Sales and Marketing Management

DECEMBER 16, 2019

A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year. However, the study also revealed that only 24% of these leaders actually do anything intentionally to promote building those relationships.

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Company Customer Insurance Insurance 423

Janek Performance Group

OCTOBER 16, 2024

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. Nearly half of account executives (47%) cite poor training/onboarding as a factor in leaving.

Training 62

Training Webinar Metrics ROI Objections 62

Sales and Marketing Management

FEBRUARY 25, 2021

me) to actually absorb your outstanding training materials, then put them into action to achieve the desired results? . You share these your people and train them in the implementation of these strats and tacs. I also spent the last 40 years training and developing thousands of salespeople and managers. Charbonneau.

Training 194

Training Hiring Webinar Metrics Sales Qualified Lead 194

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. times more likely to provide ongoing reinforcement training compared to less effective teams.

Training 62

Training Hiring Retention Exercises 62

Zoominfo

AUGUST 8, 2024

Sales enablement is the process of providing content, guidance, and training for sales teams to effectively onboard, interact with buyers, shorten the sales cycle, and ultimately win more deals. Sales engineering, customer success, and support teams all require content and training. What is Sales Enablement?

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Zoominfo

NOVEMBER 18, 2019

In fact, a recent study by LeanIn.Org looked at how workplace behavior has changed in the wake of #MeToo. . The Harvard Business Review conducted a study pre- and post-#MeToo to gain a quantifiable understanding of how the movement impacted workplace dynamics. MeToo and Gender Bias in the Workplace. Reduce turnover rates.

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Study Policies Education Film 167

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. Introduction to Sales Training Blogs Sales training blogs are an essential resource for sales professionals looking to improve their skills, stay up-to-date with industry trends, and learn from experienced sales leaders.

Training 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

Hubspot Sales

SEPTEMBER 19, 2019

According to a study from Tulip Retail , 83% of shoppers believe they’re more knowledgeable than retail store associates, and 79% of survey respondents say knowledgeable associates are important or very important. However, basic product knowledge training isn’t enough. Knowledge is power — especially in the world of sales.

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Hiring Training Case Study Hubspot 144

SBI Growth

JULY 23, 2013

As the following BMW case study illustrates, Social Selling impacts the entire organization. On April 18 th 2011, BMW CEO Jim O’Donnell told a group of reporters: “Electric Vehicles won’t work for most people. Sales reps are trained to spread messages quickly. BMW Electric Uproar. The fact is, they are out there engaging anyway.

Social Selling 323

Social Selling Benefit Top of Funnel Case Study 323

Steven Rosen

APRIL 3, 2018

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. Traditionally, CEOs, presidents and business owners were the group that benefited the most from executive sales coaching.

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

Hubspot Sales

NOVEMBER 27, 2024

HubSpot research indicates that more than a third of sales reps (37%) produce the most leads from cold calls , and data from the RAIN Group finds that most C-level buyers (57%) prefer to be contacted by phone. Here are a variety of proven call scripts for your cold calling training. Not sure what questions to ask?

Cold Calling 59

Cold Calling Training Lead Rank Lead Scoring 59

No More Cold Calling

DECEMBER 16, 2014

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed. The Anatomy of a Sales Team Most new salespeople receive little training, even less coaching , and no real-world experience. Engineers study engineering. Engineers study engineering. CFOs study accounting.”

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Hiring Guidelines Engineering Face-to-face 240

SalesFuel

MARCH 26, 2024

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. The Rain Group published a few key findings on this topic.

Training 116

Training Hiring How To Proposal 116

SBI Growth

AUGUST 23, 2013

Results - In a study in 2010 by McKinsey showed that 75% of solution selling projects fail. General Release - You then have to train the entire sales force on the sale process. The best way to do that is “Train the trainer”. You bring a small group of sales managers together and teach them the content.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

SBI Growth

SEPTEMBER 25, 2013

Gartner Group published a study about failed enterprise software implementations. Workflows may need to change and be re-trained. Source: "Six Key Factors for Successful ERP Implementations", Denise Ganly, Gartner Group. You can dispel "false risk" by eliminating misconceptions the Buyer may have. You address risk early.

Buyer 288

Buyer Follow-up Groups Enterprise 288

Sales and Marketing Management

SEPTEMBER 13, 2017

In a study of 89 companies, the biggest difference between the groups with superior profit and sales and the laggards was agreement with the statement, “strategic planning in our enterprise has led to an improved competitive position.” Cut – One of the main responsibilities of a leader is to act as the editor of the business.

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Journal Margin Exercises Groups 237

Pointclear

FEBRUARY 27, 2014

Marketo, for example, sponsored a compelling study done by SiriusDecisions that explains the importance of a strong process in driving results when using marketing automation software. Train up your team. And junior staffers need training in strategic marketing thinking. So education campaigns are underway.

Marketing 266

Marketing Strategy Eloqua Marketo 266

No More Cold Calling

JANUARY 27, 2022

For example, a recent LinkedIn/Forrester study found that, when compared to their peers, sales organizations with leading diversity and inclusion practices have: 3% higher sales forecasts. That’s just one of many studies that have been conducted in recent years, clearly illustrating the benefits of diversity in the workplace.

Research 257

Research Benefit Hiring Demographics 257

Janek Performance Group

DECEMBER 29, 2021

At Janek Performance Group, we spent the year talking to hundreds of sales and sales management professionals, ranging from individual contributors to Chief Sales Officers. Here are the top sales training trends to watch in the coming year: Delivery Methods. In addition, training materials needed to adjust. Sales Assessments.

