Allego

FEBRUARY 11, 2025

B2B sales isnt what it used to be. They conduct extensive research, engage with sales reps late in the process, andperhaps most challenging of allrarely make decisions alone. To succeed in today’s B2B landscape, sales teams need personalize coaching, real-time feedback, AI-driven insights, and adaptive learning strategies.

B2B 62

B2B Training B2C Scale 62

Highspot

JANUARY 30, 2025

Key Takeaways Live Event Training ensures sales, marketing, and customer success teams receive consistent, real-time information to enhance learning outcomes and revenue team performance. Outdated training methods and disjointed efforts often lead to disengaged learners, inefficiencies, and missed revenue opportunities.

Training 59

Training Scale Webinar Metrics Face-to-face 59

Distribution Pricing Journal

SEPTEMBER 20, 2023

Even distribution companies – long held up as examples of companies who require large amounts of on-premise work – have turned to remote and hybrid work for certain types of employees. Distribution pricing mangers play a huge role in the success of your company. The lack of social interaction can sometimes feel isolating.

Distribution 97

Distribution Infor Face-to-face Hiring 97

SBI Growth

JUNE 26, 2013

The average tenure of a B2B Sales VP is about 18 months. That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. Here''s part of the dialog from a recent call with a sales operations leader. Who will they hire?

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

Mindtickle

FEBRUARY 11, 2025

Cox Automotive predicts that in 2025, new vehicle sales will reach 16.3 million units, making this the best year for sales since before the pandemic. In 2025, new vehicles sales will reach 0 M units But that doesnt mean automotive sales will suddenly be easy or guaranteed.

Automotive 52

Automotive Sales Enablement Training Guarantee 52

Sales and Marketing Management

MAY 14, 2020

These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.” With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), such as sales onboarding and training sessions, and even sales meetings?

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? By doing so, you''ll also get the Sales Ops Planning Evolution Guide. The average B2B buyer is 57% done with their purchase decision before sales engages. 30% of marketing’s entire budget is now devoted to content creation and distribution. Where You Can Focus.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

JANUARY 1, 2013

Mike Drapeau is famous for looking into the dusty corners of sales productivity. Sales leaders hire Mike to fix revenue shortfalls before they happen. For example, Sales VPs at HP, Phillips 66, and Dow Jones have relied on Mike’s advice to make their quotas. He wrote the book on sales benchmarking before most had heard the term.

B2B 308

B2B Hiring Quota Social Selling 308

Understanding the Sales Force

JUNE 6, 2018

For years I noticed that most people never touched the manuals, handouts, CD's, card decks, and books that were distributed to them for the training programs in which they participated. That leads me to the growing demand for Sales Playbooks.

Data 229

Data CRM Distribution Study 229

The Pipeline

AUGUST 14, 2014

Nice and practical concept, good resume fodder, often misused or abused by many, especially from a sales point of view. As a concept, KPI’s are great, helping sales organizations in defining and measuring progress against stated objectives or goals. Examples in sales may be lead to opportunity conversions, or proposals to close.

Workbooks 288

Workbooks Incentives Incentive Distribution 288

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

Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. They are all waiting for you to screw up your script so they can tell you about it.

Training 52

Training Sales Management Hiring Lead Rank 52

Mindtickle

FEBRUARY 13, 2025

The global medical devices market is expected to reach by the end of the year $ 0 B Yet, medical device sales reps dont have it easy. Organizations must build a strong medical device sales rep training program so sellers are always ready to overcome these challenges. What are medical device sales?

Training 52

Training How To Buyer Analytics 52

Zoominfo

AUGUST 21, 2019

There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa. But in today’s digital world, the line between sales and marketing is increasingly blurred.

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

Score More Sales

DECEMBER 16, 2013

If I say that I help sellers and their managers on the front lines of mid-sized technology and distribution companies with sales strategies and top tactics, you either know someone in that situation or you don’t. Build Sales with these LinkedIn Resources. For LinkedIn Holdouts – 30 Day Action Challenge. Close More Deals.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. These represent the key software platforms for your sales team to evaluate.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Understanding the Sales Force

SEPTEMBER 17, 2014

Understanding the Sales Force by Dave Kurlan. Last week I led our annual Sales Leadership intensive and hosted the best group of sales leaders to ever attend the event. Chad Burmeister , who is well known throughout the inside sales community, was one of the attendees. Sure enough, the numbers were amazing.

Inside Sales 215

Inside Sales Outside Sales Study Distribution 215

Sales and Marketing Management

JANUARY 12, 2018

Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. In other cases, it could be more useful to have a conceptual theme – one that aligns the sales force’s thinking and actions in the year ahead. Here are six secrets to make your meetings a hit and not a miss.

Motivation 243

Motivation Retention Groups Construction 243

Sales and Marketing Management

JUNE 4, 2017

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. And just like their coworkers at headquarters or in the distribution center, salespeople need to be kept engaged and aligned to company values and goals. Create a plan.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Mindtickle

AUGUST 24, 2021

Sales onboarding and ongoing enablement activities are typically one-and-done affairs for sales reps. Reps are bombarded with information about the company, industry, customers, competitors, and sales methodologies over the span of a week or so, then left to their own devices and expected to dive in and start selling. .

