PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. The best sales training can make a big difference to morale and performance, and motivate sales leaders and sales professionals on the frontline alike to move out of their comfort zones.

Sales Training 98

Sales Training Management e-Learning Construction 98

Hubspot Sales

OCTOBER 9, 2019

That's why professional development is essential for salespeople. Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. Even salespeople, who may be extroverted, can experience this. When coaching skills exceed expectations, 94.8%

Sales Training 139

Sales Training Sales Decision-making Communication 139

Brooks Group

NOVEMBER 8, 2023

Think bigger than just growing revenue. For example, organizations that shift from account management to a prospecting mindset must validate that incentives are designed to drive new business growth. Working smarter means understanding when to do things differently. The steps you take to reach that goal are tactics.

Supply Chain 73

Supply Chain Sales Sales Training Organization 73

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 79

Sales Management Management Sales Meetings 79

Brooks Group

MARCH 6, 2023

Role-specific sales training considers the different types of sellers on your team. Sales training provides new and existing salespeople with the skills and knowledge they need to succeed in their roles. The difference between role-specific and general sales training is that most sales training programs tend to be more general.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Brooks Group

JUNE 26, 2023

Buyers are now more informed than in the past and have new expectations. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. The profession of sales is changing rapidly. Today’s competitive threats are evolving. What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Hubspot Sales

JUNE 16, 2020

Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. Anyone can have a good sales month, but a high-performing salesperson and sales team can meet or exceed expectations for an extended period of time through different sets of economic circumstances and competitive situations.

Sales 118

Sales Sales Management Negotiation Meetings 118

Brooks Group

FEBRUARY 12, 2024

When engaging new prospects is tougher than ever, sales organizations know cross-selling and upselling are two effective tactics to increase revenue. Satisfied customers are far more likely to buy than new prospects. The revenue potential of your customers doesn’t end when they sign the contract.

Sales Training 74

Sales Training Sales Account Management Profitability 74

Brooks Group

APRIL 17, 2023

What is a Sales Enablement Manager? If you’re looking to optimize the sales and marketing in your company, consider a sales enablement manager. Not all companies have them, but those that do can make more effective sales. This guide will cover what a sales enablement manager is and does. Who Owns Sales Enablement?

Management 52

Management Sales Training Sales Marketing 52

Brooks Group

AUGUST 8, 2023

Savvy sales managers are using the sales-specific DISC profile to redefine team dynamics, improve sales training , and build a stronger, more agile, and result-driven sales team. If you understood your colleague’s preferences, you might communicate differently and be able to work together more easily.

Sales Management 71

Sales Management Management Sales Sales Training 71

Brooks Group

JULY 13, 2023

There are hundreds (if not thousands) of blog posts about the most important sales manager skills. Many of them say metrics and time in the field with customers learning about their challenges are critical. Others discuss how to coach and the need for data-driven decisions. But, really, I have no idea what I’m doing.”

Sales Management 52

Sales Management Management Sales Leadership 52

Force Management

OCTOBER 13, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness. Sellers, however, tend to view their success point as the sale.

Stakeholders 71

Stakeholders Communication Value Selling Organization 71

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. That requires involvement and buy-in from both sales leaders and salespeople. What do salespeople say when management isn’t around (and vice versa)?

Sales Training 89

Sales Training Sales Facilitation Meetings 89

Showpad

JUNE 29, 2021

More than 400 organizations from various industries and company sizes, covering the US, the UK and the DACH region answered questions on all things enablement, buying behaviors, selling challenges and what that means for the enablement profession. Showpad’s 2021 Modern Selling Study proves that enablement is more important than ever.

B2B 111

B2B Digital Transformation Decision-making Digitalization 111

Brooks Group

MAY 2, 2023

Opening the Meeting Is More Important Than You Know Our culture seems to underemphasize the importance of starting off strong. This can trick even the best sales managers into thinking their team has a negotiation problem , when in reality they have an opening problem!

Negotiation 80

Negotiation Sales Training Meetings Decision-making 80

PandaDoc

APRIL 21, 2023

Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Let’s examine what strategic account management is and the best ways to approach it. What is strategic account management? Losing any one of them will significantly impact your returns and reduce your income.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Brooks Group

JANUARY 5, 2021

More than half (53 percent) of sales leaders told us they were looking for training options to prepare their team for sales excellence. Unfortunately, many managers believe that people who have a few years of selling experience don’t need any training. As a sales leader, it’s never been more critical to be on the ball.

Sales Leadership 74

Sales Leadership Leadership Sales Virtual Selling 74

Brooks Group

NOVEMBER 30, 2022

As a sales leader, most coaching stems from the need for change. Either you need your team to take advantage of a new opportunity, or you need them to improve something so they can maximize current ones. Here are five reasons why you should use assessments to inform your coaching. Square Pegs Are Not Self-Aware.

Investors 52

Investors Sales Training Meetings Management 52

Nutshell

AUGUST 4, 2020

The best sales educators helps you take tried-and-true selling principles and modify them to current selling environments. We’ve divided the list into three different categories for your convenience: podcasts, YouTube channels, and blogs. Hosted by Jeb Blount, Sales Gravy is the perfect podcast for busy salespeople.

Internet 71

Internet Sales B2B Sales Leadership 71

Brooks Group

OCTOBER 19, 2022

What’s the Difference Between Role-specific and General Training? The way people are measured, what they’re responsible for in terms of results, and the way they get results are all different. The Different Roles Within a Sales Team. Sales Manager. The sales manager is focused on getting results through others.

