Miller Heiman Group

OCTOBER 10, 2019

Last month, Miller Heiman Group CEO Byron Matthews kicked off our webinar series, The Future of Sales Is Now , by sharing marketplace trends that challenge sales teams across all industries: Sales performance is faltering. Talent gaps are derailing sales organizations. Perspective is the differentiator.

Management 60

Management Sales Onboarding Sales Training 60

KAMCast

APRIL 15, 2021

Many of the business leaders that we talk to in our work at KAMGuru tell us how difficult they find driving higher levels of motivation and engagement from younger sales teams. Henry works with all generations in the workforce and particularly with Millennials and Gen Z - to help them become more productive and effective.

Key Account Management 52

Key Account Management Communication Profitability Account Management 52

Hubspot Sales

DECEMBER 19, 2018

Today's salespeople are afraid to pick up the phone. At ValueSelling, we recently conducted a survey on B2B sales reps' top prospecting challenges and found that 50% of sales reps surveyed feared making cold calls. However, I believe it all comes down to sales reps not being sure how to initiate a discussion that will add value.

Meetings 139

Meetings Communication Media B2B 139

Hubspot Sales

OCTOBER 29, 2017

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Best Sales Videos. Sales Videos by Well-Known Selling Experts. Companies spent approximately $2.2B

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

CoSell

JANUARY 12, 2021

We can streamline sales techniques, and transform the selling process in ways our predecessors never could have envisioned. A Trip Back In Time If you want to take a trip down memory lane, let’s imagine walking around a sales office of the 80s. Most likely, in a dusty garage, museum, or yard sale. What do you notice?

CRM 96

CRM Media Finance Decision-making 96

Zendesk

MAY 18, 2021

As a sales manager, you’re tasked with the difficult job of motivating your team month after month. Enter: sales incentives. Sales incentives help keep your team engaged and driven to crush their goals. So, think of sales incentives as a direct investment in your bottom line. Travel vouchers.

Sales 52

Sales Banking Profitability Sales Training 52

Hubspot Sales

MARCH 11, 2019

Picture a room full of salespeople. For years, sales reps have been depicted as ultra-competitive and charismatic workers — leading many to believe that only a certain type of person is suited for the role. Simply put, your sales team needs to be more diverse if you want your team to grow better. The Sales Playing Field.

Decision-making 93

Decision-making Prioritization Profitability Internet 93

Zendesk

AUGUST 10, 2021

In fact, the Zendesk Customer Experience Trends Report found that ecommerce sales increased by 30 percent in 2020. The pandemic changed the customer landscape, so your sales process has to change with it. Sales reps need to be savvier with their prospecting strategies to filter out this extra volume. What is prospecting?

Sales 104

Sales Digitalization Media Software 104

Zendesk

AUGUST 10, 2021

In fact, the Zendesk Customer Experience Trends Report found that ecommerce sales increased by 30 percent in 2020. The pandemic changed the customer landscape, so your sales process has to change with it. That’s why using sales prospecting tools and lead gen software are different exercises. What is prospecting?

Sales 52

Sales Digitalization Media Software 52

Tenfold

SEPTEMBER 19, 2017

When discussing digital transformation, it’s impossible not to discuss social selling and its impact on the sales cycle. Marketing and sales automation tools have made it possible to reach hundreds, if not thousands, of potential buyers instantly. A lot of people think, “I don’t want my sales people wasting time on social media.

B2C 89

B2C Media Digitalization B2B 89

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. They are savvy and cynical about sales techniques. Customer 2.0 Customer 2.0’s

Sales Management 51

Sales Management Innovation Decision-making Organization 51

Tenfold

SEPTEMBER 19, 2017

Remember this Sales 101 basic: be where your market is. According to a May 2017 Forrester Consulting survey (done for Hootsuite), there is a general discontent with how typical salespeople conduct selling. Traditional sales strategies, such as outbound B2B sales, have become less effective because of this shift.

Media 71

Media B2B Decision-making Digitalization 71

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. That said, with companies spending $2,020 per sales rep on average, sales training can be expensive.

Sales Training 84

Sales Training e-Learning Performance Review Sales 84

Hubspot Sales

NOVEMBER 27, 2023

In a world where women make up roughly half of the population, it’s only natural that we’d see a similar distribution in sales, too. What’s more, studies show that despite women consistently hitting or even surpassing their sales quotas, they only earn 82% as much as their male counterparts. Think of the traditional sales stereotypes.

Sales 104

Sales Negotiation Leadership Client Relationships 104

Hubspot Sales

DECEMBER 6, 2019

Consistency and efficiency are built into any successful sales team. As a manager, you want your team to consistently demonstrate an understanding of what you expect from them. Consistently efficient — that’s an ideal sales team. You, as a manager, should be consistently efficient in keeping everyone motivated and up to speed.

Sales 116

Sales Meetings Construction Management 116

Hubspot Sales

OCTOBER 10, 2017

Every time I think I've gotten a grip on the weird, wonderful world of sales, I learn something new that forces me to change my perspective and question my beliefs. Like just 17% of salespeople think they're pushy -- compared to 50% of prospects. The only professions with less credibility include car sales, politics, and lobbying.

Sales 145

Sales Decision-making Healthcare Media 145

SBI

NOVEMBER 28, 2017

We call it Sales Tech Simplified. Mark: Corporations spend millions on classroom training and sales kick-offs, yet the ROI simply isn’t there – in fact, studies indicate that participants in curriculum- and lecture-based training forget more than 80 percent of the information taught within 90 days. Ramp new hires more quickly.

Value Proposition 38

Value Proposition Onboarding Sales Training Sales 38

SBI

NOVEMBER 28, 2017

We call it Sales Tech Simplified. Mark: Corporations spend millions on classroom training and sales kick-offs, yet the ROI simply isn’t there – in fact, studies indicate that participants in curriculum- and lecture-based training forget more than 80 percent of the information taught within 90 days. Ramp new hires more quickly.

Value Proposition 34

Value Proposition Onboarding Sales Training Sales 34

Hubspot Sales

NOVEMBER 7, 2017

Memorability has a ripple effect across your sales career. Over the last 10 years at HubSpot, I’ve witnessed prospects call their salesperson back to re-engage in the sales process -- months and sometimes several years after they first connected with them. Emphasize those traits -- but maintain your professionalism.

Negotiation 105

Negotiation Media Decision-making Acquisition 105