Maximizer 105

Maximizer Training Hiring How To 105

Cincom Smart Selling

APRIL 10, 2025

Introduction What is the biggest challenge that a sales team faces? No matter which product you sell, which strategies you adopt, or how big the sales team is, the biggest challenge that sales teams face is stagnant sales growth. Every sales team wants to increase sales figures and boost revenue.

Channels 48

Channels Retail Strategy Distribution 48

Understanding the Sales Force

JANUARY 4, 2024

In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! I am excited to return to my roots and grow the sales consulting and training firm I started in 1985, Kurlan & Associates. Happy New Year everyone! I may have exited OMG, but I am not retiring.

Distribution 173

Distribution Exercises Call-back Course 173

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

DiscoverOrg Sales

JUNE 8, 2017

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Process-oriented sales enablement. Marketing-generated awareness.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

Janek Performance Group

APRIL 15, 2025

In many cases, the root cause of these issues can be traced to inaccurate or nonexistent sales forecasting. One study found that companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% What Is Sales Forecasting? A well-crafted sales forecast differs from a sales goal or target.

Sales Forecasts 62

Sales Forecasts Forecasting Analysis Lead Rank 62

criteria for success

MAY 4, 2025

What is a Sales Performance Assessment? Well, the success of any business is dependent on sales growth. And sales growth is the result of a well-developed sales strategy. Cue the Sales Performance Assessment. Is your sales team missing their quotas? Solution: Create a table and label each column A, B, C, D.

Hiring 52

Hiring Sales Qualified Lead Collateral Buyer Persona 52

Sales and Marketing Management

AUGUST 3, 2017

Author: Mark Magnacca A distributed workplace is increasingly becoming the norm in most organizations, particularly with sales and marketing departments – a trend that is enabled in part by technology advancements that have made it viable, though not necessarily ideal, for teams to work together while being geographically dispersed.

Video 180

Video Face-to-face Distribution Hiring 180

Allego

MARCH 13, 2025

What separates top-performing sales teams from the rest? As a sales leader, you know that skills development is critical to hitting revenue targets. But traditional training methodsclassroom sessions, lengthy manuals, and one-off workshopsoften fall short. Its not just experienceits how they learn.

Lead Rank 62

Lead Rank Call-back Objections Sales Enablement 62

Zoominfo

MAY 20, 2018

Continue reading to learn how you can incorporate sales win/loss analysis into your business strategy. The interviewer will be a well-trained professional. If you decide to go this route, be sure to choose interviewers who were not immediately involved with the sales opportunity in question. How was their sales pitch?

Analysis 223

Analysis B2B Hiring How To 223

Awarathon

APRIL 25, 2025

In today’s fast-paced sales landscape, having a sharp go-to-market strategy is no longer optionalits essential. With evolving customer behaviors, product cycles, and competitive dynamics, sales and marketing teams need smarter tools to stay ahead. This leads to more effective discovery and better-qualified opportunities. 4.

Scale 52

Scale Coaching Sales Qualified Lead Hiring 52

Distribution Pricing Journal

JUNE 6, 2024

More distributors are realizing that pricing is not a simple decision to be made during a sales negotiation nor a financial consideration run by number crunchers. These forces are driving changes in the distribution industry as a whole, but are even more disruptive when it comes to how distributors price. Pricing is strategic.

Distribution 52

Distribution Margin Lead Rank Trends 52

Sales and Marketing Management

AUGUST 1, 2018

Research shows that video distributed via social media generates 1,200 percent more shares than text and images combined. A video content management system (VCMS) can manage video content from creation to distribution, serving as a one-stop-shop for video management. Training New Hires. Cross-Training.

System 174

System Benefit Video Marketing 174

Sales Gravy

APRIL 16, 2025

Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when youre selling through distributors who carry multiple competing lines and competitors who undercut your price? Why Pull-Through in Channel Sales Matters When you sell through distribution, you lose a lot of direct control.

Channels 56

Channels Engineering Gatekeeper Decision Maker 56

Allego

AUGUST 24, 2021

Tapping into the Power of Sales Enablement. Equipping sellers with the content, tools, knowledge, skills and coaching required to optimize buyer interactions—known as sales enablement —is essential. 5 Transformative Sales Enablement Priorities. 5 Transformative Sales Enablement Priorities. 1 Sales Content Management.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

MEDDIC

APRIL 26, 2025

Plan2Close MEDDPICC , a powerful new solution that embeds MEDDPICC sales practices directly into Salesforce, has been co-developed and launched by SalesMethods , a leading and well-established Salesforce-native application provider and MEDDIC Academy , a global leader in Enterprise B2B sales training.

SalesForce 52

SalesForce Lead Rank Lead Scoring Licensing 52

Sales and Marketing Management

AUGUST 1, 2019

Author: Chris Mason So many of us begin our sales careers as representatives of a company, product, service or all the above. Others opt for the management route, taking on leadership roles and overseeing teams of sales reps. How will a leadership role differ from being a sales rep? But what does it take to make that jump?

Hiring 189

Hiring Sales Leadership Insurance Insurance 189

Mr. Inside Sales

APRIL 10, 2020

Objection: “Please remove me from your distribution list. Many sales reps and companies have not adapted to the current situation and are, instead, carrying on as if business is normal. ON DEMAND SALES TRAINING THAT GETS RESULTS! The post Overcoming Covid-19 Common Objections appeared first on Mr. Inside Sales.

Objections 233

Objections Nonprofit Face-to-face Call-back 233