Highspot

JANUARY 23, 2025

By using these skills, sales reps can build stronger relationships and perform better overall. Common training techniques include interactive workshops, role-playing exercises, and ongoing coaching. As a result, sales managers can quickly upskill or reskill their teams, while saving time and resources.

Training 52

Training Negotiation Exercises Proposal 52

Sales and Marketing Management

MARCH 8, 2019

Sales skills like how to have a good discovery call, pricing and negotiation is like physical exercise – you need to learn the techniques from subject matter experts (SMEs) and then practice repeatedly to gain muscle memory. Part of that is mixing it up so it’s not staid and the exercises are not too easy.

InsideView 223

InsideView Scale Exercises Call-back 223

SalesFuel

MAY 8, 2025

The Sales Pipeline Review Informs Your Sales Manager The highest best use of your time can often be communicating with sales management. Next, it builds trust and can identify the obstacles, internal or external, hindering the progression of a sale. Understanding buy-side hesitation is always a challenge.

Pipeline 59

Pipeline Hiring Referrals Cold Calling 59

BrainShark

AUGUST 15, 2023

Sales role play exercises are one of the tried-and-true approaches that sales teams use to help reps practice and prepare for real-world buyer interactions. Now that many sales organizations are permanently adopting hybrid and remote work, there’s been a shift from in-person to virtual coaching sessions.

Exercises 62

Exercises Ideal Customer Profile Buyer Persona Decision Maker 62

Awarathon

FEBRUARY 27, 2021

The sales roleplay exercise is one of the most proven ways. The classic sales teams used to help their sales reps prepare for real-world buyer interactions. Unfortunately, many organizations often ignore it as they don’t see value in executing these in their sales process.

Exercises 52

Exercises Buyer Persona Negotiation Video 52

MTD Sales Training

NOVEMBER 11, 2011

This is just a useful exercise to test their current mindset and how they currently handle resistence - it’s just a tool that can help you gain a deeper insight into the sales person’s character. In, “An Effective Way To Identify Top Sales People,” I proposed a role playing situation to use with the sales applicant.

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Hiring Proposal System Commission 220

Anthony Cole Training

SEPTEMBER 22, 2010

managing sales (4). managing sales teams (18). motivating sales people (15). Negotiating (2). open ended sales questions (11). performance management (3). practice management (9). qualifying sales prospects (10). Sales Coaching (40). sales coaching skills (10).

Hiring 181

Hiring Ideal Customer Profile Sales Qualified Lead eBook 181

Allego

JANUARY 9, 2025

Sales reps in these fields must navigate intricate regulatory frameworks, understand evolving compliance requirements, and speak fluently about clinical evidence and cost efficiencies. These arent optional skillstheyre non-negotiable. They show sales reps what success looks like in action. Economic buyers demand clear ROI.

Hiring 62

Hiring Marketing Exercises Scale 62

Vengreso

JANUARY 17, 2025

Cost Reduction and Resource Allocation Imagine this: a sales representative in New York can start their day with a virtual sales meeting, followed by a quick online sales workshop during lunch, and end with exploring digital sales referrals techniques without stepping out of their home office.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

Awarathon

MARCH 6, 2025

By leveraging AI-driven insights, AI sales coaching in automotive tailors training to each salesperson, helping them refine their skills, build confidence, and close deals more effectively. These interactive scenarios help reps refine their responses, build confidence, and improve their ability to handle tough negotiations.

Automotive 52

Automotive Training Negotiation Ideal Customer Profile 52

Sales Hacker

MARCH 28, 2019

How do men and women in your sales organization perceive access to training and coaching support? By the way, even if you don’t find there are gender differences on these three criteria (good job), this exercise can help you improve how you manage your team in myriad other ways. Are all of your sales coaches men?

Coaching 100

Coaching Training Hiring Sales Management 100

Allego

FEBRUARY 11, 2025

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. Want to Boost Sales Performance? Set Clear Goals Sales training without clear objectives is a waste of time and resources.

