Vengreso

MARCH 26, 2025

Whether you’re new to the field or looking to close more sales, online sales training offers a flexible and effective path to success. Through virtual instructor-led training, professionals can now master the intricate selling process without the hefty price tag of traditional programs.

Training 63

Training Strategy Ideal Customer Profile Lead Rank 63

Anthony Cole Training

JUNE 10, 2021

Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business.

Prospecting 296

Prospecting Positioning Sales 296

The Sales Hunter

MAY 14, 2019

You cannot afford to waste your time with prospects that will not become your customers. All prospects are not the same. What I mean by this is that the prospects in their pipeline are only doing one thing: plugging things up. So, here’s the first question: is the prospect asking you great questions?

SalesGenie 237

SalesGenie Prospecting eBook Lead Rank 237

The Digital Sales Institute

OCTOBER 25, 2024

Outbound sales prospecting insights that will assist any salesperson to connect and engage with target prospects in their sales activity. Our outbound sales prospecting course isn’t a mere refresh of past strategies; it’s a modern take on what it takes to win new customers. What Is Outbound Sales Prospecting?

Outbound 52

Outbound Top of Funnel Prospecting Sales Qualified Lead 52

SalesFuel

FEBRUARY 18, 2025

Too many business owners havent planned sufficiently for who will fill key positions in the next few years. In the most recent NFIB survey, roughly half of small businesses say they see few or no qualified applicants for their open positions. Training the existing workforce to fill these roles can be beneficial.

Training 59

Training Hiring Sales Qualified Lead Travel 59

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 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

Hubspot Sales

NOVEMBER 27, 2024

No matter what you’re selling, the phone is a vital touchpoint in any proactive outreach campaign, which means it’s critical to include some cold calling training whenever you’re onboarding new sales reps. Smile and dial” won’t cut it, so here’s my best advice for teaching your reps to embrace the phone and reap the benefits.

Cold Calling 59

Cold Calling Training Lead Rank Lead Scoring 59

Pipeliner

JANUARY 16, 2025

The Unique Nature of Sales Hiring Understanding the Distinctiveness of Sales Roles Walter Crosby emphasizes that sales roles are fundamentally different from other positions within an organization. Despite this, many companies continue to use the same hiring processes for sales positions as they do for other roles.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Allego

FEBRUARY 18, 2025

Sales training has never been more criticalor more challenging. This groundbreaking technology is transforming how enablement teams create, update, and personalize sales training content atunprecedented speed. Generative AI is enhancing sales enablements agility in delivering training for critical commercial initiatives.

Training 62

Training Scale Hiring Lead Rank 62

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. MTD Sales Training | Sales Blog. The post How To Deal With Your Competition When In A Sales Meeting appeared first on MTD Sales Training. Happy Selling!

Competition 375

Competition Sales Meeting Meeting How To 375

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. Every time you smile, you signal to the rest of your body how positive you’re going to be. Again, silly, right?

Face-to-face 271

Face-to-face Gatekeeper Decision Maker Licensing 271

Sales 2.0

JULY 17, 2019

If you are in this position, this post may help you. I graduated from Wharton’s MBA program in 1993 and had no sales training at all. I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

MTD Sales Training

FEBRUARY 11, 2020

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. This question is simple and helps the prospect understand that what you have just proposed is, at worst, reasonable.

Closing 300

Closing Proposal Negotiation Benefit 300

Mr. Inside Sales

MAY 11, 2023

While managers want you to jump on the next call, go from a negative experience and be positive again and “smile and dial,” you know how hard that is. Here’s the solution: Rather than try to go from negative to positive (very hard to do), it’s better to go from negative to neutral first and then on to positive. Maybe use, “Oh?”

Face-to-face 250

Face-to-face Call-back Gatekeeper Decision Maker 250

Highspot

JANUARY 23, 2025

Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships. What is Soft Skills Training? Soft skills training helps sales teams learn to work well with colleagues and customers. Did you know?

Training 52

Training Negotiation Exercises Proposal 52

Highspot

NOVEMBER 24, 2024

It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention. What is Sales Enablement Training? What Does Sales Enablement Training Include?

Sales Enablement 52

Sales Enablement Training Top of Funnel How To 52

MTD Sales Training

APRIL 23, 2019

Unique Selling Proposition – well, these are the benefits that your prospects and clients can look forward to receiving when they purchase your wares. Your Sales Manager and Sales Director will most likely ram USP’s down your throat so you can discuss them with your prospects. You could divide them into positive and negative ones.

Call-back 243

Call-back Up-Sell Proposal Benefit 243

Mr. Inside Sales

APRIL 14, 2024

Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc. What this means is that rather than let that random, negative self-talk just pour into you, you should instead talk back to yourself in advance and feed the positive self-talk you need to succeed. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 224

Face-to-face Gatekeeper Decision Maker Licensing 224

Sales and Marketing Management

APRIL 9, 2018

This requires going beyond one-size-fits-all training and development programs that are measured by simple pass/fail certifications or completion rates. Many sales leaders hire long-tenured reps with the misguided assumption that they don’t have to invest in training. The Missing Metric. On the surface it seems simple, right?

