SBI Growth

OCTOBER 23, 2012

During many of our training events for a sales process rollout, we’ll get the question “So I should just identify the buyer’s stage and go from there?”. One tool we use to help slow down this process is the Sequence of Events. Client: We’d like our new software purchase to do 1, 2, and 3. pulls out Sequence of Events).

Customer 293

Customer Buying Cycle Software Software 293

Sales Hacker Training

OCTOBER 11, 2024

The Sales Leadership Framework Behind Multiple $100MM ARR Orgs Whether on the podcast, a one-to-one conversation, in GTMfund’s Slack, in a digital live event… the same pattern surfaces: the best leaders develop and leverage systems. Whether it’s a live demo or a training session, people need to see best practices in action.

Sales Leadership 119

Sales Leadership Lead Rank Scale Marketing Qualified Lead 119

Pointclear

FEBRUARY 27, 2014

Marketers thought that the new CRM software would solve their customer service and customer retention problems. Not only was it a nightmare to get up and running, the software served only to automate the processes—good or bad—that companies already had in place. Train up your team. Expectations dashed.

Marketing 266

Marketing Strategy Eloqua Marketo 266

SBI Growth

JULY 31, 2013

During the research for this VP of Sales event , over 5000 sales leaders shared their biggest obstacles. Training reps on more than one process is time consuming and hard. Agile is an approach borrowed from software development. This involves activities like big deal reviews and rep led training. Your Challenge.

Sales Process 321

Sales Process Buyer Persona Buyer Segment 321

Zoominfo

NOVEMBER 17, 2020

After hours of training, product reviews, company culture rah rahs, and riffling through bags of swag, many employees feel they have officially started their jobs. Truth be told, one of the most important events during new hire onboarding is getting set up on the wide range of digital tools you will need to do your job.

Scale 246

Scale Google Analytics Hiring Software 246

SBI Growth

AUGUST 16, 2013

Buyers have been trained to expect speed, availability, and a self-directed buying experience. On the other hand, organizations are using voice recognition software. Utilize voice recognition software. Sign up for the FREE Tour Event to start being agile. This is leading to frustration among many B2B buyers.

Customer 328

Customer B2C Decision Maker Inside Sales 328

SBI Growth

FEBRUARY 6, 2013

The events and characters have been fictionalized to protect privacy. This year I bought marketing automation software. Before that I spent a small fortune on sales training. The software product was being launched into a replacement market. A prospect will buy this software to replace a system they already have.

Banking 288

Banking Software Software Competition 288

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?—?online.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

SBI Growth

OCTOBER 14, 2012

Sales leaders have a tendency to blame comp plans, talent, or lack of training. An Example of Reframing the Problem: We were in discussions with a $75 MM software organization. The SVP wanted us to assist with training during their sales kickoff. They were missing the number in 2012 and he believed sales training was the answer.

Hiring 292

Hiring Sales Qualified Lead Revenue Lead Generation 292

Sales Hacker

DECEMBER 10, 2024

With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way. In-person training and development are highly effective for fostering growth and skill-building in these roles. Martin’s early years at Levelset were a whirlwind of learning and overcoming challenges.

Scale 107

Scale Hiring Insurance Insurance 107

DiscoverOrg Sales

DECEMBER 18, 2018

These companies had major events – new planned projects and partnerships, rounds of hiring, mergers and acquisitions, funding events … all “triggers” that predict ideal buying conditions. When you understand the types of events that precede spending, you can look for them in the future. For sellers, context is everything.

Company 156

Company Prospecting Oracle Transportation 156

MTD Sales Training

APRIL 12, 2020

More and more companies are going down this route especially those that sell software, SAAS products and online services. One company was pitching me some software and we had a screen share on – his screen. We run a LIVE webinar training event on how to hold interactive online meetings and webinars. Happy Selling!

Sales Meeting 194

Sales Meeting Meeting Face-to-face Skype 194

Sales and Marketing Management

OCTOBER 8, 2018

To get the most out of their investment in Salesforce, small businesses should utilize specific aspects of the software to help them acquire and retain customers, as well as boost sales and manage contacts. After Einstein Activity Capture is enabled and connected, emails and events are automatically associated with related Salesforce records.