Trends 118

Trends Training Retention Face-to-face 118

SBI Growth

FEBRUARY 7, 2014

This thinking leads them to believe that you do not need training. A recent study showed that only 11% of organizations train their sales managers. This group represents 80% of the revenue on your team. Most organizations believe that their most successful sales people will make great sales managers.

Promotion 288

Promotion Sales Management Hiring Face-to-face 288

Steven Rosen

APRIL 3, 2018

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. Traditionally, CEOs, presidents and business owners were the group that benefited the most from executive coaching.

Sales Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. In this study, top managers brought in an average $3.5 Very few had formal, repeated sales manager training programs.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Sales and Marketing Management

AUGUST 23, 2017

Author: Monika Götzmann When businesses need to improve sales, they are most likely to focus on salespeople and account managers, according to CSO Insights' 2016 Sales Enablement Optimization Study, with 94.3 In addition, the same study found sales training was the most popular sales enablement service.

Sales Management 196

Sales Management Study Influencer Sales Coaching 196

Sales and Marketing Management

MAY 9, 2019

There are hundreds of sales training companies offering thousands of programs in all aspects of selling: call planning, presenting, negotiating, managing key accounts, questioning and more. There had to be a better, less confusing and practical way to improve sales training. I concluded they didn’t scratch the itch.

Sales Process 209

Sales Process Engineering Case Study Call-back 209

The Pipeline

MAY 3, 2018

I recently read about two groups, one from national health care provider, the other from a leading airline. When the study ended, each group still learned valuable and practical lessons they applied right away. The differentiators continue to be execution, made up of a dynamic process as James highlights, and skills training.

Airlines 206

Airlines Sports Health Care Analysis 206

Hubspot Sales

SEPTEMBER 29, 2020

Whether you’re welcoming a new person to your sales team or helping develop skills among your current staff, sales training is a very important part of fostering a successful sales program. Studies show that sales teams who complete highly-rated sales training programs see a 10% higher win rate and are at least 10% more likely to hit quota.

Hubspot 135

Hubspot Training Hiring How To 135

Score More Sales

DECEMBER 16, 2013

Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. I tend to recommend LinkedIn groups where your buyers are, as well as online association communities where your industry niche is. You can do this by being in a number of places online.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

SBI Growth

OCTOBER 21, 2013

Performance culture is studied in depth in our 2014 Research Tour. The Sales Operations team moved to reorganize the group. Continually develop and train on new strategies. The comp plan must incentivize the right behavior. Reps must have the tools and support to win the big deals. Call references and past employers.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

DiscoverOrg Sales

APRIL 7, 2017

A lifelong sales trainer, Steve has consulted for and trained sales teams for hundreds technology companies. The impetus for this study started from a conversation with one of my clients. The study was completely independent. Even Martin himself was surprised by the results of the study. Seniority Level Accuracy.

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Data Social Media Ideal Customer Profile Twitter 227

Steven Rosen

MAY 9, 2018

Source: Objective Management Group , Dave Kurlan. They need to have a defined process, cadence, training and coaching in place to support their sales managers. As much as there are studies and statistics on the impact of coaching on sales performance, most sales managers are just not coaching. The quick answer is both.

Coaching 251

Coaching Sales Coaching Objections Sales Management 251

SBI Growth

JANUARY 1, 2013

Drapeau has studied the impact technology has had on quota attainment more than anyone else I am aware of. For example, according to The Bridge Group, we have seen a 124% headcount increase for inside sales positions. One intelligent hour on LinkedIn tells the trained analyst that demand for sales reps outstrips supply 6x.

B2B 308

B2B Hiring Quota Social Selling 308

Sales and Marketing Management

NOVEMBER 12, 2018

Studies show that high-performing sales teams depend on strictly enforced structures and processes to get work done. Over 70 percent of all high-performing teams in a study published by HBR were found to have at least a well-documented, if not closely monitored and enforced, sales structure in place. Trainability.

B2B 205

B2B Hiring Lead Rank Scale 205

Sales Hacker

JUNE 4, 2024

How to train your sales team to sell to highly technical buyers and decision-makers. Strategies for turning around challenging customer relationships, with a case study on closing SpaceX and growing it from 0 to 10M ARR. 39:56) Balancing product training and sales process training. (44:39)

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Enterprise Enterprise Networking Sales Process 117

Selling Essentials RapidLearning Center

MAY 29, 2024

Lots of companies and nonprofits have considered or carried out cultural competency training for their employees. But as with other kinds of training, there’s a question: Does it work? One wide-ranging research study , out of Johns Hopkins University, suggests that it does. Med Care, 43(4), 356-373.

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Study Benefit Training Nonprofit 52

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. Separate still is social engagement, an umbrella term that includes social engagement and social marketing but has a broader notion of networking and participating in and creating a dialogue through group discussions, tweets, and more. Social engagement. Not really.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Sales Hacker Training

AUGUST 10, 2021

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Training during the last 15+ months [10:43]. powered by Sounder.

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Training Scale Webinar Metrics Face-to-face 119

Sales and Marketing Management

FEBRUARY 22, 2019

Sales enablement technology and training can help in this area; however, a tremendous gap remains in resources for indirect sellers. A Forrester Consulting study commissioned by Mediafly reports that the B2B companies surveyed work with an average of 176 partner companies. Improve the sales experience to outshine competitors.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218