Sales and Marketing Management

DECEMBER 18, 2024

Leadership training isnt just about soft skills. The post The 3 Groups Desperate for Leadership Training appeared first on Sales & Marketing Management. Its about developing leaders who deliver results. While organizational priorities vary, most needs fall into three categories.

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Groups Training Marketing Sales 156

SBI Growth

OCTOBER 14, 2024

Sales organizations continue to invest in customized sales training but are often challenged when it comes to demonstrating that the training had a lasting impact on how their sales team sells. According to ATD Research, sales organizations invested an average of $2,326 per salesperson annually on sales training.

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Training Survey Research Sales 156

Understanding the Sales Force

OCTOBER 9, 2024

We also evaluate sales management and sales leadership capabilities and determine possible requirements relative to training, coaching, sales process, compensation and more, allowing us to set realistic revenue growth expectations and timelines. They will be part of the company’s future with proper training and coaching.

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Hiring Lead Rank Lead Scoring Compensation 358

No More Cold Calling

JULY 25, 2024

They train with unparalleled rigor. When they do provide sales training, it’s often done in a vacuum—without reinforcement, coaching, accountability linked to KPIs, and practice—which makes that initial effort a waste of time and money. And it takes more than a few hours of training to master new sales skills.

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Referrals Cold Calling Coaching Incentives 334

Steven Rosen

MAY 15, 2021

One of the VP’s said he was not happy with the impact of the corporate training program that he was mandated to use. I asked him what they were doing to sustain their excellent training. I asked him, “what sustainment components did the supplier provide to ensure the managers could take the great training and apply it in the field?

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Survey Coaching Training Sales Management 358

Understanding the Sales Force

FEBRUARY 9, 2021

The enthusiasm for the training was not unusual because I used my own Fantasy Camp experience as the model for content creation. I wondered, "Why can't sales and sales leadership training be just as enjoyable, stimulating, challenging and memorable as my camp experience was?".

Sales Leadership 367

Sales Leadership Follow-up Coaching Up-Sell 367

SBI Growth

OCTOBER 7, 2024

Like a championship sports team that needs great athletes , exceptional salespeople are the lifeblood of a high-performing sales organization. But if you have recently recruited new salespeople, you probably have also experienced how brutal it is to try to hire top talent in today's market.

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Hiring Sports Training How To 177

Sales 2.0

OCTOBER 9, 2020

Train Your team. Your team does need training. You need to train them. In order to train someone, you need to know how to do something yourself first. I have found a great way to train someone on a task is to make a video of you doing the task and send them the video. So if you’re an AE, congrats!

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Anthony Cole Training

JANUARY 12, 2024

Many or few, consistent or irregular, planned or impromptu, the sales performance management activities that we, as sales managers, use to motivate, train and hold our sales team accountable are at least partly responsible for the success or lack of success of those we manage.

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Motivation Account Training Sales Management 279

Anthony Cole Training

NOVEMBER 1, 2024

In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success. This article is the 1st place winner of the 2022 Sales Pro Central MVP Awards on Sales Leadership!

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Sales and Marketing Management

JANUARY 11, 2023

By providing ongoing training opportunities to your employees, you’ll positively impact their morale and productivity, which benefits everyone. Here’s how to create a meaningful training program that achieves actual results. The post Employees Crave Development appeared first on Sales & Marketing Management.

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Anthony Cole Training

JANUARY 26, 2023

This year, we're celebrating a huge milestone- 30 Years of Anthony Cole Training Group. In 1993, Linda and Tony Cole decided to start their own training and development company. In this video, Tony shares 5 things that have helped us grow and serve others in these 30 years.

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Groups Video Training Company 257

Sales and Marketing Management

JULY 27, 2022

She talks about how she goes to market and how companies can be smarter buyers of sales training. Sales trainer Amy Franko shares highlights from a webinar she presented recently for SMM Connect on the most important metrics for sales managers to monitor.

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Webinar Metrics Buyer Sales Training 390

Anthony Cole Training

FEBRUARY 9, 2024

Unfortunately, most sales managers have no formal training in leadership, management and coaching skills, so how do you find the right person? The list of responsibilities is long.

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Hiring Sales Management Company Industry 254

Anthony Cole Training

MARCH 8, 2024

There are many reasons for this, but among them are: the managers themselves were not coached or they had a bad experience with coaching; they were elevated to a team lead or manager position based on their sales success and not their coaching performance; and they have not had any coaching training, either formal or informal.