SalesForce 208

SalesForce Enterprise Enterprise Scale 208

Zoominfo

MAY 6, 2020

The company hasn’t had to do too much pursuing as of late, given that the pandemic—and the worldwide corporate transition to working from home that has accompanied it—has supercharged the demand for what Zoom sells: web conferencing software. When his suggestions were ignored, Yuan left Cisco and set out to start his own company.

Video 207

Video Cancellation Microsoft Comparison 207

DiscoverOrg Sales

AUGUST 19, 2016

In fact, conversion rates through the funnel were 5x better for software and support associates than they were for sales and marketing candidates, so we had to develop a funnel for each role – driving a certain number of candidates every week per position. could get us the volume of candidates we needed. Cold calls.

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

Sales Hacker

JUNE 4, 2024

How to train your sales team to sell to highly technical buyers and decision-makers. Tactics for scaling revenue in tough economic times, from personalized executive briefings to strategic event presence. 39:56) Balancing product training and sales process training. (44:39)

Enterprise 116

Enterprise Enterprise Networking Sales Process 116

Sales and Marketing Management

JANUARY 25, 2021

Author: Andres Lares Negotiation is a soft skill and as a result it requires both training and real world experience to improve. Yes, we train through poker. To make the most of the training, we begin these programs with an introduction to the game itself. Negotiation Skills are Improved Through Training and Experience.

Negotiation 262

Negotiation Groups Training Maximizer 262

Sales and Marketing Management

OCTOBER 8, 2018

To get the most out of their investment in Salesforce, small businesses should utilize specific aspects of the software to help them acquire and retain customers, as well as boost sales and manage contacts. After Einstein Activity Capture is enabled and connected, emails and events are automatically associated with related Salesforce records.

SalesForce 196

SalesForce Enterprise Enterprise Scale 196

Sales and Marketing Management

MAY 17, 2020

Organizations are doing their best to navigate this new landscape of layoffs, remote working, canceled events, slowing sales and demand slumps. Then consider the following: Invest in automation: Now is the time to accelerate digital transformation efforts with the time and existing budgets that are available from non-existent events.

Engineering 207

Engineering Revenue Incentive Incentives 207

Understanding the Sales Force

FEBRUARY 17, 2014

They''re not going to use it, review it, coach from it, hold anyone accountable to it, train anyone to use it or customize it. Keep the software updated. Sign up at the event registration page (name, last name, email, and phone). On the day of the event click or copy/paste the link from step #2 and that''s it.

CRM 274

CRM Webinar Metrics Engineering Report 274

Allego

DECEMBER 18, 2024

From the rise of AI-powered sales tools to a renewed focus on personalized training, holistic revenue enablement, and sales coaching, the future promises to bring both challenges and opportunities. Outside of tech vendors and enablement teams, no one cares who uses the software, Long explains.

Sales Enablement 62

Sales Enablement Hiring Face-to-face Lead Scoring 62

Smooth Sale

JANUARY 13, 2025

Look for Relevant Networking Opportunities Attending industry-specific events or yearly conferences is a fantastic opportunity to connect with government representatives and expand your network. Attend as many events as you can each year and actively engage in meaningful conversations with other attendees.

B2G 109

B2G Lead Rank Lead Scoring Webinar Metrics 109

Sales and Marketing Management

OCTOBER 16, 2017

A water utilities company updating an ancient water system, for example, might want to know how to integrate our software within its current Geographic Information System (GIS), allowing analysts to quickly inspect, plan, design and calculate storm water runoff that translates into monthly water bills to pay for all maintenance and expansion.

Real Estate 243

Real Estate Construction Scale Hiring 243

Hubspot Sales

DECEMBER 16, 2020

Zach Rego is the VP of Sales and Marketing at Unstack , a marketing platform software. Zach shared a few of his favorite tools for remote training: Slack. Use Zoom Whiteboards during training to leverage visual learning.". "Use Post-training materials. Natan Edelsburg on transitioning away from in-person events.

Real Estate 144

Real Estate Face-to-face Forecasting Hubspot 144

Sales and Marketing Management

JUNE 15, 2018

This is why a start-up company hired me to build their training department. But I wanted to do more than just offer live training and follow-up coaching. Our Company University will serve as a repository of sales training, marketing, product and leadership content. online community software available, phpBB.