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

Steven Rosen

MAY 24, 2024

He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. By addressing objections, providing training and support, and showcasing success stories, sales leaders can help their teams embrace AI and leverage its benefits.

Company 296

Company Sales Leadership Retention Loyalty 296

MTD Sales Training

DECEMBER 16, 2019

Concentrate on Interests not Positions. This means identifying what is most important to the prospect. The problem is that the other person could see your drop to £150 as a ‘bargaining position’. If the prospect asks for money off, see if you can get an increased order for it. Determine your walk-away position.

Negotiation 211

Negotiation Margin Discount Face-to-face 211

MTD Sales Training

JUNE 4, 2019

It adds meaning to why they are positioned where they are. How many times do you ‘hold something back’ so you can surprise the prospect with that little extra to encourage them to buy? Could your marketing department help the prospect find ideas on marketing themselves? Nothing wrong with this, of course. Happy Selling!

Case Study 255

Case Study How To Discount Decision Maker 255

The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. The victim develops positive feelings toward the person holding them captive or abusing them. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection.

SME 299

SME Lead Rank Lead Scoring Discount 299

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. Without it, your prospects figure you’re not interested, and they tune out. It took awhile to learn Zoom and take advantage of breakout rooms, chat, hand raising for questions, getting our video positioned properly, and mics and speakers set. (It even became a verb.).

Video 289

Video Cold Calling Exercises Conference 289

Mr. Inside Sales

FEBRUARY 12, 2021

Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!). When they get the prospect on the phone, they open with: “Did you get the email I sent?”. Try this: When you get your prospect back on the phone, say: “Nice to speak with you again. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Follow-up 228

Follow-up Face-to-face Sales Qualified Lead Gatekeeper 228

Mr. Inside Sales

AUGUST 14, 2020

I realized that as a sales professional, I was in a unique position to help a lot of people. As a sales professional, I could fulfill an essential position in the business world and help companies and people grow and get the things they needed to excel and lead better lives. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 295

Face-to-face Call-back Gatekeeper Decision Maker 295

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Mr. Inside Sales

MARCH 2, 2024

Study these 3 interviewing mistakes and make sure YOU don’t make them the next time you’re trying to land your next sales position. If you have several years where you moved around a lot, simply list: “Speak to me to clarify most recent positions.” ON DEMAND SALES TRAINING THAT GETS RESULTS! Too many sales reps like to talk.

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Hubspot Sales

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

MTD Sales Training

OCTOBER 31, 2018

The excitement you feel when you get a positive response from your prospect is palpable. All that hard work, all that research, all that grafting and painstaking questioning and presenting has paid off and the prospect is heading towards buyers-ville. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo.

Closing 243

Closing Discount Buyer ROI 243

Anthony Cole Training

SEPTEMBER 19, 2024

When presenting to get a decision, it is important to understand this: Theoretically speaking, if a salesperson has done everything correctly up to the point of presentation, then their prospect should be in a position to make a decision at the end of the presentation 100% of the time. That decision could be Yes, or it could be No.

Proposal 262

Proposal Sales Positioning Prospecting 262

Highspot

JANUARY 23, 2025

Be sure to master the four Ps of marketingproduct, price, promotion, and placementthrough GTM training. Go-to-market training equips you with the marketing, product, and sales skills to avoid launching a product no one needs. Why Go-to-Market Training Matters Markets are constantly changing, and buyer behavior evolves quickly.

Course 52

Course Training Strategy Marketing 52

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Where could they be going wrong?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. The Rise of Virtual Sales Programs As we enter 2025, the landscape of sales training programs is undergoing a revolutionary transformation.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

SMEI

MARCH 3, 2022

To craft the perfect sales pitch, you need to start by understanding your prospect’s mind. With these tips in mind, you’ll be able to craft the perfect sales presentation that hits home with prospective clients every time. Focus on the positive impact your product can have on your audience’s lives.

How To 247

How To Competition Benefit Case Study 247

DiscoverOrg Sales

JUNE 6, 2018

They’re attending networking events, following your company on social media, and applying for your open positions. However, these positive traits also make it more difficult to actively recruit them to your opportunities. Skills can be taught with training. They’re the ones with the ready-to-go resume and up-to-date website.

Hiring 230

Hiring Networking Positioning Compensation 230

Jeffrey Gitomer

MARCH 5, 2019

The right questions create deficit in the comfort level of the prospect. Leone's sale is broken down into three parts: Part one.Research – Gathering information and positioning for the sale. Become the emotional twin of the prospect. Determine the prospect's personality style. says Leone. Ask power questions.

Top of Funnel 241

Top of Funnel Licensing Funnel Objections 241