Sales and Marketing Management

DECEMBER 14, 2020

As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. My answer: sales training initiatives. Sales training has grown in importance in the past decade.

Incentives 295

Incentives Incentive Training Channels 295

Understanding the Sales Force

OCTOBER 13, 2024

Sales leaders accomplish the same thing when they prepare a salesperson with powerful messaging and talking points. Moses returned to God and spoke of this obstacle, or in sales terms, objection: There was internal competition! As with God and Moses, both sales coaching methods should have a role-play component.

Coaching 194

Coaching Hiring Scale Sales Leadership 194

Janek Performance Group

OCTOBER 16, 2024

However, as a sales organization, we know time is fleeting. One of the most effective ways to ensure your team’s success is investing in training and development. In fact, Qwilr notes the following sales training statistics : Today, 70% of sellers lack formal training. The average ROI of sales training is 353%.

Training 62

Training Webinar Metrics ROI Objections 62

RAIN Group

OCTOBER 30, 2024

There's no room for improvisation when it comes to sales training. In a recent study from the RAIN Group Center for Sales Research, only 33% of respondents rated their sales training as extremely or very effective, indicating a significant gap for most organizations.

Training 77

Training Study Groups Research 77

Steven Rosen

APRIL 6, 2020

Sales Leadership Roundtable Discussion. I had 8 senior sales executives join me for an open discussion. What we found was that over the last few weeks, the majority of sales organizations had successfully made the transition in going remote and working from home. Soft skill training. LinkedIn social selling training.

Face-to-face 359

Face-to-face Motivation Groups Training 359

Anthony Cole Training

AUGUST 5, 2021

Here at Anthony Cole Training Group, we are always striving towards helping our clients achieve sales success. We interviewed our Sales Development Experts for a curated list of how to be successful in sales for 2021. Their advice includes successful sales traits, habits, and characteristics.

How To 327

How To Groups Resources Sales 327

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? I mined some data from Objective Management Group, which has assessed around 2.5

Sales Process 348

Sales Process Sales Methodology Decision Maker Pipeline 348

Allego

FEBRUARY 27, 2025

Your top rep just completed a high-impact sales training session. This rapid decline in knowledge retention leads to inconsistent sales execution, wasted training investments, and a constant struggle to keep teams aligned on best practices. Highly effective sales teams are 4.8 Sound familiar? Theyre also 2.2

Training 62

Training Hiring Retention Exercises 62

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

SBI Growth

JULY 12, 2019

Today Ray Oram, Global VP of Sales Enablement for IBM, joins us to discuss how to transform the seller experience. Traditionally, sales enablement groups have spent their time working on budgets, supporting sellers through training, developing digital assets, and knowledge sharing.

Sales Enablement 280

Sales Enablement Groups Sales Training 280

Steven Rosen

JUNE 20, 2021

Peer Group Discussion and Coupled with Leadership Coaching Will Pump you Up! Sales leaders need to remember that they, too, must regularly upgrade their leadership skills. The most effective ways are networking with a peer group of like-minded sales leaders who face similar challenges and utilizing a sales leadership coach.

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs. Why Executive Sales Coaching . What is Executive Sales Coaching?

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s low hanging fruit.

Coaching 347

Coaching Guidelines Margin Incentives 347

Vengreso

JANUARY 22, 2025

Ready to enhance your sales skills? Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies.

Training 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

Anthony Cole Training

JANUARY 13, 2023

Today I will cover one of the ways we at Anthony Cole Training Group, LLC coach sales managers to help them coach their salespeople to have more and better initial sales calls: Your USA! USA is the terminology we use at Anthony Cole Training Group as part of our Effective Selling System (ESS).

Company 228

Company Coaching Groups System 228

Understanding the Sales Force

SEPTEMBER 27, 2022

A client was having great success using OMG (Objective Management Group) to assess their sales candidates and they assumed the sales candidate assessment was the only thing OMG offered. In this article, I thought it might help if I share a bit of what they learned about their sales team.

Software 272

Software Software Follow-up Groups 272

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. The average B2B buying group now includes 11 active stakeholders , each with their own priorities, concerns, and influence on the final decision.

B2B 62

B2B Training B2C Scale 62

Understanding the Sales Force

NOVEMBER 15, 2024

When there aren’t many new opportunities in the pipeline, very little new business will get closed n months from now where n is the length of the sales cycle. When a salesperson is willing to do the calling and learns to do it well, the pipeline grows, sales will be closed, and success can be all but guaranteed.

Prospecting 177

Prospecting Incentives Incentive Cold Calling 177

Sales and Marketing Management

FEBRUARY 25, 2021

Author: Robert Workman As a trainer, especially a trainer of salespeople and sales managers, you bust your butt to do a great job. me) to actually absorb your outstanding training materials, then put them into action to achieve the desired results? . 1 in sales in every organization I joined. . 1 in Sales and Sales Management?

