Brooks Group

APRIL 1, 2022

Studies indicate that participants in traditional curriculum-based training forget more than 80 percent of the information they were taught within 90 days. Sales training that sticks, however, results in behavior change because it’s reinforced. That requires involvement and buy-in from both sales leaders and salespeople.

Sales Training 98

Sales Training Sales Facilitation Meetings 98

Hubspot Sales

MARCH 19, 2019

Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. Nonetheless, this investment can reap significant benefits and set your sales teams up for success. Some are neutral.

Sales Training 105

Sales Training Sales CRM Onboarding 105

Hubspot Sales

DECEMBER 16, 2019

Real Estate Sales Training. Whether you are facilitating the purchase or sale of a property, having strong negotiation skills is a must. When managed properly, objections can get you closer to making a sale because they can help you learn what your buyer is truly after. Negotiation. Presenting. Local area knowledge.

Sales Training 125

Sales Training Negotiation Sales Facilitation 125

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

Mike Kunkle

FEBRUARY 27, 2023

.” Nowhere is this more out of control than in the sales profession and our very own subset of sales enablement. Not All Sales Enablement is the Same Sales enablement is not the same everywhere. (For Not All Sales Enablement is the Same Sales enablement is not the same everywhere.

Sales 57

Sales Onboarding Publishing Transportation 57

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 243

B2B Sales Decision-making Stakeholders 243

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

JULY 7, 2023

Sales training can be one of the most critical investments you make for your team. Salespeople often resist training, viewing it as a hassle that takes them away from their work. In fact, according to Training Industry , more than a quarter of salespeople feel that their sales training is ineffective.

Sales Training 85

Sales Training Shareholders Sales Sales Management 85

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

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

Hubspot Sales

JUNE 10, 2020

I've made this comparison to sales skills before, but for me, it always rings true. After researching how vulnerability can impact sales, I decided to talk to CeCe Aparo , Vice President and GM of Corporate Training at Hoffman , a sales management training organization. The Importance of Vulnerability in Sales.

Sales Training 106

Sales Training Sales Communication Innovation 106

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

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

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

Mike Kunkle

JULY 4, 2022

There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. If it sounds as if I’m ignoring the need for top-down support for enablement from company executives and especially sales leadership – trust me, I’m not. Insert ominous music here.].

Sales Management 130

Sales Management Management Sales Sales Training 130

Hubspot Sales

SEPTEMBER 20, 2019

Imagine your sales team performing 19% better month after month. Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%. of reps meet quota. So, what is sales coaching, and how do you do it well?

Sales 145

Sales Software Software Sales Management 145

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

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Sales Leaders' Primary Coaching Goals. Let's dive in.

Sales 139

Sales Sales Training Negotiation Facilitation 139

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

Hubspot Sales

JUNE 10, 2020

I've made this comparison to sales skills before, but for me, it always rings true. After researching how vulnerability can impact sales, I decided to talk to CeCe Aparo , Vice President and GM of Corporate Training at Hoffman , a sales management training organization. The Importance of Vulnerability in Sales.

Sales Training 96

Sales Training Sales Communication Innovation 96

Brooks Group

OCTOBER 3, 2024

You’ve just been promoted to sales management. 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? This includes setting sales goals, monitoring performance, and providing sales coaching and feedback.

Sales Management 105

Sales Management Management Sales Training Sales 105

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

Arpedio

JANUARY 3, 2024

When it comes to improving your sales team’s performance, there are two primary approaches: sales coaching and sales training. Understanding these differences is crucial for optimizing your sales team’s development and driving better results for your organization. What is Sales Coaching?

Sales Training 52

Sales Training Sales Organization Meetings 52

Brooks Group

OCTOBER 11, 2023

Planning your sales kickoff or national sales meeting? Your sales keynote speaker will set the tone for the rest of the event. A great speaker can help motivate your sales team, elevate your mission, and drive results. Step 1: Ask Your Sales Team The ultimate goal of a sales kickoff is to improve sales performance.

Sales 104

Sales Sales Training Meetings Media 104

Hubspot Sales

JANUARY 13, 2021

For any growing company, the speed at which you hire means continuously tweaking your sales training playbook to find a balance between group sessions and one-on-one coaching. You need a sales training process that will equip each salesperson with a certain baseline of knowledge, and empower them to implement what they’ve learned.

Sales 133

Sales Sales Training Performance Review Meetings 133

Hubspot Sales

NOVEMBER 10, 2020

In your sales organization, this starts with your sales environment. A sales environment is a vague, intangible concept. Think of it this way: How do you want your sales reps to feel when they step on your sales floor (or log into work from their home office)? Types of Sales Environments. I sure did.

Sales Environment 136

Sales Environment B2C Sales B2B 136

Account Manager Tips

AUGUST 4, 2022

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results Why this book? Sales training and enablement is focused on the sales team, not the leaders. It’s the age-old issue facing sales organizations. No formal training. No framework.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

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

Hubspot Sales

MAY 3, 2018

Chatbots, AI, machine learning -- sales, like other industries, is changing rapidly, thanks to technology. Where Will Sales Be in Five Years, and Where Has It Already Changed the Most? What will the sales function look like in three-to-five years? “It AI, machine learning, and automation will greatly assist the sales force.

Sales 145

Sales Artificial Intelligence Sales Training Account Management 145

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. Coaching is more of a challenge today, with sales reps often working remotely from their home offices. What is sales coaching?

Sales 111

Sales Sales Training Leadership Sales Management 111

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. From there, simply assume the sale or address whatever issue the prospect feels does not make sense. For them or their business. #2

Sales 120

Sales Decision-making Negotiation Sales Training 120

MTD Sales Training

JANUARY 21, 2020

Do you often hear people say ‘Oh, I’m not in sales…I can’t sell anything!’. Imagine one of your receptionists answers the phone in a gruff manner because they have just had a bad meeting with their manager. Imagine one of your receptionists answers the phone in a gruff manner because they have just had a bad meeting with their manager.

Sales Training 112

Sales Training Sales Communication Meetings 112

Hubspot Sales

AUGUST 8, 2019

While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. Let's take a look at what sales metrics are. Activity Sales Metrics.

Acquisition 145

Acquisition Sales Media Meetings 145

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

Hubspot Sales

OCTOBER 19, 2020

Having talented sales reps is often a result of investing in effective sales coaching. According to research conducted by ValueSelling Associates , over half of high-performing businesses that have had sales coaching programs in place for three years or more experience high growth. A stellar sales coach must be results-oriented.

Construction 132

Construction Sales Sales Training Communication 132

RAIN Group

APRIL 5, 2023

You’d be hard-pressed to find an organization that didn’t want its sellers and sales teams to meet their goals in the face of challenging conditions and do so with high win rates and strong pricing. Sales training is one obvious way for organizations to build such teams.

Sales Training 93

Sales Training Sales Meetings Organization 93

Hubspot Sales

JULY 13, 2020

In sales, every day is a new opportunity to contact leads, close deals, and move closer to your target. However, it's also important to step back regularly and conduct sales audits to ensure your team is performing at a high level that meets or exceeds your expectations. What is a sales audit? Sales Audit Checklist.

Sales 132

Sales Decision-making Sales Leadership Software 132