Sales 2.0

APRIL 23, 2020

The chart shows the disproportionate distribution of revenue, between enterprise and small companies. Smaller ones are disproportionately affected. The following charts from Compile illustrate why you should put considerable effort into selling to enterprise accounts.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Allego

FEBRUARY 11, 2025

The stakes are high, and traditional sales training methods simply arent enough. In this post, well explore the key components of modern B2B sales training and share best practices to help your team close more deals, build stronger customer relationships, and achieve sustainable revenue growth. What Is B2B Sales Training?

B2B 62

B2B Training B2C Scale 62

Mindtickle

FEBRUARY 11, 2025

of automotive buyers are dissatisfied with their interactions with sellers 0 % Many automotive sales organizations are implementing sales enablement programs so every seller has the automotive training, tools, and resources to be ready to meet (and even exceed) automotive buyers expectations.

Automotive 52

Automotive Sales Enablement Training Guarantee 52

The Pipeline

AUGUST 14, 2014

I was recently contacted by a sales director about training the team. We assessed the team, had input from a number of people in the company, and customers, and designed training that required two days of delivery at the start, followed by Renbor’s Follow-Through Action Plan regimen. What do you want me to cut?” “No Tibor Shanto .

Workbooks 288

Workbooks Incentives Incentive Distribution 288

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. Did you ever spend hours assembling a child's toy only to watch it sit unused until the kid outgrew it and you gave it away?

Data 229

Data CRM Distribution Study 229

Sales 2.0

NOVEMBER 12, 2012

HubSpot does an amazing job at creating social media distributed content and making sure that all their sales and marketing team members have a strong presence. I know that you train startups on sales as well as doing your “day job” What do you see as the main sales challenges for startups? Are Sales 2.0

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

Highspot

APRIL 1, 2025

How Artificial Intelligence (AI) Role-Play for Manager Training Works AI role-play offers dynamic simulations of real team conversations, letting managers practice conflict resolution, decision-making, and coaching in a low-stakes yet highly engaging environment. How do you distribute workloads fairly and still motivate team members?

Training 52

Training Sales Management Hiring Lead Rank 52

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

Sales and Marketing Management

MAY 14, 2020

With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), Important elements to consider include: Content creation and distribution – In what’s becoming our “new normal,” news is changing rapidly, and plans that seemed solid last week or even yesterday are now different.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

SBI Growth

OCTOBER 12, 2013

30% of marketing’s entire budget is now devoted to content creation and distribution. Get the sales team trained on how to sell socially. According to a recent Content Marketing Institute survey: 73% of marketing leaders are producing more marketing content than last year. 58% have increased their content marketing budget.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

JUNE 26, 2013

Include attainment distribution, payout averages, ranges by role, industry benchmarks and cost verses budget. On-Boarding – Summary of process for onboarding, training modules, technology set-up, etc. Compensation – Overview of compensation models and exception handling. Quota Setting Process. Territory Design / Structure Process.

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

SBI Growth

JANUARY 1, 2013

One intelligent hour on LinkedIn tells the trained analyst that demand for sales reps outstrips supply 6x. A 15% increase in quota attainment takes the 20/60/20 distribution to 20/75/5. Two years later, when one reads this prediction one chuckles. To his credit, Gerhard, in his speech at the Sales 2.0 There is a catch.

B2B 308

B2B Hiring Quota Social Selling 308

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

Distribution Pricing Journal

JUNE 6, 2024

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 in distribution is undergoing yet another moment of evolution. Value is the biggest driver of competitive advantage in distribution and allows a company to set more favorable pricing.

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

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. 24/7 Learning Access Sales reps can practice anytime, anywhereperfect for distributed GTM teams across multiple time zones. Click here to schedule a demo today!

Scale 52

Scale Coaching Sales Qualified Lead Hiring 52

Zoominfo

NOVEMBER 25, 2020

Host Formal Trainings. Unfortunately, one-and-done trainings typically don’t work very well because the conversations stop once the training is over. However, when supplemented with ongoing discussions, formal trainings are great for educating employees.

Policies 246

Policies How To Groups Education 246

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

Mindtickle

AUGUST 24, 2021

Develop a sales training strategy that includes microlearning. Where traditionally sales organizations onboard new reps and then often don’t train again until months later at annual meetings, microlearning keeps reps up-to-date all the time and is a key part of sales everboarding, a term we use to reference ongoing learning.

Maximizer 105

Maximizer Training Hiring How To 105

Zoominfo

AUGUST 21, 2019

That includes onboarding documents for new customers, training collateral for new sales hires, and marketing reports that provide insights into audience behavior. . Conversely, marketing should offer distribution recommendations to sales to ensure the right content reaches the right people. Those are just a few examples.

