Steven Rosen

JANUARY 15, 2024

Providing tools and resources for coaching and investing in sales leaders’ development is crucial to success. It is time that we test the vision, or else how do we understand what’s working, what’s not, or do we need to pivot?” Involving frontline managers in the decision-making process increases buy-in and accountability.

Sales Leadership 268

Sales Leadership Coaching Resources Pivotal 268

Crunchbase

OCTOBER 26, 2020

In the last few months, endless sales teams have gone remote and learned to depend more consistently on digital tools. Remember, it’s worth ensuring that every step in your sales process is suitable for manual completion before you dive too deeply into tools and automation. Automations are a great tool for empowering your employees.

Pivotal 105

Pivotal Strategy Face-to-face Consumer 105

SBI Growth

APRIL 14, 2013

These major interactions are the pivotal meetings over the life of a sales campaign. Why—Sales VPs realize their teams are taking new products to the market without the proper training and tools. Sales leaders know they can’t everywhere they want to be. A second way is to utilize a Big Deal Review Strategy. #2

Account Based Marketing 314

Account Based Marketing Software Software Report 314

Alice Heiman

AUGUST 6, 2024

In this episode of Sales Talk for CEOs, Alice Heiman speaks with David Dulany, founder of Tenbound, about his transition from working at Achieve Global to founding a company focused on sales technology tools. Here’s what you’ll discover: David’s journey from sales training to founding Tenbound.

Pivotal 71

Pivotal Hiring Sales Technology Referrals 71

Hubspot Sales

OCTOBER 4, 2019

Common sales enablement resources include tools, automation, content, and information that prepares your reps to close new business. My sales team has robust training resources available that help sales reps improve their skills. Strongly Disagree ; my sales organization doesn’t have sales-specific training available to reps.

Pivotal 103

Pivotal Collateral Sales Enablement Scale 103

Pipeliner

DECEMBER 27, 2020

Business strategies change constantly, but they usually pivot slowly over time. Here are some ways to pivot your sales strategy to maximize your post-COVID-19 success. Sales strategy includes everything from how you train your sales team to how you qualify leads. What is a Sales Strategy?

Pivotal 98

Pivotal Strategy Face-to-face How To 98

Sales and Marketing Management

MAY 14, 2020

With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.), client and prospect meetings, and industry tradeshows getting postponed and canceled, how can sales teams pivot quickly to drive productivity in a new (predominantly virtual) environment? Should my online training and events be live or asynchronous?

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

BuzzBoard

DECEMBER 22, 2023

Leaders play a pivotal role in ushering in this future by fostering a culture that embraces AI positively rather than as a threat. This means providing training and resources for employees to harness AI comfortably and effectively. Now you are ready to match these needs to tools! But hold on. This helps avoid biased results.

Maximizer 105

Maximizer Tools Lead Rank Pivotal 105

The Pipeline

FEBRUARY 20, 2018

To be clear, this was not an either-or proposition; it was a reminder that the human element plays a pivotal role in success. But the same tools that automate things, are contributing to sales complexity and reps turning off. But when you look at the performance of many reps, it is easy to understand the allure of technology.

Objections 258

Objections ROI Call-back Quota 258

Sales and Marketing Management

NOVEMBER 15, 2018

From here, most well-meaning sales managers pivot into the helpful, inspiring part of the conversation, discussing the need to increase activity, generate more proposals, ask for the sale, and increase the closing ratio. But more often than not, the salesperson doesn’t walk away with the information (or tools) needed to improve.

Coaching 257

Coaching Construction Pivotal Positioning 257

Sales and Marketing Management

APRIL 7, 2019

Says the study author, “…the employee must be pivotal. He built and trained our teams on a system rolled out with clock-like precision to manage every detail of the acquisition, which allowed me to institute the change needed to effectively combine our sales teams. Quickly share tools and processes for success.

Hiring 176

Hiring Pivotal Scale Journal 176

Sell Integrity

AUGUST 10, 2020

Virtual training is here to stay, and to get the full advantages of it, your facilitators need to go beyond knowing the material and having classroom experience to develop an entirely different skill set (and mindset). Virtual training is finally stepping out from the shadows and onto center stage.

