Allego

OCTOBER 15, 2024

Role-playing exercises can help here. Create coaching exercises that emphasize patience and authenticity. Coaching reps to reframe objections with empathy can be achieved through role-playing exercises. This data-driven insight allows for more precise coaching and helps reps tailor their approach to each prospect.

Consultative Selling 62

Consultative Selling Lead Scoring Lead Rank How To 62

Hubspot Sales

MARCH 19, 2018

Top challenges facing salespeople in 2018 included: Creating a targeted prospecting strategy. Building the right sales skills. Creating a targeted prospecting strategy. The Challenge: Selling today requires more resources. Show what a higher price tag gets the prospect -- and make it worth their while.

Ideal Customer Profile 145

Ideal Customer Profile Lead Rank Lead Scoring Decision Maker 145

The Sales Hunter

AUGUST 2, 2012

The coach can give you specific exercises to train your voice in a way that minimizes or eliminates the negative attributes in your voice. Here’s to great selling and to doing all we can to help our customers and prospects have a positive experience when they interact with us! ” Sales Motivation Blog.

Face-to-face 168

Face-to-face Exercises Coaching Positioning 168

Allego

NOVEMBER 12, 2024

Consider this scenario: A sales rep joins a call with a prospect, ready to present their solution. At this moment, the rep’s skills are put to the test. Curiosity also keeps a rep motivated to learn new skills, stay current with industry trends, and find fresh ways to engage with prospects.

Hiring 62

Hiring Handbook Negotiation Buyer 62

Hubspot Sales

OCTOBER 9, 2019

When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. There are several roleplay exercises your team could try. There are several roleplay exercises your team could try. Getting comfortable breaking up with prospects.

Film 144

Film Hubspot Sales Cycle Lead Scoring 144

Keith Rosen

MAY 26, 2013

Are you spending a lot of time following up with prospects to see if they have received the information you sent them? Learn why the hasty and untimely use of brochures and other marketing material can easily spoil even the best prospecting efforts. Marty was well into his conversation with a prospect that he cold called minutes ago.

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Collateral Cold Calling Analysis Call-back 133

Hubspot Sales

JANUARY 4, 2018

Over the course of the kickoff, hold several “challenges” to test their product knowledge, selling skills, engagement during sessions, etc. Live call (optional): Have a top performer run through an actual call with a prospect. Training session: Prepare another skills-based lesson and exercise for this part of the kickoff.

Hiring 145

Hiring Call-back Exercises Networking 145

Hubspot Sales

DECEMBER 20, 2017

In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. What are soft skills in sales? Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy." Understanding why they’re succeeding is trickier.

Quota 145

Quota Objections Follow-up Call-back 145

Allego

JANUARY 16, 2020

She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills. Pay attention to the hard skills AND soft skills contributing to their sales success. They aren’t stressed out.

Strategy 116

Strategy Consultative Selling Selling Skills Face-to-face 116

Allego

OCTOBER 29, 2024

By leveraging technology and refining their digital strategies, they reach more prospects, engage with them more effectively, and stay ahead of the competition. Developing digital selling skills, processes, and incentives. Action item: Record and share bite-sized training videos and virtual role-play exercises.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62

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. The solution should also allow coaching and feedback.

How To 116

How To Selling Skills Collateral Microsoft 116

criteria for success

MAY 24, 2022

Having a consistent 30-second commercial allows you to ensure that prospects are hearing the same message, one that is aligned with your company’s ethos. This exercise can be covered in one sales meeting or split into two. First, work with your team to develop a series of 30-second commercials targeted towards your key prospects.

Meeting 97

Meeting Training Face-to-face Objections 97

The Digital Sales Institute

APRIL 9, 2025

Salespeople need access to a constant library of sales skills that addresses every step in the sales process, from prospecting, sales negotiation, and objection handling to soft sales skills and closing the deals. They dont educate on the more highly sought-after soft sales skills and what motivates a buyer to buy.

Training 52

Training Hiring Negotiation Up-Sell 52

Sales Hacker

MAY 8, 2020

Key Challenges in Remote Sales: Connecting with prospects and coworkers. Connect With Prospects and Coworkers. One of the hardest things to do when working remotely is connecting with your prospects and coworkers on a personal level. Let’s look at how you can connect with your prospects to make the sale, even when you’re remote.

Quota 95

Quota Social Media Face-to-face Follow-up 95

Gong.io

FEBRUARY 12, 2019

They cover every topic that matters to you, from prospecting strategies to effective coaching techniques and more. He dives into new research, psychology, and exercises to help you change the way you think and the way you sell. Try this simple exercise. Our favorite post: Missing Key Details in Your Discovery Calls?

Hiring 133

Hiring Hubspot Inbound InsideSales 133

Fill the Funnel

FEBRUARY 29, 2012

I met a terrific new contact last week that asked the following question of me: “Can you suggest a tool for practicing phone skills and face to face conversational selling skills? Recording yourself takes some guts, and having a respected peer or leader critique it with you can be a gut-wrenching.

Face-to-face 87

Face-to-face Film Top of Funnel Video 87

Gong.io

JANUARY 1, 2021

Here is what makes a buyer persona useful… to a salesperson: Based on reality, not guessing or assuming (yes, you’ve heard that before ): Interview customers and prospects. Chris recommends interviewing 7-10 people for each persona — with a mix of prospects and customers (leaning on new customers). Here’s how it’s done.

Buyer Persona 118

Buyer Persona Strategy Ideal Customer Profile Hiring 118

The Science and Art of Selling

FEBRUARY 14, 2014

Register for this 3-hour webinar and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. Cold Calling Works!

