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.

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Hiring Decision Maker Energy Face-to-face 233

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. I asked him what they were doing to sustain their excellent training.

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Survey Coaching Training Sales Talent 358

Highspot

APRIL 1, 2025

Key Takeaways Traditional sales role play often feels forced and anxiety-inducing, limiting a reps ability to build genuine sales confidence. That’s what traditional sales role-playing feels like: forced, vague, and anxiety-inducing. They are all waiting for you to screw up your script so they can tell you about it.

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Training Sales Management Hiring Lead Rank 52

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.

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Sales Enablement Scale Hiring Sales Operations 111

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

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Training Hiring Retention Exercises 62

Membrain

MARCH 11, 2020

Sales training is important to a high-performing team, and there have never been as many options as there are today. Online training, in-person workshops, blended learning, off-the-shelf, customized, training with consulting, consulting with training.

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Training Sales Customer Sales Enablement 139

Understanding the Sales Force

APRIL 23, 2014

Understanding the Sales Force by Dave Kurlan Earlier this week the world was once again focused on the city of Boston and the 118 th running of the Boston Marathon. Consider the length of time that a runner must train to prepare for running a 26.2-mile Consider the length of time that a runner must train to prepare for running a 26.2-mile

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Airlines Groups Forecasting Engineering 285

Score More Sales

JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

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Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Force Management

OCTOBER 8, 2020

This post is an extension of the Ten Reasons Why Our Sales Training Is Different. The impacts of the pandemic have left many sales leaders to shift priorities and find new ways to equip their sales teams to succeed. Like many companies, we’ve had to refine our sales engagement and delivery process. Read it here.

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Training Face-to-face Coaching Exercises 147

The Sales Heretic

OCTOBER 2, 2018

The single best thing you can do with a prospect—at any point in the sales cycle—is to ask them questions. If you ask enough of the right questions, your prospect will tell you everything you need to know to make the sale. In my training seminars and workshops, I typically give audiences 20 to 40 [.].

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Prospecting Sales Cycle Training Sales 207

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

Awarathon

FEBRUARY 28, 2025

Sales training in Philippines is a crucial investment for businesses looking to build high-performing sales teams. With an increasingly competitive market, companies must ensure their sales professionals are equipped with the right skills to drive revenue and customer engagement.

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Training Negotiation Coaching Sales Coaching 52

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person. Myth 1: Field sales reps sell primarily in person.

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Lead Rank Quota Face-to-face Hiring 339

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar.

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InsideView Scale Exercises Call-back 223

MTD Sales Training

JULY 1, 2014

We see many salespeople through our sales workshops, our consultancies and coaching programmes and through our one-to-one sessions by phone or email. Lessons For Sales People how can i continue to improve towards excellence how can i move from good to excellent the barriers of moving to excellence'

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Coaching Sales 277

Steven Rosen

JANUARY 31, 2023

APR is a time-consuming process for the sales leadership team. To supercharge your leaders, sales executives can leverage the annual performance review to focus on and invest in creating robust leadership development plans. Creating Powerful Development Plans It’s the annual performance review (APR) time again.

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Sales Leadership Policies Coaching Consumer 293

SBI Growth

JANUARY 24, 2014

Chances are you have just returned from your annual Sales Kickoff (SKO). SKO’s are great to re-energize and learn about sales direction for the upcoming year. But what about that sales training you received? Companies invest a lot of money and resources in sales training. Having a solid plan.

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Sales Qualified Lead Compensation Call-back Energy 299

SBI Growth

JANUARY 15, 2014

Every sales leader has a fresh list of HR projects to accomplish. Today’s post will help align HR projects with Sales goals. It’s the story of Tracy, the business partner for sales at a B2B technology company. She shared her ideas for success as the business partner to Sales. Tracy’s approach was remarkably powerful.

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Hiring How To Negotiation Energy 275

Awarathon

JANUARY 24, 2025

AI-based sales training platforms in the Philippines are transforming L&D with personalized, data-driven training experiences. Sales teams can enhance their skills using AI-powered roleplay scenarios, while LMS platforms offer structured learning paths. However, these solutions can be expensive.

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Training Negotiation Sales Coaching Coaching 52

Sales and Marketing Management

NOVEMBER 17, 2019

Author: Charlotte Powell You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the right balance of skills, motivation, and resources. How can you inspire your sales team to go above and beyond? Train to the skills gap. Training isn’t a one-size-fits-all solution.

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Collateral Sales Qualified Lead Guarantee Resources 230

Cincom Smart Selling

FEBRUARY 21, 2025

Speed, accuracy, and the ability to meet customer demands efficiently are the pillars of success for the sales team. Configure, Price, and Quote (CPQ) software plays a vital role in automating product configuration, pricing, and quote generation helping sales teams to easily handle complex pricing scenarios.