Training 93

Training Webinar Metrics Retention Pivotal 93

Mr. Inside Sales

MAY 31, 2021

This way, you will be able to pivot easily and naturally when you need to, and you’ll avoid sounded scripted. ON DEMAND SALES TRAINING THAT GETS RESULTS! If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

Face-to-face 180

Face-to-face Cold Calling Call-back Gatekeeper 180

Sales and Marketing Management

FEBRUARY 15, 2021

Many sales organizations have pivoted to virtual events rather than simply canceling major sales events. But in a virtual selling world, training, collaboration and engagement are more challenging. Assigning pre-work before the virtual training. Now, as we dive deeper into a new year, sales leaders are tackling another issue.

Education 194

Education Film Channels Cancellation 194

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

Steven Rosen

MAY 20, 2024

Her emphasis on thorough readiness underscores its pivotal role in achieving success. She shares practical tips on time management, utilizing short meetings and communication tools to optimize efficiency and collaboration within her team. Time management is essential for finding time to prepare.

Sales Leadership 156

Sales Leadership Coaching Pivotal SalesForce 156

Steven Rosen

MAY 20, 2024

Her emphasis on thorough readiness underscores its pivotal role in achieving success. She shares practical tips on time management, utilizing short meetings and communication tools to optimize efficiency and collaboration within her team. Time management is essential for finding time to prepare.

Sales Leadership 156

Sales Leadership Video Coaching Pivotal 156

Hubspot Sales

MARCH 4, 2019

If you want to develop a more effective salesperson, start with how your organization coaches and trains them. He soon realized I wasn't seeing results by mimicking him, so he pivoted. At a high level, there are two ways for managers to teach their teams: training by example and by inquiry. Training by inquiry is more personal.

Hiring 108

Hiring Training Hubspot How To 108

DiscoverOrg Sales

MAY 5, 2017

Big fish are caught by big boats with the right tools, and coordinated efforts by everyone on board. It’s their job to make sure the team has the right tools to go after the right fish, has training to handle rough seas, and understand where the fish live and what they want. They learn how to catch big fish.

eBook 133

eBook Account Based Marketing Pivotal Engineering 133

Sales and Marketing Management

SEPTEMBER 15, 2019

I have noticed from my many years in sales and conducting thousands of training programs that pre call planning is an activity that looks at what you want to say and do in the sales call or interaction. This can be a very powerful approach if combined with the right skill sets, resources and tools. Planning Versus Strategy. Tendencies.

Sports 184

Sports Call-back Pivotal Intent 184

Vengreso

OCTOBER 22, 2024

But before we begin, ask yourself: Are you using the right tools to measure your sales team’s success? Discover the surprising method top leaders use to identify the most effective sales tools, and how it saved a business a quarter million dollars. It’s time to rethink your sales tool strategy.

Tools 70

Tools Social Media Channels Sales Methodology 70

Sales and Marketing Management

NOVEMBER 6, 2017

In the industrial world, we’re trained that failure equals incompetence, which equals…out of a job. By reflecting on the learnings with your team, you can quickly iterate, or make decisions about whether to pivot or preserve. Sure, we could have created a shiny new tool that would be an impressive part of our digital transformation.

ACT 200

ACT Lead Rank Software Software 200

Allego

JULY 21, 2022

This agile approach gives your sales team the tools, expertise, and content at their moment of need to engage buyers and close more deals. More than that, modern sales enablement enables hybrid teams to close more deals thanks to an up-to-date approach to sales training , coaching , and content. Product and Process Training.

Sales Enablement 117

Sales Enablement Company Collateral Hiring 117

Bernadette McClelland

JANUARY 11, 2017

One of those strategies is summed up by this very ‘relevant to 20th century sales leadership behaviour’ statement : “If officers are unaccustomed to rigorous drilling they will be worried and hesitant in battle; if generals are not thoroughly trained they will be inwardly quail when they face the enemy.”.

