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. Make eye contact.

Sales Training 116

Sales Training Sales Decision-making Facilitation 116

Brooks Group

OCTOBER 19, 2022

What’s the Difference Between Role-specific and General Training? Sales training typically accomplishes one of two things. . The training will either provide learning around a specific skill, or the training is focused on improving the learner’s ability to succeed in their entire role. Sales Manager.

Sales Training 97

Sales Training Sales Account Management B2C 97

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Sales Training 98

Sales Training Management e-Learning Sales 98

Brooks Group

OCTOBER 24, 2023

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach your sales team new techniques and skills.

Sales Training 91

Sales Training Sales Decision-making Sales Management 91

Brooks Group

MAY 3, 2022

Companies with salespeople who sell around the globe are starting to recognize the importance of finding effective sales training to create a standardized approach throughout their organization. When working with global customers, salespeople may find that purchasing decisions are made in a home office located in a different country.

Sales Training 91

Sales Training Facilitation Sales Decision-making 91

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 231

B2B Sales Decision-making Negotiation 231

Hubspot Sales

SEPTEMBER 26, 2018

Take a hard look at the best sales teams -- the ones that really blow their quota out of the water. Look past the high fives, the ring of the sales bell, or even the energy on the floor at any given moment. You’ll see the best sales teams are getting better every single day. 4 Tips for a Winning Sales Culture.

Sales Training 101

Sales Training Sales Decision-making Sales Management 101

Mike Kunkle

MAY 30, 2023

The goal of “enablement,” whichever term you use for it (sales, revenue, buyer, buying, performance, other) is ultimately to improve organizational performance. There are also other factors at play, such as product-market fit, strategy, the chosen sales model, organization design, or lack of top-down support, that also influence our work.

Decision-making 311

Decision-making Sales Training Sales Sales Management 311

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 221

Sales Prioritization Innovation Sales Training 221

Mike Kunkle

AUGUST 30, 2023

In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Hubspot Sales

MARCH 4, 2019

These are the skills your sales team needs to survive. If you want to develop a more effective salesperson, start with how your organization coaches and trains them. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. Sometimes, this works.

Sales Training 108

Sales Training Sales Onboarding Sales Management 108

Mike Kunkle

OCTOBER 8, 2023

This strategic approach goes beyond conventional departmental boundaries, breaks down silos, and encompasses product, marketing, demand generation, sales enablement, and the encompassing realm of customer experience (whether it goes by customer support, customer success, customer service, or a combination of these).

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

The Center for Sales Strategy

AUGUST 3, 2020

The realities of COVID-19, coupled with legacy sales issues, are making it more difficult for sellers to set appointments with new business prospects. Problems inhibiting a seller’s access to decision makers — like a lack of trust — have been compounded by the uncertainties of the current business climate.

Sales Training 80

Sales Training Sales Decision-making 80

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Attend sales training.

Sales Training 144

Sales Training Sales Decision-making Communication 144

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Account Manager Tips

AUGUST 4, 2022

Why Introverts Make Better Networkers. The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results Why this book? Most importantly, how I teach this is what makes the transformation of your confidence permanent. Table of Contents. Why this book?

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

MTD Sales Training

FEBRUARY 11, 2020

You had a great sales interaction: Both you and the prospect were calm and comfortable. However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision. 1 – “Does that make sense for your business?”.

Sales 120

Sales Decision-making Negotiation Sales Training 120

Brooks Group

OCTOBER 3, 2024

You’ve just been promoted to sales management. What if you make mistakes? Here’s some helpful advice for new sales managers to help you thrive in your new role and turn those butterflies into fuel for success. What Is a Sales Manager Responsible For? Congratulations! How will you transition from peer to leader?

Sales Management 105

Sales Management Management Sales Training Sales 105

Mike Kunkle

MAY 11, 2022

Sales Transformation. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. The Elements of Sales Force Effectiveness.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

RAIN Group

JANUARY 25, 2023

When you invest in sales training, you’re committing time and resources with the distinct possibility of failure. From misaligned goals to lackluster adoption, there are many reasons why sales training doesn’t achieve desired results. Proper planning is a must for sales training that works.