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Sales and Marketing Management

JULY 7, 2020

Here are some ways you can use unexpected sales incentives wisely: Combine unexpected rewards with training. Because unexpected rewards make people pay more attention to what happens next, combining them with incentive training can have a tremendous effect on how well salespeople are motivated to learn and retain important information.

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Incentives Incentive Motivation ACT 394

Understanding the Sales Force

NOVEMBER 10, 2024

Here are ten reasons why I could be an imposter: I stand tall but I’m actually just 5′ 6″ I’m a white collar professional yet I never wear a jacket or tie I have helped B2B sales teams for nearly 40 years but prior to that I sold only B2C I invented and perfected the OMG sales assessments but once I chose to hire a salesperson (..)

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Hiring Cold Calling Call-back B2C 348

Understanding the Sales Force

MARCH 3, 2022

Which Salespeople are Easier to Train - Veteran Salespeople or Millennials? The exact same thing happened to a salesperson I was training. Regular readers may remember Dinger from these posts: My Dog Has Better Listening Skills Than Most Salespeople. Top Salespeople are 631% More Effective at This Than Weak Salespeopl e.

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Sales and Marketing Management

SEPTEMBER 3, 2021

If you hire and train sales development reps smartly, they move on to leadership roles. Here's how to keep your pipeline of star talent filled. The post The Next-Gen Sales Development Team appeared first on Sales & Marketing Management.

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Hiring Pipeline Sales Training 333

Understanding the Sales Force

SEPTEMBER 27, 2022

One of their issues was their 20% win rate was much lower than they thought it should be and they believed their salespeople needed some refresher training on closing. They also had a large number of opportunities stalled in the pipeline and they believed that training on more effective techniques to conduct follow up calls would help.

Software 272

Software Software Follow-up Groups 272

Steven Rosen

JUNE 3, 2020

I am sure you have taken some time to train your salespeople on selling via “Zoom” and have adjusted the messaging if required. Research shows that training is 4X more effective if followed up with coaching. All our training, coaching and mentoring is done virtually! How do you know if they are on message?

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Sales Leadership Closing Face-to-face Call-back 394

Sales and Marketing Management

NOVEMBER 9, 2022

Designers bring a different perspective to digital marketing strategies because they are trained to use visual design to communicate stories effectively. Their expertise can help elevate projects, as well as fill some of the gaps in how marketers may approach content creation by default.

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Campaigns Strategy Marketing Training 331

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. It’s low hanging fruit. Both parties are already in place. Well, not really. Isn’t that a sad statement of the times?

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Coaching Guidelines Margin Incentives 347

Anthony Cole Training

AUGUST 11, 2023

While group training sessions have many benefits, there's no denying the unique benefits of personalized one-on-one sales coaching. In the fast-paced world of banking sales, staying ahead of the competition requires continuous improvement.

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Banking Sales Coaching Coaching Benefit 224

Understanding the Sales Force

MARCH 20, 2024

This begins with training and coaching Sales Leadership to support such an organization. Salespeople need to be trained too, but as much time needs to be spent on beliefs as it does on Sales Process, Sales Methodology, Sales Strategy, and Sales Tactics.

Sales Process 348

Sales Process Sales Methodology Decision Maker Pipeline 348

Mr. Inside Sales

JULY 30, 2021

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. Need More Proven Responses to the Selling Situations You Face Every Day?

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Steven Rosen

APRIL 1, 2024

Additionally, a lack of training or preparation plays a crucial role. Without the proper training or resources, these managers find themselves ill-equipped to tackle leadership challenges, including having difficult conversations.

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Conversion Construction Survey Compensation 227

Understanding the Sales Force

FEBRUARY 10, 2022

The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts. I found it challenging to write this article.

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Insurance Insurance Outbound Video 333

Understanding the Sales Force

JANUARY 28, 2021

In addition to the corporate training that Kurlan & Associates provides, there are also 3 self-directed Baseline Selling online courses. Today, fifteen years later, that book is still #15 on Amazon. I thought I was pretty unique when it came to combining selling and baseball but I was wrong.

Strategy 358

Strategy Twitter Course Video 358

Mr. Inside Sales

JANUARY 19, 2024

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. Need More Proven Responses to the Selling Situations You Face Every Day?

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Face-to-face How To Gatekeeper Licensing 273