Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery.

Sales 94

SALES PERFORMANCE: Why Sales Training Fails

The Center for Sales Strategy

hiring salespeople sales performance sales trainingThe world runs at a rapid pace these days. Twitter tells you in 280 characters, TikTok shows you in 10 minutes or less, and we want all the episodes of our favorite shows released all at one time!

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How Sales Enablement & Sales Managers Can Partner to Drive Results

Mike Kunkle

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. Sidebar: Recognize That Sales Enablement is Change Management. Sales Enablement initiatives ARE Change Management projects.

The Right Outside and Inside Sales Team Structure | Sales Strategies

Engage Selling

??????????? What’s the right outside and inside sales team structure? I recently had a conversation with an exceptional sales leader I work with. The post The Right Outside and Inside Sales Team Structure | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

Sales 82

The Ultimate Sales Coaching Guide

Sales coaching is a training format that allows the leaders in your organization to share their valuable experience with the rest of your sales teams. It’s an interactive approach to sales training where sellers get to practice what they’re taught and use information in real-life scenarios.

The Sliding Scale of Sales Transformation

Mike Kunkle

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 Move to Inside Sales | Sales Strategies

Engage Selling

???????? One of the shifts we’re noticing in today’s marketplace involves the move to inside sales. Field sales reps are doing more inside sales than ever before. The post The Move to Inside Sales | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

Sales 79

How to Resize and Retool Your Sales Force

Mike Kunkle

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. Sometimes, it seems to me as if critical thinking is at an all-time low right now, especially in the sales profession.

There are Limits to What Sales Enablement Can Fix

Mike Kunkle

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. And today, even functions entitled sales training are doing some enablement work.

4 Straightforward Sales Goals | Sales Strategies

Engage Selling

There are four straightforward sales goals that I would like to share with you. The 4 Straightforward Sales Goals 1. … Read More » The post 4 Straightforward Sales Goals | Sales Strategies first appeared on The Sales Leader.

Sales 89

How to Integrate Social Media Into Your Sales Strategy

Engage Selling

???????????? Discover how to integrate social media into your sales strategy. Sales VPs ask me all the time whether sellers should utilize social media. The post How to Integrate Social Media Into Your Sales Strategy first appeared on Colleen Francis - The Sales Leader.

Media 88

Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

Customer Engagement Shift | Sales Strategies

Engage Selling

The post Customer Engagement Shift | Sales Strategies first appeared on Colleen Francis - The Sales Leader. recently came across some interesting research from Gartner on the customer engagement shift.

The Cost of Sales

Software Sales Guru

The Cost of Sales Discussing costs is a part of every sales cycle, and many sellers bring in the cost of the status quo to help justify the price. The post The Cost of Sales appeared first on Software Sales Gurus. Sales Performance Management sales star coaching

The CEO Speaks: How COVID changed strategic account management forever

The SAMA Podcast

Download Tim Pollard's white paper "The Seven Ways COVID Changed Sales Forever" here. Specifically, the pivot for virtual will bring about dramatic changes to sales models, sales meetings and sales messaging There are also three excellent videos on the linked page.) Tim and SAMA will co-host an interactive next-practice symposium April 29 to go even deeper on the subject. Register here.

Using Criticism to Maximize Sales

Engage Selling

If you want to maximize sales, use criticism! You’ve probably had to deal with professional criticism at some point (or often) in your sales career. The post Using Criticism to Maximize Sales first appeared on Colleen Francis - The Sales Leader.

Sales 73

The Cost of Sales

Software Sales Guru

The Cost of Sales Discussing costs is a part of every sales cycle, and many sellers bring in the cost of the status quo to help justify the price. The post The Cost of Sales appeared first on Software Sales Gurus. Sales Performance Management sales star coaching

The Business Case and Playbook for Data-Driven Sales Coaching

Sales coaching & learning is a wise investment, but also requires you to do it right. This eBook will serve as a springboard for your business case, playbook, and implementation plan as you consider an investment to improve data-driven sales coaching.

The Dreaded Sales Prevention Department

Engage Selling

A Sales Prevention Department? The post The Dreaded Sales Prevention Department first appeared on Colleen Francis - The Sales Leader. You might have one.

Ultimate Resource for Sales Motivation

The Center for Sales Strategy

Every career has challenges, and that’s certainly true for sales professionals who often experience selling highs and lows. Sales pros face numerous obstacles in their quest for success. They might have a difficult sales territory that requires lots of travel away from home.

A Guide to Sales Prospecting

The Center for Sales Strategy

Over 13 million workers hold sales or sales-related positions in the United States. Any experienced sales professional knows that the key to generating leads is sales prospecting. In sales, it's crucial to focus on potential customers that are likely to buy your product.

Sales 89

Objections in Sales Presentations

Software Sales Guru

Objections in Sales Presentations Overcoming objections is an important step in the sales process, but it’s one of the most dreaded parts of sales. The post Objections in Sales Presentations appeared first on Software Sales Gurus.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Sales Pipeline vs Sales Funnel: Do You Know the Difference?

The Center for Sales Strategy

Often, a sales funnel and sales pipeline are confused. Marketers and sales leaders that collaborate closely will learn that ensuring the sales funnel and pipeline are both full, healthy, and clean defines some of the biggest indicators of revenue success.