Strategy 150

Strategy How To Competition Energy 150

Sales and Marketing Management

SEPTEMBER 24, 2020

According to SiriusDecisions, the biggest reason why sales teams experience decreased revenue is not due to lack of training or leads, but the inability for sales and marketing to communicate the value of their solutions to prospects. . Interactive value selling tools . The Need for Value-Based or ROI Selling.

ROI 177

ROI Lead Rank Lead Scoring Face-to-face 177

Allego

MARCH 7, 2024

Personalize Training and Coaching Each person on your sales team is different. One-size-fits all training and coaching will not work. By customizing training to each rep’s specific role, it becomes directly applicable to their daily challenges, fostering a more effective learning experience.

Sales Coaching 118

Sales Coaching Coaching Handbook Lead Rank 118

Hubspot Sales

NOVEMBER 2, 2020

Luckily, sales intelligence tools can help teams make quick data-driven decisions while only focusing on the key metrics they need. When sales leaders find inconsistency in sales rep data, they can determine the best way to train or give strategic feedback to team members to ensure that they're using effective tactics.

Analytics 136

Analytics Enterprise Enterprise Pivotal 136

Hubspot Sales

NOVEMBER 17, 2020

Teams that traditionally sold in person had to pivot to an inside sales model. The pandemic hasn’t just caused pivots — it’s also caused permanent change. Instead, it was how teams used the tools that made the difference. Offices have gone virtual. However, there was a difference in opinion on how effective they were.

Hubspot 126

Hubspot Lead Rank Opportunity Face-to-face 126

Sales and Marketing Management

MARCH 8, 2020

That question kicks off the new book “Pivot to the Future” by three thought leaders from the consulting giant Accenture. Technology is increasingly creating the tools your competitors are using to build new digital products and services that target and release latent demand and serve unmet needs.

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

Allego

SEPTEMBER 17, 2020

Your company may have pivoted to virtual selling overnight this spring, but now you realize that working and closing deals when you can’t be there in person is the new normal. Live video conferencing tools can only take you so far. Don’t get left behind by relying on outdated training and enablement approaches. Learn More.

Collateral 147

Collateral How To Video Face-to-face 147

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. The trick is knowing what training program and techniques to use. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training?

Training 92

Training Lead Rank Hiring Course 92

SBI

AUGUST 17, 2021

When your sellers are well equipped with all the tools and data they need, they’ll be better able to focus on solving their prospects’ problems and facilitating their buying journey. Make time for user training. And make sure your customer and prospect data is current and complete. Damien came to InsideView from Oracle.

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

DiscoverOrg Sales

JUNE 6, 2017

My email subject line was: “Steph Curry was a free agent,” and the MBA analogy cinched the deal: Hey Diego, Is there any reason why you feel DiscoverOrg isn’t the best tool to have in place for you and your teams? That does not mean there is no chance but nothing would happen until we all start to use the tool. Thanks again.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Women Sales Pros

APRIL 19, 2019

It’s not that your training stinks. Use a sales-specific assessment tool to vet candidates based on role definition. Have a clear process for how you interview and train managers in effective interview tactics, including role play. This year make two important improvements that will improve retention.

Trends 129

Trends Hiring Ideal Customer Profile Churn 129

Hubspot Sales

JUNE 15, 2020

Sellers who were used to high-touch, in-person customer meetings have had to instantly pivot to remote virtual meetings. Drag and drop capabilities using interactive presentation tools allow companies to create animated PowerPoint presentations from traditional files to present in a new and more appealing format.

How To 126

How To Face-to-face ROI Collateral 126

Babette Ten Haken

NOVEMBER 12, 2020

If you are planning on throwing more of yesterday’s sales training at a client retention scenario which has pivoted (even if you haven’t), will the outcome meet your needs? Is your sales team still the primary star of the customer acquisition show? Or do you know who else in your organization catalyzes your customer retention story?

Retention 134

Retention Strategy Customer Scale 134

Hubspot Sales

DECEMBER 14, 2020

Maybe you’ll recruit non-sales product employees from your company to explain how to use the new tool and have them host small group breakout sessions where salespeople have the opportunity to use it and ask questions. Either way, the sessions at your conference should equip employees with the tools they need to reach yearly company goals.

Sales Meeting 137

Sales Meeting Meeting Motivation Objections 137