Sales Training 59

Sales Training Sales Decision-making Organization 59

Brooks Group

JUNE 13, 2024

Even the most cohesive organizations can experience sales team issues. Sales professionals (in general) tend to be confident, extraverted, and opinionated. Although some of these subjects might seem mundane to those who aren’t in a sales career , there are several topics sales professionals often have strong opinions about.

Energy and Utilities 111

Energy and Utilities Decision-making Sales Construction 111

Hubspot Sales

FEBRUARY 21, 2018

Best Sales Blogs: Sales Hacker. Jill Konrath's Fresh Sales Strategies. HubSpot Sales Blog. Sales Solutions Blog. Sales Gravy. Sandler Training Blog. Marc Wayshak's Sales Blog. Sales for Life. LinkedIn Sales Blog. The Sales Blog. The Sales Blog. Sales Benchmark Index.

Sales 145

Sales Sales Management B2B Leadership 145

Mike Kunkle

APRIL 8, 2023

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. The advice comes from Modern Sales Foundations , a course that was developed based on over 16+ years of top sales performer analysis, modernized for working with today’s buyers.

B2B 130

B2B Sales Decision-making Stakeholders 130

Hubspot Sales

OCTOBER 26, 2020

Of the many sales metrics that businesses track, none is scrutinized more closely than the prized win rate. Companies use win rate to determine which time periods, sales reps, and win/loss reasons produce the strongest likelihood that a prospect will become a customer for the business. How to Calculate Your Sales Win Rate.

Sales 137

Sales Decision-making CRM Meetings 137

Brooks Group

OCTOBER 7, 2024

Overcoming Common Challenges During An Enterprise Sales Training Program You’ve probably heard of sales training, but what about enterprise sales training? As the world gets more complicated, so do customers’ pain points during sales conversations. What Are Enterprise Sales?

Sales Training 52

Sales Training Decision-making Sales Stakeholders 52

Hubspot Sales

NOVEMBER 1, 2017

What are the sales trends of 2018? Greater emphasis on SDR training. Sales automation. And if history repeats itself, just like 2017 we’ll see major developments in the sales world. To find out what’s coming, I asked sales leaders, experts, and reps to predict the top sales trends of 2018. Video prospecting.

Sales 145

Sales B2C Decision-making Account Management 145

Brooks Group

OCTOBER 13, 2023

Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team. The Brooks Group’s training programs are led by expert sales trainers (aka facilitators) with real sales experience.

Facilitation 98

Facilitation Sales Training Sales Decision-making 98

Hubspot Sales

MARCH 30, 2020

In business, companies usually try to attribute the percentage of revenue that came in from marketing and sales. While marketing attribution might not be top of mind for a sales rep, it's important that marketing and sales work together for attribution. Then, they might contact a sales rep.

Marketing 123

Marketing Decision-making Sales Software 123

Brooks Group

APRIL 18, 2024

Storytelling in sales is a skill. In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. A great story can make a presentation compelling enough for people to act.

Sales 105

Sales Decision-making Sales Training Communication 105

Hubspot Sales

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline and why is it so instrumental to selling success? In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition.

Sales 145

Sales Negotiation Decision-making CRM 145

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 96

Negotiation Sales Training Sales Decision-making 96

Brooks Group

AUGUST 6, 2024

But whether your sales team is selling industrial machinery and equipment, building materials, or automotive components, you share some common challenges. Sales professionals in B2B industries can use a value-based selling approach to overcome pricing conditions and margins that have changed to your detriment. Challenge 3.

Manufacturing 102

Manufacturing Supply Chain Value Selling Sales 102

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. And for sales enablement leaders who are integrated into the sales force they serve, it’s no different.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Reengineering Sales Performance. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Mike Kunkle

AUGUST 27, 2019

In this post, I’ll share strategies for organizational learning that utilize training, development, and education to create a learning culture, close identified competency gaps, and improve sales results. Goals of Organizational Learning for Sales. Sales onboarding for new sales reps and new or promoted sales managers.

Sales 130

Sales Onboarding Sales Training Leadership 130

Hubspot Sales

JANUARY 4, 2018

2018 Sales Enablement Trends. AI takes over more and more of the sales process. Sales training is added back to the budget. Sales teams shrink in size. Sales enablement has grown from a buzzword into a strategic investment for organizations looking to lead and not follow. 3) Reinvestments in Sales Training.

Artificial Intelligence 111

Artificial Intelligence Sales Training Sales B2C 111

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130