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

Zoominfo

APRIL 17, 2025

These represent the key software platforms for your sales team to evaluate. Timely Engagement with Actionable Alerts With integrations into platforms like Slack and email, ZoomInfo delivers just-in-time alerts for events such as buyer engagement surges, role changes, funding rounds, and more.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

DiscoverOrg Sales

SEPTEMBER 19, 2017

An example ICP if you sell compliance management software might be: $75m+ revenue and growing at 13%+ annually. This is how straightforward it can be: Take the example of Clinton Reeves, a DiscoverOrg power user at Pivotal, a software services company. She immediately began rigorously training for the full 26.1-mile

Account Based Marketing 230

Account Based Marketing Ideal Customer Profile Webinar Metrics Direct Mail 230

DiscoverOrg Sales

JUNE 6, 2018

They’re attending networking events, following your company on social media, and applying for your open positions. This may be a common career path for some technical skill sets such as software developers: Some developers just want to write really good code; others want to eventually manage teams. Skills can be taught with training.

Hiring 230

Hiring Networking Positioning Compensation 230

Alice Heiman

JANUARY 31, 2023

Within a few months, Bob pivoted the in-person event platform into a virtual one. Highlights of this Episode: [05:20] I had this passion for events and they would give you this tote bag full of paper and this show guide that’s 300 pages. 06:38] We were building a product that no one had ever heard of, software for events. [06:57]

Hiring 133

Hiring Lead Rank Promotion Cancellation 133

Bigtincan

NOVEMBER 2, 2021

There is no shortage of sales onboarding solution options to choose from and most of them offer basic instructor-led training that is created once and typically isn’t updated for months or years at a time. Bigtincan Learning is built to directly address the four requirements of an advanced onboarding solution mentioned above: Training.

Comparison 105

Comparison Software Software Hiring 105

Hubspot Sales

JANUARY 14, 2025

Heres why: Realtors are always certified members of the National Association of REALTORS (NAR), whereas real estate agents arent required to be (unless its a part of their states regulations) Both realtors and real estate agents complete the same education and training requirements (national and state licensing exams).

Real Estate 92

Real Estate Licensing How To Education 92

Sales Hacker Training

MAY 27, 2021

Just think, coaching, pipeline reviews, training, all running on 7% of its previous bandwidth. Remote onboarding and training. In the end, software is foundational to a digital salesforce. For that reason, most of these have a software element and a management element. Most of those nonverbals are now hidden.

Face-to-face 130

Face-to-face How To Coaching Call-back 130

SBI

OCTOBER 23, 2017

I’ve got my ticket [the event SOLD OUT weeks ago] and soon will be packing my bags with flat-heeled shoes and comfy clothes. Clearly, there’s a wealth of knowledge and networking to be had at the event. It tells you exactly which booths are worthy of a visit and which events around town are worth attending. avisoinc Groove.

Vendor 140

Vendor Hoovers Lead Rank Sales Qualified Lead 140

Pointclear

JULY 16, 2013

The prospect has been personally engaged by a highly trained, experienced salesperson who has helped identify a pain point, possible solutions and qualified the prospect by numerous pre-determined information points. Sense of urgency or compelling event exists. Business pain(s) uncovered/validated. Competitive landscape documented.

Lead Generation 225

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 225

Vengreso

JANUARY 13, 2025

Enter Troops, a revolutionary tool designed to solidify the connection between your CRM software and communication channels like Slackeffectively transforming smoke into seamless workflows. From updating deal statuses to notifying team members about pivotal sales events, Troops ensures that nothing falls through the cracks.

Tools 67

Tools Top of Funnel Lead Rank Analytics 67

Sales Hacker

JANUARY 21, 2025

Scott Barker: What did you learn about how to sell transformation rather than just software? It’s, it’s, those are like the logos when you think of B2B software, like what are the first logos that come to mind? But the training and the enabling. Um, just to, uh, career, man. That didn’t work.

Scale 102

Scale Hubspot Strategy Loyalty 102

Sales Hacker

MARCH 30, 2025

GTMfund hosted an inaugural event called The GTM Workshop x Founders this week (some photos here ). Equip your team with the right tools (and training!). GTMnow highlights the strategies, along with the stories from the top 1% of GTM executives, VCs, and founders behind these strategies and companies.

Cold Calling 69

Cold Calling Scale Microsoft Ideal Customer Profile 69