B2B 62

B2B Training B2C Scale 62

Allego

FEBRUARY 27, 2025

Active Practice Sales reps reinforce their skills by applying knowledge in real-world sales scenarios, such as role-playing exercises, simulated customer interactions, and live calls. Sales managers gain visibility into individual and team progress, enabling targeted coaching that maximizes effectiveness.

Training 62

Training Hiring Retention Exercises 62

Grant Cardone

JANUARY 24, 2025

For that reason, I developed sales roleplay. It smooths out the delivery of the sales process through roleplay scenarios without losing deals. Below is the same series of exercises that I put my team through. Keep an Objections Journal This second tip for sales roleplaying is not an exercise.

Exercises 62

Exercises Journal Hiring Objections 62

Hubspot Sales

JUNE 16, 2020

It helps you remember the why of your sales career when you run into the inevitable pothole, and is a powerful exercise for visualizing success. When you’re looking to improve your sales performance, strengthening your business acumen (specifically in the vertical market you are selling in) is critical.

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Hubspot Quota Lead Rank Lead Scoring 142

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Mindtickle

JUNE 29, 2021

There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. Role-play sales training exercises have long been recognized as a powerful training tool for good reason — because they work. 8 Types of Sales Role-Play.

Negotiation 105

Negotiation Exercises Coaching Objections 105

Anthony Cole Training

AUGUST 25, 2010

managing sales (4). managing sales teams (18). motivating sales people (15). Negotiating (2). open ended sales questions (11). performance management (3). practice management (9). qualifying sales prospects (10). Sales Coaching (40). sales coaching skills (10).

Hiring 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169

HeavyHitter Sales

AUGUST 12, 2012

.   Somehow, “successful” sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again). There is little interaction, practical exercises, or meaningful conversation about the difficult “real-world” obstacles that need to be overcome.

Training 122

Training Decision Maker Lead Rank Segment 122

Hubspot Sales

SEPTEMBER 12, 2018

Reps use their pipelines to keep track of where prospects are in the sales process and the appropriate actions they should take. Meanwhile, a forecast shows salespeople and sales managers how closely they’re trending to goal and how to prepare. That means your sales forecast is $1,800 off.

Pipeline 145

Pipeline Top of Funnel Forecasting Sales Forecasts 145

Openview

JANUARY 18, 2018

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best. Giving Persuasive Sales Presentations.

Lead Rank 104

Lead Rank Lead Scoring Coaching B2B 104

Keith Rosen

SEPTEMBER 28, 2013

Discover why it’s such a challenge for managers to make the long term, fundamental shift from salesperson to sales coach and what you can do to truly evolve and sustain positive change. Here is the all too familiar career track and process many managers have gone through when transitioning from salesperson to sales manager.

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Coaching Hiring Sales Coaching Territories 130

Mindtickle

AUGUST 25, 2022

Sales coaching can only be effective if you know how to coach your reps in the first place. Sales managers are busy, meaning companies need to provide the tools, training, and resources to help them deliver effective sales coaches without requiring much prep time. Provide regular training for your sales coaches.

Sales Coaching 93

Sales Coaching Coaching Exercises Lead Rank 93

Mindtickle

NOVEMBER 26, 2024

Aneet Narang Head of Revenue Enablement, PayPal Narang also knew that gaining the support of sales managers was critical. “We But none of us can scale for every single rep to be doing what we want them to do without getting managers involved,” she explained. A lot of that talk track resonated with leaders.”

Scale 52

Scale Hiring Ideal Customer Profile Face-to-face 52

Sales Hacker

FEBRUARY 18, 2025

Joe DiMento: I think exercises are helpful in that respect, you know, I hesitate to encourage companies to give people huge amounts of work Especially if it’s free labor for them, right? And then, you know, on the flip side, if you are taking a founding AE role, I would always try to negotiate more, uh, more equity, bet on yourself.

