Understanding the Sales Force

APRIL 6, 2025

Last week I wrote this important article about how you can use sales process to increase revenue by 28%. Lets make the assumption that you either have or are about to have a comprehensive custom, staged, milestone-centric, buyer-focused sales process with predictive sales scorecard. What are the next steps?

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Government Sales Leadership Coaching Sales Coaching 173

Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Think of the sales process as a journey rather than an adventure. A journey is planned.

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Sales Process Decision Maker Sports Construction 188

Partners in Excellence

FEBRUARY 4, 2025

” Or they accept the default process embedded in CRM systems or from their training methodology. “Of course my selling process in selling complex enterprise software is the same as those selling toilet paper, soap, and sanitary supplies to Home Depot! Afterword: I hesitated posting this AI discussion of this post.

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Sales Process Guidelines Up-Sell Analysis 77

Pipeliner

MARCH 12, 2025

In a recent expert interview, John Golden talked with Chris Jennings , a sales leadership expert with more than 25 years of sales and leadership experience. They discussed new sales training methods, the importance of authenticity in sales, and the changing role of sales managers.

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Video Training Lead Rank Lead Scoring 105

Anthony Cole Training

JULY 8, 2021

On average, salespeople possess only 15% of the attributes required to sell consultatively.

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Sales Process Sales Consultative Selling 282

Understanding the Sales Force

OCTOBER 9, 2024

Step 1 – Have the Sales Team Evaluated We leverage the gold standard of sales team evaluation tools to determine what the team’s full sales capabilities are today, and where the biggest gaps are in all 21 Sales Core Competencies. Throughout the training, we focus on the competencies with the biggest gaps.

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Hiring Lead Scoring Lead Rank Compensation 352

Understanding the Sales Force

FEBRUARY 11, 2020

Do you partake of dessert prior to eating your appetizer? Do you eat your dinner in the morning and have breakfast at night? Would you prefer to have the builder complete the finish work on your new house prior to framing it and installing the roof? Would you back your car out of the garage before opening the garage door?

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Company Training Hiring Sales 320

SBI Growth

APRIL 7, 2025

The Growing Role of Sales Enablement Sales enablement is a catch-all term applied to any practice that attempts to increase sales productivity.

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Tools Sales Tools Sales Enablement Lead Generation 156

Highspot

OCTOBER 22, 2024

Consistently hitting your sales goals can sometimes feel like a game of darts – you’re trying to hit the target and close every deal, but it can be easy to miss the mark. If reps are misaligned on even just one step in the sales process, it can become nearly impossible to drive predictability within your sales force.

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Sales Process Infusion Face-to-face Quota 52

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.

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Training Strategy Ideal Customer Profile Lead Rank 67

The Digital Sales Institute

APRIL 9, 2025

Sales training programs fail due to not understanding the pitfalls in selling to todays connected buyer and the solutions they expect, which go way beyond the product. Read on to why many sales training programs fail and why. One of the reasons sales training programs fail is the lack of relevant (and updated) content.

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Training Hiring Negotiation Up-Sell 52

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.

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Training Top of Funnel Ideal Customer Profile SalesForce 74

Understanding the Sales Force

DECEMBER 11, 2024

On this page you’ll find everything you always wanted to know about how to get Baseline Selling content and training – all in one place. Baseline Selling is a proprietary sales process and methodology that Dave Kurlan developed in 2005.

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Course Sales Process Training Company 156

Understanding the Sales Force

APRIL 9, 2020

Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to close when we return to work.

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Company Face-to-face Consultative Selling Pipeline 361

Anthony Cole Training

FEBRUARY 21, 2025

An effective sales pitch should begin with identifying areas of connection, often achieved by doing research on the industry and client prior to the meeting. As sales leaders, it is your job to help your team become more comfortable and skilled at the process of building an effective sales process and sales pitch.

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Coaching Relationals Research Buyer 194

Zoominfo

MARCH 21, 2025

Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. From refining your teams techniques to reinforcing best practices, coaching tools are essential to how modern teams train, grow, and win. The goal: helping every rep improve their performance.

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Sales Coaching Software Software Coaching 130

Highspot

NOVEMBER 24, 2024

Imagine having a sales team that hits or exceeds their targets without fail. 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.

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Sales Enablement Training Top of Funnel How To 52

No More Cold Calling

JULY 29, 2021

This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. No wonder these folks are not closing sales. Why Your Team Is Not Closing Sales.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

SBI Growth

APRIL 14, 2025

Enterprise and SMB selling are fundamentally different, and each requires its own sales process, metrics, and unique selling skills. For example, if you target the small- and medium-sized business market (SMB) and now want to target enterprise customers thats where the money is you need to rethink how you sell.

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Enterprise Enterprise Customer Marketing 156

Cincom Smart Selling

FEBRUARY 21, 2025

However, the true power of CPQ lies in proper training. A well-trained sales team can navigate the system effortlessly, configure products accurately, and apply pricing rules without errors. Without the right training, inefficiencies and mistakes can slow down the sales cycle, leading to lost opportunities.