Building Buyer Confidence in Themselves | Sales Strategies

Engage Selling

The post Building Buyer Confidence in Themselves | Sales Strategies first appeared on Colleen Francis - The Sales Leader. ????????? Are you building buyer confidence…in themselves? In today’s marketplace, buyers are younger and more inexperienced than ever before.

Sales Leaders: Make Empowering Sales Coaching Your Growth Driver!?

Sandler Training

Investing in sales leader growth is one of the most impactful organizational investments. The post Sales Leaders: Make Empowering Sales Coaching Your Growth Driver!? Blog Posts Management & Leadership Coaching growth sales leadership

Sales 80

The Wrong Sales Structure Compromises Performance

The Center for Sales Strategy

Strong sales leaders often think about how to have better business outcomes in their organizations. And while thinking about ways to improve sales performance, the idea of changing the sales structure has likely come to mind. sales structure

Essential Guide to Sales Engagement – Overcome the Challenges of Remote Selling

Sales Engagement leverages process, tools, and training to align your efforts to your buyer’s journey and exceed their expectations. See how to equip sellers to effectively prospect, create meaningful connections and manage a sales cycle from beginning to closed-won! Download the guide today!

The Road to Sales Mastery

Software Sales Guru

The Road to Sales Mastery In one of my recent Software Sales Bootcamps, one of my students mentioned that his CEO had been through one of my bootcamps and was using the techniques he learned on sales calls and it wasn’t always smooth and natural.

Sales Mindset: Focus on What’s in Your Control

Engage Selling

What’s your sales mindset during these are uncertain times? The post Sales Mindset: Focus on What’s in Your Control first appeared on Colleen Francis - The Sales Leader.

Improving Sales Performance - IMPACT Your Sales Planning: Sales Calendar

The Center for Sales Strategy

The Improving Sales Performance Series focuses on helping sales leaders make an IMPACT on their sales performance through insight on four key areas: people, process, planning, and performance. sales performance sales calendars

Improving Sales Performance | Media Sales Report | Sales Enablement

The Center for Sales Strategy

In Season 2 of Improving Sales Performance Series , we’ve focused on the data and analysis of the 2020 Media Sales Report. sales enablement sales playbook

Media 103

Core Principles of Great Sales Enablement are the Same: It's The Tactics That Have Changed

If your role includes supporting sellers, then this in-depth sales guide is for you! Discover valuable insights on how to adjust your tactics and keep remote onboarding and training engaging. Take the next steps from sales to revenue enablement by downloading this essential guide today!

How to Use Sales Psychology to Change Buyers' Mindsets

The Center for Sales Strategy

As a business leader, you're well aware of the fact that sales can make or break a company. Unfortunately, simply designing a great product or service won't lead to outstanding sales. Industry leaders today are focusing on a more psychological approach to boosting their sales.

Sales 92

The Wrong Sales Structure Comprises Performance

The Center for Sales Strategy

Strong sales leaders often think about how to have better business outcomes in their organizations. And while thinking about ways to improve sales performance, the idea of changing the sales structure has likely come to mind. sales structure

Look Outside Your Sales Organization | Sales Strategies

Engage Selling

Observations from the real World Sales Tips Colleen Francis customer growth Customer Success customers Engage Selling Engage Selling Solutions Gartner kpi Look Outside Your Sales Organization | Sales Strategies sales metrics Sales Strategies sales success sales tips

Four Reasons to Review Sales Calls with Your Team

Software Sales Guru

Four Reasons to Review Sales Calls with Your Team Many sales calls are recorded. Sales calls should not be recorded as a means to simply check boxes. Effective sales managers use call recordings like game film to help their team analyze the outcomes, and learn what is effective.

Buyer's Guide: Best-of-Breed Sales Enablement

The results are in—companies who have sales enablement consistently report higher win rates than companies who don’t. This guide will help you understand: The subcategories of sales enablement, the best-of-breed and single-vendor approaches, and how to set up your best-of-breed sales enablement ecosystem. Download the guide today!

How to Beat the Competition | Sales Strategies

Engage Selling

The post How to Beat the Competition | Sales Strategies first appeared on Colleen Francis - The Sales Leader. ? How can you differentiate yourself and beat the competition?

Sales 102

Sales Strategy: How Preparation Speeds Up the Sales Process

The Center for Sales Strategy

As we help execute new business sales drives for different sales organizations from all over the country, we're uncovering a significant difference between how management feels this should be accomplished versus the salespeople charged with generating the revenue.

Proven Sales Process in a Softer Economy

The Center for Sales Strategy

sales processAlthough face-to-face meetings are happening more often, being creative and using video to stay connected with customers as well as propose and close business with new prospects is still a trend that’s not slowing down.

The Surprising Way to Boost Your Sales Team’s Morale

Engage Selling

Want to boost your sales team’s morale? Let’s face it, the top sales teams have no shortage of morale on their side. The post The Surprising Way to Boost Your Sales Team’s Morale first appeared on Colleen Francis - The Sales Leader.

Sales 98

Intro Guide to Data-Driven Sales Onboarding

Just as tests and report cards indicate strengths and areas of improvement for students, sales teams need to track learning progress and results for new sales reps during on-boarding. Check out this exclusive eBook for details on how data can improve on-boarding. Download the eBook today!