Hiring 96

Hiring Ideal Customer Profile How To Call-back 96

Hubspot Sales

NOVEMBER 7, 2017

But if you can’t, here are a few exercises to try. During the relationship-building stage of the sales process, it’s important to stick to your own brand. Negotiating. I recommend toning it down during the negotiation process. If you can already come up with three to five quirks that make you memorable, awesome.

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How To Social Media Call-back Hubspot 111

Highspot

JANUARY 19, 2022

Let’s look at three of the most common buckets for sales training courses and discuss who they’re right for. Sales Management Training Programs. Training your sales managers and leadership is very different from training junior- and senior-level sales reps. Sales Training Programs for Beginners.

Training 92

Training Lead Rank Hiring Course 92

Keith Rosen

DECEMBER 14, 2013

We simulate different scenarios (individual interviews, group interviews, simulation exercises, writing exercises, shadowing or joint field rides with other current employees or salespeople, etc.) so they feel confident and prepared for every question, exercise, challenge and request that’s thrown at them.

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Hiring How To Positioning Ideal Customer Profile 128

Mindtickle

JUNE 29, 2021

There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. Role-play sales training exercises have long been recognized as a powerful training tool for good reason — because they work. Negotiation. Objection handling.

Negotiation 72

Negotiation Exercises Coaching Objections 72

Hubspot Sales

MARCH 16, 2020

Have a designated workspace that is non-negotiable. Rachael Plummer, a sales manager at HubSpot, says "Get ready for the day. How to Manage Remote Sales Reps. Similarly to working in remote sales, managing a team of remote sales reps isn't easy. Calendar management is key.

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Hubspot SalesForce Hiring How To 137

Vengreso

JULY 30, 2024

Seeking to elevate your leadership capabilities and propel your sales team toward outstanding achievements? Sales management courses are equipped with the necessary strategies and tools for this purpose. Moreover, the benefits of investing in sales management training extend beyond individual growth.

Course 52

Course Sales Management Training Top of Funnel 52

Anthony Iannarino

MARCH 31, 2020

In business, and especially in sales, meetings are necessary, some of them critical to success. As a sales leader or sales manager, here are ten sales meetings vital to your success, the success of your team, and the success of your company. Individual: B2B Sales Coaching. Team: Goals and Strategy.

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Sales Meeting Meeting eBook Territories 100

Sales Hacker

MAY 6, 2021

Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. They’ll rip apart your CRM and replace your opportunity fields with their proven-and-trusted sales methodologies and scoff if you try to rehearse Sandler, Challenger, or MEDDIC selling to them.

Hiring 121

Hiring Retention B2C Demand Generation Targets 121

Anthony Iannarino

AUGUST 23, 2019

Sales leaders who struggle with establishing noon-negotiables worry about being autocratic when they should worry more about setting high standards. Senior sales leaders look at forecasts made up of opportunities that will soon be celebrating their fifth anniversary of being entered into the CRM (I only wish I was exaggerating).

Hiring 96

Hiring Account Compensation Lead Rank 96

Janek Performance Group

JUNE 5, 2023

Focus makes a sales team more productive and profitable because it forces the prioritization of decisions. Everyone in sales wants to be more productive, but at what—prospecting, networking, negotiating, closing? For any sales organization, there are numerous ways to increase profits and even more ways to improve productivity.

Exercises 62

Exercises Energy Sales Qualified Lead Negotiation 62

Smooth Sale

SEPTEMBER 29, 2023

For example, you may be successful and thriving in your career as a salesperson due to your exceptional communication and negotiation skills. Reflect on how you can further develop and utilize these skills to achieve your future vision of becoming a sales manager or starting your own business.

Outsourcing Services 109

Outsourcing Services Strategy Small Business Small Business 109

Hubspot Sales

AUGUST 24, 2023

Sales Forecasting and Analytics AI sales reps excel at analyzing vast volumes of sales data to provide accurate forecasting and analytics. These insights enhance revenue predictability, improve resource allocation, and drive overall sales performance.

Lead Scoring 98

Lead Scoring Lead Rank Face-to-face Forecasting 98