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Training Closing Discount Lead Rank 48

Anthony Cole Training

MAY 1, 2025

This approach involves 1) active listening, 2) asking insightful questions, and 3) tailoring the sales process to meet the specific circumstances of each customer. It focuses on building long-term relationships and providing solutions that empower customers to achieve their desired outcomes.

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Zoominfo

JANUARY 13, 2025

Heres how some of todays top experts use AI to sidestep common challenges, encourage experimentation, enhance sales training, and create smarter prospecting lists. The Upsides and Risks of AI While AI accelerates and optimizes sales efforts, the human element of the sales process remains a crucial, irreplaceablepart of the experience.

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Lead Rank Lead Scoring Conversion Prospecting 130

Pipeliner

APRIL 13, 2025

Keep Your Sales Process Clear John and Shelley both agree: a clear sales process is a must. To Stay on Track: Review Often : Make sure the process still works. Train Your Team : Everyone should know the steps to success. But sticking to the process is still key. Keep your sales process fresh.

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Sales Leadership Industry Video Lead Rank 105

Understanding the Sales Force

APRIL 16, 2025

While excellence involves advanced sales training skills, extended practice sessions and coaching, the desire to improve is the most important element. Excellence is a game changer!

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Pipeline Follow-up Conversion Outbound 188

Zoominfo

JANUARY 30, 2025

Heres how some of todays top experts use AI to sidestep common challenges, encourage experimentation, enhance sales training, and create smarter prospecting lists. The Upsides and Risks of AI While AI accelerates and optimizes sales efforts, the human element of the sales process remains a crucial, irreplaceablepart of the experience.

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Lead Rank Lead Scoring Intent Signal Conversion 130

Highspot

FEBRUARY 20, 2025

Key Takeaways AI-powered sales training helps reps build trust by personalizing conversations and addressing buyer needs. Unified tools streamline workflows, enhancing collaboration and driving better sales outcomes. And without trust, deals stall, sales cycles drag on, and your competitors swoop in.

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Buyer Training Coaching Scale 52

Zoominfo

AUGUST 8, 2024

Success relies on a comprehensive understanding of the definition of sales enablement, why it matters, who should be involved, and how sales leaders bring it to life. What is Sales Enablement? Sales operations leaders play an important role in translating the enablement vision of the sales VP into reality.

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Sales Enablement Strategy Scale Hiring 130

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. Try these tips for reaching the decision maker: Make referrals a process and a priority: Referral selling must be your #1 business-development outreach. A referral is the best way to get a meeting with the decision maker.

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Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Pipeliner

NOVEMBER 7, 2024

Actionable Advice: Situational Awareness: Train yourself to be more observant of your surroundings and the behavior of others. Scenario Planning: Practice different sales scenarios to improve your ability to read situations and adapt your strategies. This can help you make more informed decisions.

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Hiring Video Lead Scoring Lead Rank 105

Janek Performance Group

JANUARY 22, 2025

In many ways, by streamlining sales processes and workflows, the CRM was the Industrial Revolution of sales. Find opportunities to align your CRM with your sales processes. As your sales processes change and evolve, they should be reflected in your CRM. Also, try to make your CRM simple.

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CRM Lead Qualification Social Media Data 118

Cincom Smart Selling

MARCH 6, 2025

But here is the thing: even the best CPQ tool cant reach its full potential if your team is not trained to use it effectively. This is where comprehensive step-by-step CPQ training becomes essential. Before getting into the steps of CPQ training and implementation, let’s look at why a business should invest in CPQ.

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Training Proposal System Face-to-face 48

Zoominfo

APRIL 15, 2025

Challenges in Sales Challenges that sales teams struggle the most with include: Data Quality : Sales teams depend on accurate and up-to-date data to prioritize leads and forecast effectively. Training Gaps : Many sales professionals lack the training to fully utilize AI tools, leading to underperformance or distrust.

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Survey Forecasting Lead Scoring Lead Rank 130

Understanding the Sales Force

FEBRUARY 25, 2024

You need to develop a culture of coaching and that begins with requiring it, and having an expert, like me, train and coach sales managers to do it effectively and get an instant revenue bump. Sales Managers don’t want to coach because it takes away from personal sales. It’s low hanging fruit.

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Coaching Guidelines Margin Incentive 341

Pipeliner

NOVEMBER 8, 2024

AI in Inbound Sales: Enhancing Efficiency and Personalization AI is transforming inbound sales by automating time-consuming tasks such as data entry, call routing, and frequently asked queries, allowing human agents to focus on higher-value interactions.

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Inbound Outsourcing Services Customer Service Inbound Sales Team 98

Vengreso

JANUARY 17, 2025

In this blog, we’ll explore why virtual sales programs, especially Vengreso’s offerings including our extensive blog resources and eBooks , should be integral to your business strategy in 2025. The evolution of virtual sales programs is not merely a trendits becoming the cornerstone of modern sales strategies.

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Webinar Metrics Selling Skills Sales Cycle Coaching 98