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. When I say I help people sell and grow revenues, no one is referring me because it is vague and unclear who I do my best work with.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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

Cincom Smart Selling

APRIL 10, 2025

The organization provides the necessary training, tools, and support to enable their partners to sell their products and services effectively. Channel sales strategy allows organizations to leverage third-party sellers to sell or distribute their products and services.

Channels 48

Channels Strategy Retail Distribution 48

Partners in Excellence

JANUARY 24, 2024

For example, Amazon has little problem moving products from distribution center to distribution center. It has little problem in predicting what each distribution center stocks. Are training them in leading collaborative conversations, helping the customers navigate their problem solving/change process?

Distribution 146

Distribution Lead Rank Face-to-face Analysis 146

Sales Gravy

APRIL 16, 2025

Why Pull-Through in Channel Sales Matters When you sell through distribution, you lose a lot of direct control. Dealing with the Distributor as a Gatekeeper You can do all the contractor or engineer training you want, but if the distributors inside salesperson steers a buyer to a cheaper product, you still lose.

Channels 56

Channels Engineering Gatekeeper Decision Maker 56

Understanding the Sales Force

SEPTEMBER 17, 2014

Half of my own training, coaching and consulting clients are inside sales forces! When I looked at the recent accounts represented by newer and younger OMG Partners, 75% of them were for inside sales roles - much more consistent with what I found when I looked at the distribution of Kurlan clients. Today, that has increased by 150%.

Inside Sales 215

Inside Sales Outside Sales Study Distribution 215

Mr. Inside Sales

APRIL 10, 2020

Objection: “Please remove me from your distribution list. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today. Comment: Examine if your email really is out of touch!

Objections 233

Objections Nonprofit Face-to-face Call-back 233

Sales and Marketing Management

JANUARY 12, 2018

For example, if a new product is being launched at kickoff, it is far better to conduct training via pre-SKO work to front-load as much knowledge transfer as possible, and then focus the meeting on practice, certification and peer learning. Pre-SKO work also puts healthy pressure on managers, who want their reps to be stars in the sessions.

Motivation 243

Motivation Retention Groups Construction 243

Smooth Sale

APRIL 25, 2025

The repeat process for hiring, training, and letting go is referred to as ‘The Revolving Door Syndrome,’ and is costly to the company, being time-consuming and negatively impacting the bottom line. While we had enhanced our operational training, we lacked a MAJOR aspect of empowerment: relational training.

Film 78

Film How To Hiring Retention 78

Sales and Marketing Management

JUNE 4, 2017

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. Every few years, Lawson Products also holds a North American sales meeting, giving the entire sales team access to the C-suite, opportunities for cross-region sharing and training.

Face-to-face 197

Face-to-face Automotive Webinar Metrics Conference 197

Sales and Marketing Management

JUNE 8, 2017

There is a strong positive outlook for incentive program budget increases in the coming year, with the increases distributed across program technology, awards, communication and to a lesser extent, administration. Planners also expressed concern for the level of training for hotel managers and sales­people.

Travel 205

Travel Incentives Incentive Lead Rank 205

SBI

MARCH 18, 2021

Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Allego customers were already fairly savvy given many of them were using Allego to keep their distributed sales teams connected pre-pandemic. One-size-fits-all skills training is inefficient and wasteful.

Hiring 164

Hiring Face-to-face Video Distribution 164

Allego

MARCH 13, 2025

But traditional training methodsclassroom sessions, lengthy manuals, and one-off workshopsoften fall short. When integrated into your sales training strategy, this approach fosters continuous improvement, increases confidence, and drives measurable results. What separates top-performing sales teams from the rest?

Lead Rank 62

Lead Rank Call-back Sales Enablement Objections 62

Understanding the Sales Force

JANUARY 4, 2024

I am excited to return to my roots and grow the sales consulting and training firm I started in 1985, Kurlan & Associates. I’m on the email distribution list for baseball Coach Mark Brooks. It was a great run but it was time. I may have exited OMG, but I am not retiring. Not by any stretch.

Distribution 173

Distribution Exercises Call-back Course 173

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. When training and coaching salespeople, the theory of how to sell to companies that buy via the RFP process is not enough.

Decision Maker 201

Decision Maker Data Hiring Proposal 201

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back on our sales training and coaching when it comes to dealing with RFPs. ” When training and coaching salespeople, theory is not enough. He started strong which you can see here.

Decision Maker 173

Decision Maker Proposal Distribution Territories 173

Sales and Marketing Management

DECEMBER 12, 2017

Marketing Analytics related to Pricing, Promotion, Measurement, Distribution, Competitive Analysis (UC Berkley — separate courses); Selling Ideas (Wharton School). Dan received the International Sales Training Leader of the Year in 2013 for his work developing the 544-page “Ultimate Guide to Sales Training.”

Film 185

Film Transportation Education Analysis 185