Training 194

Training Hiring Webinar Metrics Sales Qualified Lead 194

Understanding the Sales Force

JUNE 8, 2023

Yesterday, Andy Miller and I delivered onboarding training to a group of new partners at Objective Management Group (OMG). The group learned more from that spontaneous two-hour discussion than they ever would have learned from the sterile slides. With self-directed training That. Self-directed training is passive.

Training 156

Training Face-to-face Travel Groups 156

Understanding the Sales Force

JUNE 8, 2023

Yesterday, Andy Miller and I delivered onboarding training to a group of new partners at Objective Management Group (OMG). The group learned more from that spontaneous two-hour discussion than they ever would have learned from the sterile slides. To the contrary, it was strongly encouraged. Are slides bad?

Training 156

Training Groups Objections Sales 156

Hubspot Sales

NOVEMBER 27, 2024

Cold calling is nobody’s favorite part of sales. And yet, despite cold calling’s diminishing reputation as a viable sales strategy — or perhaps because of it — it continues to produce results. Let’s be honest up front.

Cold Calling 59

Cold Calling Training Lead Rank Lead Scoring 59

Anthony Cole Training

AUGUST 11, 2023

In the fast-paced world of banking sales, staying ahead of the competition requires continuous improvement. While group training sessions have many benefits, there's no denying the unique benefits of personalized one-on-one sales coaching.

Banking 238

Banking Sales Coaching Coaching Benefit 238

No More Cold Calling

MARCH 25, 2021

Who paved the way for women in sales? Yet, even with gender biases and cultural norms working against them, there were women trailblazers in every century, including women sales leaders. Blazing a Trail for Women in Sales. Most notable among early women sales leaders is Lucinda W. Picture yourself in 1900.

Hiring 379

Hiring eBook Cold Calling Scale 379

Understanding the Sales Force

JULY 22, 2020

Steve Taback and I started our respective sales training firms at the same time back in 1985. We became great friends and he became the second licensee of Objective Management Group (OMG) in 1990. He emailed me asking if I had seen a change in any of the scores of the 21 Sales Core Competencies since the Pandemic had hit.

Motivation 265

Motivation Data Groups Objections 265

Sales Hacker Training

NOVEMBER 22, 2024

That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups. Plus, an analysis of the top 75 trending sales AI tools. You’re not alone.

Sales Enablement 111

Sales Enablement Scale Hiring Sales Operations 111

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers.

Training 116

Training Hiring How To Proposal 116

Understanding the Sales Force

JUNE 1, 2021

But it did get me wondering what normal means for sales teams moving forward. My first attempt to understand how 2022 might look was to survey Objective Management Group's Partners (sales development experts that provide OMG's assessments to their clients).

Travel 334

Travel Survey Groups Objections 334

Anthony Cole Training

JANUARY 26, 2023

This year, we're celebrating a huge milestone- 30 Years of Anthony Cole Training Group. In 1993, Linda and Tony Cole decided to start their own training and development company. In this video, Tony shares 5 things that have helped us grow and serve others in these 30 years.

Groups 271

Groups Video Training Company 271

Anthony Cole Training

JANUARY 25, 2024

The dream of every dedicated sales leader and the key to achieving sales team excellence is understanding what drives and inspires their people to perform at their highest potential. What are the competencies and behaviors of those leaders who seem so talented at helping others achieve their very best?

Motivation 288

Motivation Exact Groups Objections 288

Sales Gravy

JANUARY 30, 2025

In this conversation with Jeb Blount bestselling author of Fanatical Prospecting and Sales EQ, and the founder of Sales Gravy motivational speaker and co-founder of The Constance Group Brian Parsley shares insights into embracing conflict, staying mindful, battling internal doubt, and communicating effectively.

Lead Rank 94

Lead Rank Lead Scoring How To Call-back 94

Adaptive Business Services

JANUARY 15, 2025

Since one size does not fit all, we are now offering three tiers of Nimble CRM training and implementation packages! How many sales would you need to make in order to justify Nimble and my services? We are also actively exploring how we can integrate sales, LinkedIn/Social Sales, and AI into our offerings.

CRM 62

CRM Training Hiring Fashion 62

Sales and Marketing Management

NOVEMBER 8, 2018

Author: Mike Schultz, President, RAIN Group Before buyers will open up to you about their needs and desires, they have to first be comfortable with you. Here are seven sales questions to help build rapport. It shows buyers that you’re curious and want to know what’s going on beyond your particular sale.

Pivotal 266

Pivotal Buyer Groups Follow-up 266

Sales Hacker

OCTOBER 29, 2024

David Knight is the Co-founder and CEO of Avarra, an AI-powered platform that simulates human-to-human interactions to accelerate sales onboarding and training. Discussed in this Episode: The power of AI simulations in providing experiential learning for sales reps. The future of AI in sales training and enablement.

Scale 114

Scale Top of Funnel Funnel Report 114