Mike Kunkle

OCTOBER 24, 2021

And the last three core blocks are Sales Technology & Tools , Sales Compensation & Recognition , and Sales Manager Enablement. Manager enablement is critical, too often ignored, and far larger than the block size conveys. It also has an entire system dedicated to it – the Sales Management System.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Mike Kunkle

JUNE 12, 2022

This post on The Sliding Scale of Sales Transformation may also be helpful at this time. Reengineering Sales Performance. Sales Force Structure. Right now, regardless of our role, many of us are still inside sales reps. Gartner: How Sales Leaders Lead Through Disruption. Xactly: Designing Sales Compensation Plans.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Miller Heiman Group

MARCH 25, 2020

Without travel and face-to-face meetings, how can sales organizations maintain—and grow—their sales revenue? Sales organizations must take a critical first step in crisis management and help sellers figure out how to shrink the gap between themselves and buyers. Maintain Selling Activity—with Perspective.

Sales 80

Sales Virtual Selling Decision-making Meetings 80

SalesPop

JUNE 15, 2022

Apart from adding a human touch, digital sales rooms are also known for increasing efficiency in the sales cycle. They do this without sales representatives having to organize face-to-face meetings with their customers. They also help organizations cut operational costs incurred through traditional selling techniques.

Artificial Intelligence 98

Artificial Intelligence Sales Virtual Selling Digitalization 98

Chally

MARCH 4, 2021

These changes present both an opportunity and a challenge for sales leaders: The changing structure of sales will require different skills and behaviors for salespeople to be successful. Those sales leaders who embrace virtual selling and adjust quickly have a competitive advantage.

Virtual Selling 52

Virtual Selling Remote Working Onboarding B2B 52

Showpad

JUNE 29, 2021

Sales readiness should always be closely connected to the sales content management domain, as all your internal training content has to be managed and communicated as well. This domain should also be closely connected to sales effectiveness. Selling challenges directly linked to sales readiness.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

Zendesk

OCTOBER 12, 2021

While sales reps use a CRM to connect with customers, sales managers use the tool to monitor and improve their team’s performance. The tool allows managers to understand each rep’s activities, complete sales forecasting, and create data-driven reports that highlight areas of opportunity. Pipeline management.

CRM 98

CRM Software Software Virtual Selling 98

SalesGlobe

FEBRUARY 3, 2021

In a year of virtual selling, virtual coaching, and virtual meetings in virtual offices, you don’t need a soothsayer to tell you that communicating during a lockdown is a challenge. But with the right technology and processes, organizations can rise to that challenge. How do we know what’s in the cards?

Virtual Selling 52

Virtual Selling Communication Media Organization 52

Brooks Group

JULY 14, 2023

An effective sales leader has the professional and personal qualities needed to guide their sales professionals through uncharted waters. Key Characteristics of a Successful Sales Leader You could argue that the sales profession has changed more in the last few years than during any other era.

Sales Training 52

Sales Training Virtual Selling Sales Decision-making 52

PartnerTap

JANUARY 26, 2022

It wasn’t long after the trip to Monaco that their sales manager from ADP pulled the two over to SAP Concur to work there. Everything has been moving towards a digital future, and channel sales is no different. The global pandemic quickened the pace of the transition to virtual selling. Search for Success.

Computers and Electronics 97

Computers and Electronics Meetings Virtual Selling Remote Working 97

Brooks Group

JUNE 26, 2023

The challenge is that there are no one-size-fits-all solutions for sales training. Every organization offers distinct products and/or services, has a specific go-to-market (GTM) strategy, and faces different competitors. What is Sales Training? The goal of sales training is to improve sales performance.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Chally

MARCH 18, 2021

These factors can be quantified as: Ramp time – The time it takes for a newly hired salesperson to reach proficiency Tenure – How long the salesperson stays with the company Promotability – The potential to grow into more senior sales roles or sales management. Most organizations struggle with all three factors.

Onboarding 52

Onboarding Decision-making Virtual Selling Sales Leadership 52

Arpedio

MAY 23, 2023

And therefore, this blog post is going to be all about sales coaching: What is it, what’s the value, and what does it take to make every sales rep a top performer. Stay tuned as we dive into the bits and pieces of effective sales coaching. What is Sales Coaching? Why is Sales Coaching Important?​

Sales 52

Sales Account Management Stakeholders CRM 52

SBI

JANUARY 12, 2022

Sellers can raise their efficacy while managers can spend more time focusing on generating revenue and less time watching recordings. Second Nature solves a key challenge facing large-scale organizations today: how to efficiently ramp-up sellers’ knowledge to drive revenue, confidence and skills.

Investors 31

Investors Virtual Selling Sales Communication 31

SBI

MAY 14, 2021

Content Management: Enablement and Marketing teams can mine meeting recordings for messaging accuracy and content effectiveness, and produce or recommend appropriate follow-up content based on call topics and objections expressed by buyers.

Artificial Intelligence 35

Artificial Intelligence Construction Onboarding Virtual Selling 35

SBI

MARCH 1, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? That’s StorySlab.

Manufacturing 37

Manufacturing Decision-making Meetings Onboarding 37

Zendesk

JUNE 28, 2022

Led by Robbie Baxter, LinkedIn Learning’s course covers a typical day in B2B sales, provides insights into the skillset and demeanor of a successful salesperson, and offers advice about how to find a job in B2B selling if you’re trying to break into the business. The Inbound Sales Course can benefit both sales reps and sales managers.

Sales Training 52

Sales Training B2B Sales Profitability 52

PandaDoc

OCTOBER 3, 2023

As AI evolves, sales processes will become more predictive and proactive. Virtual selling, role evolution, ethical practices, and immersive technologies will also emerge. Sales managers then organize training sessions focused on these features, improving the teams’ pitches.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

Zendesk

SEPTEMBER 20, 2021

Remote sales have become increasingly common, but it took a pandemic to truly establish virtual selling as the new normal. A McKinsey survey conducted in the wake of Covid-19 found that over 75 percent of buyers and sellers alike now prefer virtual sales meetings over face-to-face interactions.

Virtual Selling 96

Virtual Selling Sales Decision-making Meetings 96

Chally

AUGUST 13, 2020

There are many nightmare memes dominating social channels describing the way most of us feel about the impact of the global pandemic on the world of work and how we sell. Quite simply, they are exhausted by the demands of the new normal of virtual selling. Sales managers need to stop acting as if nothing has changed.

Virtual Selling 52

Virtual Selling Sales Management Management Sales 52

Brooks Group

JANUARY 5, 2021

Though the times may have changed, it’s clear that the skill level of your sales team – as always – will either set your organization apart from the competition or erode trust in the eyes of your buyers. Instead of making unannounced changes, great sales leaders get support and suggestions from their team.

Sales Leadership 97

Sales Leadership Leadership Sales Virtual Selling 97