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Insights
Monday, October 5, 2020
Sales training is a massive market and shows signs of growing. However, it is a market that has been absent of learning. Traditional sales training programs usually include a one-week...
Insights
Thursday, October 1, 2020
Every salesperson will encounter hesitation from customers. What separates good from great salespeople is knowing how to handle objections. It’s up to sales leaders to ensure their teams...
Insights
Thursday, October 1, 2020
When new managers are hired they are being given the opportunity to lead, supervise, mentor, and motivate others, and their ability to do so makes a huge impact on your company’s success....
Insights
Tuesday, September 29, 2020
Virtual selling requires a higher level of communication, and the most effective communication consists of strong form and substance. Form is the way in which the material is presented; it...
Insights
Tuesday, September 29, 2020
What defining characteristic should sales reps possess before buyers will pay attention to what they have to say? Credibility. Potential buyers quickly disqualify reps who lack credibility....
Insights
Wednesday, September 23, 2020
In this week’s Ask a Trainer guest post, Mike Kunkle offers advice for sales enablement professionals who are helping their sales teams become more buyer-centric. Dear Mike,I work in sales...
Insights
Tuesday, September 22, 2020
Long before the pandemic studies revealed the importance of sales and marketing alignment. Organizations that align their sales and marketing processes with the customers’ journeys have at...
Insights
Wednesday, September 16, 2020
Sales teams across countless industries have transitioned more of their sales training into virtual formats. Whether it’s new hire onboarding or continuous skill development, virtual...
Insights
Wednesday, September 16, 2020
March 2020 threw companies and the training industry for a loop. No more flights? No more in-room gatherings? Everyone asked the same question: “How can we continue to train our sales teams...
Insights
Thursday, September 3, 2020
Every CEO and sales managers wants to have a high-performing sales team. To survive during the COVID-19-related recession and the upcoming new normal, it’s no longer a want. It’s a NEED. To...
Insights
Tuesday, September 1, 2020
Due to the pandemic, sales organizations—and sales enablement teams, specifically—have been navigating a world where requirements and expectations have shifted (in many cases, more than...
Insights
Wednesday, August 26, 2020
An annual event for thousands of companies, sales kickoffs prepare sales teams for the coming year’s goals and celebrate the previous year’s successes. “SKOs come in all shapes and sizes,”...
Insights
Thursday, August 20, 2020
Sales is a highly measurable role where the numbers shine like a spotlight throughout the organization. When we can create repeatability in the process and performance, we can help drive...
Insights
Tuesday, June 23, 2020
The coronavirus has forced millions of people to work remotely. When it was first announced, you likely experienced a rollercoaster of emotions. Among them was uncertainty over how you’d...
Insights
Thursday, June 18, 2020
About a month ago, a good friend of mine who runs the sales enablement department of a SaaS company reached out to me for some help. She shared that during a recent meeting with the...
Insights
Thursday, June 4, 2020
When new acquaintances or individuals you haven’t seen for some time approach you or you want to impress colleagues, how do you respond to common questions related to what you do for a...
Insights
Tuesday, June 2, 2020
When hiring new salespeople, organizations can expect to spend weeks, or even months, getting them up to full productivity. That represents a huge cost—every week longer than necessary to...
Insights
Thursday, May 28, 2020
The work world has shifted from regular offices to working at home due to the COVID-19 pandemic. For sales organizations, this means moving everything to virtual, including training.Ten...
Insights
Thursday, May 14, 2020
How is new product training conducted at your sales organization? (“Product” also refers to services and solutions.) Is it interactive with hands-on activities and discussions followed by...
Insights
Friday, May 8, 2020
As a training professional, many expectations are placed upon you. In addition to having strong organizational and presentation skills, you have to become an expert in numerous roles and...
1-20 of 378 Results