Sales Training 84

Sales Training Sales Account Management B2C 84

Brooks Group

JANUARY 10, 2023

Too many sales managers think their team has a closing problem, when in reality, they have a prospecting problem. Most salespeople believe the old adage: if you tell your story to enough people, some of them will buy. Your salespeople should be acutely aware of your company’s criteria for a qualified prospect.

Negotiation 77

Negotiation Sales Training Profitability Construction 77

Hubspot Sales

APRIL 6, 2020

Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too. Most strategies involve a detailed plan of best practices and processes set out by management. Different sales strategies work for different sales teams and industries.

Sales 121

Sales Decision-making CRM Value Proposition 121

Brooks Group

JULY 27, 2022

It’s no secret that salespeople are currently fighting a battle with many fronts. Macro events like the pandemic, war in Ukraine, and record inflation have disrupted not only the supply chain, but also the way salespeople conduct their day-to-day business. Forbes reported that in 2017 that 57% of sales reps failed to meet quota.

Supply Chain 75

Supply Chain Sales Sales Training Negotiation 75

Brooks Group

JULY 6, 2022

Those are common challenges facing many salespeople today, and they’re the same ones the Air Force (and all Departments of Defense) are overcoming. Once you have that answered, ask them what their actual answer is to see if your perception lines up with theirs. Tip #2: Create a competitive advantage by focusing on how you’re different.

Sales 87

Sales Sales Training Retail Advertising 87

Hubspot Sales

MAY 30, 2019

The sales process stages should help guide salespeople in qualifying, closing, expanding business, and building relationships. There should also be a list of sales coaching questions related to each stage. Luckily, I've been able to help them find new avenues for attracting new business. ". But what does that really look like?

Procurement 108

Procurement Negotiation Sales Leadership Sales 108

Showpad

DECEMBER 16, 2021

Learn how IFF introduces an a la carte engagement training approach that empowers salespeople to find content on-demand, to meet their customer’s needs. We had two sales organizations from different companies now having to learn about a new suite of products. Before we would just sit down in a meeting room.

Value Proposition 52

Value Proposition Account Management Decision-making Digitalization 52

Hubspot Sales

MAY 30, 2023

A Look at the Numbers: Sales Industry Attitudes Toward AI We asked more than 1,350 sales reps and leaders how they’re using and thinking about generative AI in sales. 69% believe sales pros should use AI/automation for prospecting but avoid becoming overly reliant on them. It also has the potential to rewrite it for the better.

Co-Creation 109

Co-Creation CRM Sales Value Proposition 109

Brooks Group

AUGUST 23, 2023

This impacts how they communicate, how they interact with others, and for salespeople, how they sell. It’s gold for a manager to be able to unlock sales performance and DISC is one part of that. It’s gold for a manager to be able to unlock sales performance and DISC is one part of that.

Sales 52

Sales Sales Training Communication Sales Management 52

Hubspot Sales

JANUARY 31, 2018

But being a salesperson in 2018 is very different than being a salesperson in 1987. Buyers have changed, and top salespeople have to change with them. I bet them a breakfast sandwich that I can create more leads blogging than they can in 100 hours of cold calling -- and I have the statistics to prove it.

Sales 145

Sales Media Meetings Brainstorming 145

PandaDoc

APRIL 24, 2023

Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. As you might expect, traits of a sales enablement manager include a high level of organization and a keen interest in data analysis.

Sales 52

Sales e-Learning Onboarding Software 52

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. How Fast Are Salespeople Churning in 2018? Why are salespeople churning at such alarming rates?

Sales 111

Sales Acquisition Account Planning Sales Management 111

Mike Kunkle

JUNE 12, 2022

While I personally believe this is a time when well-managed, profitable firms should double-down on investing in their employees to gain competitive advantage in difficult times (I wrote about this recently on LinkedIn, as well ), I know that may not be possible for everyone. This is a post I never wanted to write. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

JULY 11, 2022

This blog post will discuss five skills that can help your virtual sales career. It’s about having empathy, seeing things from another person’s perspective, and trying to connect with them on a human level. As a result, salespeople must work harder to establish trust and credibility with potential buyers.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

Brooks Group

MARCH 30, 2023

You might find that you need more customers and revenue than you used to. Each company is different, so you need to know what works for your employees and what you can do to provide incentives to increase sales performance and meet sales quotas and sales targets. The number of salespeople also affects sales performance.

Sales Training 52

Sales Training Sales Decision-making Meetings 52

Brooks Group

MARCH 8, 2023

Helping salespeople arrive at the price they want is a multi-step, dynamic process with all prospects. Analyze the Belief System Salespeople must believe their product or service is worth the asking price , otherwise, they won’t protect it. View this week's video How Do I Help My Team Get the Pricing They Want?

Sales Training 82

Sales Training Decision-making Marketing Leadership 82

Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? In this article, we’ll explore the differences between sales associate and management positions, and what it takes to transition from one to the other. Are you Sure You Want to Become a Sales Manager?

Sales Management 96

Sales Management Management Leadership Sales 96

PandaDoc

NOVEMBER 25, 2022

For example, people used to want faster horses to get from point A to point B faster, but a certain Henry started selling them cars and did pretty well. The fastest-growing companies get 40% more revenue out of it than their slower counterparts. This approach demands more from the salespeople. These are the things going for it.

Procurement 52

Procurement e-Learning Publishing Decision-making 52