Cold Calling 63

Cold Calling Webinar Metrics How To Face-to-face 63

Hyper-Connected Selling

JANUARY 23, 2019

For now, there are a number of skills that computers can’t learn. One of those is our human ability to create empathetic connections with prospects and customers. By developing your empathy skills, you’ll find your sales conversations much more effective. Get Curious About Your Prospect’s Worldview.

Face-to-face 53

Face-to-face Prospecting How To Exercises 53

Mindtickle

APRIL 22, 2022

Practice and role-play exercises benefit everyone on the team. These days, when most sellers are pressed for time, are role-plays and practice exercises really worth the time and effort? Sellers must also be able to apply it when it matters: when interacting with prospects. How to improve the effectiveness of practice exercises.

Closing 52

Closing Exercises Pharmaceuticals Analysis 52

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.

Training 92

Training Lead Rank Hiring Course 92

The Science and Art of Selling

MAY 30, 2014

Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. Cold Calling Works!

Cold Calling 56

Cold Calling Webinar Metrics How To Face-to-face 56

The Digital Sales Institute

AUGUST 2, 2018

The goal of taking any sales course is to become an even more successful salesperson by learning new selling techniques, how to develop relationships with customers or prospects and most importantly how to close more sales. So, what are the benefits of taking a sales course online?

Course 65

Course Hiring Lead Scoring Lead Rank 65

Mindtickle

FEBRUARY 3, 2022

Sales enablement helps your sellers prepare for their interactions with prospects, which is an essential part of developing a successful, sales-ready team. They document these skills in an ideal rep profile to set the baseline against which reps’ knowledge and capabilities are measured. Build knowledge. Align content.

Sales Enablement 52

Sales Enablement Remedy Exercises Case Study 52

Jonathan Farrington

AUGUST 28, 2014

When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: Are they visiting/talking to enough clients/prospects? Are they talking to the right people within those client/prospect organizations?

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Penetration Incentives Incentive Guarantee 48

Anthony Iannarino

JUNE 3, 2019

This stage also involves learning how to prospect. Prospecting is just as fundamental to selling as closing, even though we often spend too much time worrying about closing. Once you have a command of these first level fundamentals, you can graduate to the intermediate selling skills. Intermediate Selling Skills.

How To 88

How To Lead Scoring Lead Rank Up-Sell 88

Vengreso

NOVEMBER 18, 2020

What is Remote Selling? The first thing you need to know is how remote selling is different from traditional selling or otherwise known as field sales. In simple terms, remote selling is prospecting and engaging buyers and customers from a remote work location, generally, a salespersons home office. Why Vengreso?

Hiring 104

Hiring Face-to-face Lead Scoring Lead Rank 104

Mindtickle

MARCH 13, 2020

These trends mean it’s critical to engage and delight prospects and customers at every moment, including person-to-person interactions, to drive revenue and create a positive brand experience. The most effective sales reps are always ready to deliver the right message at the right time to the right prospects.

Hiring 66

Hiring Top of Funnel Webinar Metrics Coaching 66

Mindtickle

DECEMBER 13, 2021

To build seller knowledge, you need to ditch the boring, hours-long e-learning courses, or days-upon-days of learners sitting through training, and opt for more engaging, interactive formats that leverage a mixture of presentations, hands-on exercises, and insights from real-world sales scenarios. Snippets from real-world sales calls .

Hiring 52

Hiring Exercises Licensing Pivotal 52

The Science and Art of Selling

APRIL 17, 2014

Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. Cold Calling Works!

Cold Calling 44

Cold Calling How To Webinar Metrics Face-to-face 44

Highspot

JANUARY 9, 2024

It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution.

B2B 52

B2B Training Top of Funnel B2C 52

Mindtickle

FEBRUARY 1, 2022

Handling prospect objections effectively. Tailoring product demos to prospects’ needs or areas of concern. Getting the right balance of talk time and listening time, so they don’t dominate conversations with prospects. The examples in this list are some skills and competencies that make for a successful sales rep.

Scale 52

Scale Training Ideal Customer Profile How To 52

Vengreso

JUNE 16, 2022

A virtual sales training program can and will help remote selling teams and sales management grow sales opportunities and close more sales pipeline. Leveling up selling skills and keeping sales reps selling virtually will also drive more virtual meetings and allow your sales enablement team to do more with less.

Benefit 54

Benefit Training Retention Selling Skills 54

Janek Performance Group

MARCH 17, 2023

Therefore, the cost of sales reps with average sales skills is a number most companies cannot afford. Organizations across all industries are exercising greater caution given the macroeconomic uncertainty. If sales success is in the hands of the customers, sales reps will need new skills to outperform the average.

Referrals 62

Referrals Exercises Discount Study 62

The Science and Art of Selling

MARCH 21, 2015

Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. Cold Calling Works!

Cold Calling 40

Cold Calling How To Webinar Metrics Face-to-face 40

Mindtickle

DECEMBER 1, 2021

Hands-on role-play exercises to certify skill application. Skill-based coaching and individualized learning based on demonstrated skill gaps . Sellers use AI-guided practice exercises for pitches, demos, written communications, and more to prove the behavioral application of training concepts.

Sales Enablement 52

Sales Enablement Hiring Exercises Scale 52

Mindtickle

NOVEMBER 3, 2021

Hands-on role-play exercises to certify skill application. Skill-based coaching and individualized learning based on demonstrated skill gaps . Sellers use AI-guided practice exercises for pitches, demos, written communications, and more to prove the behavioral application of training concepts.

Sales Enablement 52

Sales Enablement Hiring Exercises Scale 52