gong.io

MARCH 27, 2019

So, better selling skills is a big part of that answer. Creating the training material is bringing our enablement department to its knees. Buyer: After they see a product demo. So what should you do when selling to the C-Suite? What’s causing you to prioritize that as an initiative? We’ve got to do more with less.

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Call-back Face-to-face Buyer Follow-up 111

Highspot

JANUARY 9, 2024

This makes B2B sales training more important than ever. A well-designed program, paired with a robust training software , will empower your sales reps with the knowledge they need to deliver value and close more deals. What Is B2B Sales Training? Each stage requires specific selling skills to satisfy prospect needs.

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B2B Training Top of Funnel B2C 52

Hubspot Sales

FEBRUARY 21, 2020

Dashboards also allow you to track salespeople who are sending a ton of emails, booking a lot of meetings, and giving an incredible amount of demos. Offer training. Ensure that your salespeople (especially those who are change averse) receive proper training on how to implement your new tool or process. Opportunities by stage.

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Hiring Lead Rank How To Hubspot 137

Allego

OCTOBER 25, 2022

This article originally appeared in Training Journal. Even the best reps need training and reinforcement to effectively convey value and successfully navigate buyer interactions. For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. They’re made.

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Face-to-face Coaching Scale Sales Coaching 96

Sales Hacker

DECEMBER 30, 2020

25% of sales reps believe they have not received enough sales training. Sales operations normally handle administrative functions like recruiting, training, and onboarding new sales reps. Then It Boosted Demos by 5%. The average new sales rep needs at least 10 weeks of training to be successful in their role.

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Revenue Lead Rank Hiring Account Based Marketing 134

Sales Hacker

JULY 25, 2022

May include: calls, emails, connects, and demos. This involves spending 1:1 time with their people to help them strategize, brainstorm, and develop their communication and selling skills so they can grow your pipeline. Activity metrics like calls, emails, meetings, or demos. Activity metrics. Objective metrics.

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Engineering Revenue Top of Funnel Sales Qualified Lead 117

The Brooks Group

MARCH 12, 2019

If their close rate is lower than other salespeople, it may mean there is a problem in the way they are selling, but that doesn’t make them an inadequate person. It just means they need more training, skills, practice—or a reevaluation on whether the prospect is fully qualified.

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Hiring Face-to-face Call-back Up-Sell 96