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Training Closing Discount Lead Rank 48

Allego

NOVEMBER 19, 2024

A well-planned sales kickoff meeting can be the launchpad for a high-performance year. But here’s the truth: 85% of companies fail to make their sales kickoff events as impactful as they could be, research from Opus Agency revealed. What Is a Sales Kickoff Meeting?

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Meeting Energy Motivation Follow-up 62

The Pipeline

SEPTEMBER 18, 2018

No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. As long as companies fill their sales people’s heads with more “Product Knowledge” than business skills, the challenge will persist. By Tibor Shanto.

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Vendor Discount Insurance Insurance 255

Allego

DECEMBER 3, 2024

Sales enablement professionals, get ready—2025 is shaping up to be an exciting year for sales enablement conferences. For attendees, the top sales enablement conferences in 2025 promise to provide value-packed and personalized experiences. Ready to take your sales enablement game to the next level?

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Conference Sales Enablement Biotechnology Hiring 62

Allego

NOVEMBER 12, 2024

Today’s sales reps face a challenging reality: buyers are more informed, independent, and selective than ever. This shift has made sales skills training more essential than ever before. This is where a well-rounded sales skills training program can make all the difference. What Is Sales Skills Training?

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Hiring Handbook Negotiation Buyer 62

Anthony Iannarino

JUNE 27, 2020

The following list of ideas about training salespeople is for those in B2B sales training or who aspire to train others. Many ideas come from my experience as a person being trained to sell, with a few coming from watching others, and more from my own experiences. Respect the people in your sessions.

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B2B Training How To Proposal 121

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor.

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Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo. The post The Best Way To Generate New Leads appeared first on MTD Sales Training. Happy selling! Sean McPheat.

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Marketing Qualified Lead Leads Cold Calling LinkedIn 197

Hubspot Sales

AUGUST 9, 2022

That's why leaders need to leverage effective sales training techniques to set reps on the right course and facilitate their professional growth. When we reached out to Sunny Sandhu — Director of Sales Development at Guru — for his insight, he stressed the importance of covering the "why" behind a topic. Start with "why.".

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Training Sales Outsourcing Sales Hubspot 116

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. 4. Make your key objective to help the customer, not to close a sale. And the basics of selling are….? salespeople today don’t execute on the basics. 5. Know your prospects.

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Selling Skills Negotiation Sales Leadership Margin 317

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. My entire career had been sales and sales management, and my best business had always come from referrals.

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Referrals Cold Calling Inbound Webinar Metrics 385

No More Cold Calling

SEPTEMBER 13, 2018

When clients pull out their negotiation strategies, it’s easy to get sucked into defensive mode and cave on price—even though my clients always agree that building a referral culture takes more than training. It takes commitment to a referral sales strategy. The post What Are Top Negotiation Strategies for Women in Sales?

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Negotiation Strategy Salary Referrals 219

Sales Gravy

MARCH 9, 2025

A Winning Message for Sales Winners Last week I delivered a keynote at a large company's Presidents club event. These sales professionals are the best of the best. The Bees Knees in the words of their VP of Sales. It happens to Presidents club winners and every day sales reps. It was fun! Great hotel. Think about it.

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Hotels Guarantee Exact Engineering 97

Vengreso

JANUARY 10, 2025

Having a robust sales enablement framework is crucial for driving success and outperforming competitors. With an effective framework, organizations can empower their sales teams to close more deals, increase productivity , and enhance customer engagement. What is Sales Enablement?

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Sales Enablement How To Webinar Metrics Objections 66

SBI Growth

AUGUST 4, 2013

Most HR and Sales leaders who just completed this mid-year chore would agree. It does not answer the question that is top of mind with Sales and HR leaders, “How can we improve the performance of our sales team?” A more Agile way of assessing sales talent has emerged. Sales contests and bonuses.

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Territories Lead Scoring Lead Rank Demand Generation 282

Janek Performance Group

NOVEMBER 13, 2024

As you prepare for your next sales kickoff, it’s important to make every step count. Sales Training—Is your team’s training still relevant? Skill-Building Sessions : Sales are always changing—and so do customers, becoming more sophisticated as they seek solutions. Product Knowledge—What’s changed?

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Ideal Customer Profile Demand Generation Targets Lead Rank Lead Scoring 48

Allego

DECEMBER 5, 2024

Sales success isn’t just about closing deals—it’s about staying ahead in a game that’s constantly changing. That’s challenging enough, but it’s even more difficult when sales teams rely on outdated and ineffective training programs. The good news is there’s a solution: continuous learning for sales. The result?

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Hiring Scale Coaching Training 62