The Latest Industry Trends in B2B Sales Coaching
Iannarino
MARCH 8, 2023
There are several ways to improve the effectiveness of a sales force, and B2B sales training is the first way most sales organizations level up their sales teams.
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The Gap In Sales Training
A Sales Guy
MAY 14, 2012
Sales training, we’ve all been through it. I’m a fan of sales training because I’m a fan of learning. Despite my fondness of “good” sales training, sales training operates from an interesting premise. Training is the strengthening of our existing skills.
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Revenue Enablement: The Complete Guide for 2023
Veloxy
MARCH 15, 2023
As forward-thinking companies transition from traditional sales enablement to revenue enablement, it’s important to understand that 42% of businesses still don’t have a sales enablement program. That’s a HUGE problem. What is revenue enablement?
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The “Tolerance Stack Up Error” Problem
Partners in Excellence
APRIL 10, 2024
Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. Let’s imagine we need to fill a 6 inch gap with 3 parts. ″ While each part is within spec, collectively they won’t fit in the 6 inch gap. ″, 2.2″,
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5 Ways You Can Leverage Sales Leadership to Close the Sales Gap
STAR Results
JUNE 3, 2020
Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Now is the time to get sales on track. Now is the time to get sales on track. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results.
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“Why I’m So Interested In Selling,” Keenan
Partners in Excellence
MARCH 25, 2024
I first met him years ago as he was moving from sales leadership roles into establishing his own training and consulting company. How do we identify the GAP between where they are and where they need to be? How do we identify the GAP between where they are and where they need to be? Keenan sums it up well!
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AI, Salespeople, And The “Last Mile Problem”
Partners in Excellence
JANUARY 24, 2024
There’s always a gap. AI offers tremendous promise to help sellers become much more efficient. A lot of the tasks that take seller time can be more effectively handled with AI tools. Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face.
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Gap Selling Training Certification is Here!
A Sales Guy
DECEMBER 7, 2020
We’ve just launched the Gap Selling Certification program and I couldn’t be any more excited. Now anyone with the Gap Selling acumen and charisma can build their own Gap Selling Training Business. As readers of this blog and of Gap Selling, you know how powerful the Gap Selling methodology is.
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50K and Counting Celebration
A Sales Guy
MARCH 9, 2021
The idea that Gap Selling would have ever reached 50K books would have been inconceivable. I published Gap Selling with the belief that salespeople wanted a better, less intrusive, respectful way to sell that actually worked and was better than traditional selling approaches. Free Gap Selling Online Course subscriptions.
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The Best Sales Book, That Isn’t a Sales Book
A Sales Guy
MARCH 30, 2021
In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach.
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The Last Gap Selling Virtual Training
A Sales Guy
APRIL 28, 2020
Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy. We created a virtual Gap Selling training course for salespeople. We are doing our LAST virtual Gap Selling Training this May 5th and 6th at 10:00 MST. You can REGISTER HERE .
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20 x Gap Selling Discovery Questions
The 5% Institute
OCTOBER 11, 2021
Gap selling discovery questions are a crucial part of the sales process and can be the difference winning the sale, or getting another “I need to think about it” objection. In this article, we’ll be exploring 20 x powerful gap selling discovery questions to help you with: Learning how they buy. Asking for the sale.
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Few Want to Go Into Sales
Iannarino
JULY 9, 2021
While some sales organizations still use legacy approaches, none of them are based on high-pressure sales. Once they finished their assignment, I asked the students to raise their hand if one of their parents worked in sales. One reason for this gap is the negative stereotype of deceitful, high-pressure salespeople.
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Can Quiet Sellers Gap Sell?
A Sales Guy
MAY 7, 2021
As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. I still believe if Gap Selling is on your bookshelf, and Keenan is on your playlist, Quiet is another great one to add to your collection. Our 3rd book recommendation?
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Movie Contrasts the Best and Worst Salespeople
Understanding the Sales Force
NOVEMBER 14, 2023
This makes two movie posts in a row as I used Sound of Freedom to illustrate that companies don’t know what they don’t know about sales. Commonality with Sales While I thought it had a lot in common with selling, the twelve central figures: Were not professional investors although they did invest in GameStop.
Selling Tips For Beginners – The 8 x You Need
The 5% Institute
NOVEMBER 8, 2022
Sales as a beginner can be daunting at times, which is why we’ve created this list of selling tips for beginners. In this article, we’ll be looking at eight selling tips for beginners to help you win more sales and serve more people, in a consultative and non-pushy way. Selling Tips For Beginners – 8 x To Win More Sales.
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What Buyers Need From Sellers
Partners in Excellence
MARCH 6, 2024
What’s interesting, as we look at many sales engagement strategies, and most of our training, the focus is on providing the things our customers don’t need, or that are not as urgent as the things they do need. They can learn so much from our websites, the content, papers, and other materials available to them digitally.
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Getting Started as a New Sales Manager (Part One) feat. Mike Weinberg
Sales Gravy
NOVEMBER 27, 2023
On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.
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Small Business Mastery: Turning Challenges into Opportunities
Sales Pop!
APRIL 8, 2024
Chatting with John Golden from Sales POP! Online Sales Magazine and Pipeline CRM, alongside John Nieuwenburg , a seasoned business coach since 2004, I ventured into the world of small businesses. Thanks to the tricky cash gap – the delay between spending and earning.
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7 steps to make sure you’re getting everything from your marketing software
Martech
DECEMBER 12, 2023
After attending the recent MarketingOperations.com conference (MOps-Apalooza), my cofounder Tyler remarked, “If I had a dollar for every time I heard someone at MOps-Apalooza say something about companies buying software that they never fully implemented, I think my ticket for next year’s conference would be paid for.”
Finally – Sales Training That Doesn’t Suck
A Sales Guy
MAY 7, 2019
Not many salespeople enjoy sales training. The exception to that is Gap Selling. And that’s why spots are going fast, for our May 16th Sales training. Once a quarter we ofter limited seats to a Gap Selling training for the public. This is only the second time we’ve done this.
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Laying the groundwork for AI in MOps: How to get started
Martech
MARCH 21, 2024
Sales and marketing alignment. Consider how AI will foster collaboration between sales and marketing — a critical factor in closing the loop from lead generation to conversion. Uncover gaps where opportunities for AI integration exist — places where automation can streamline workflows or analytics can glean unprecedented insights.
Strategies For Mastering Sales Messaging — Feat. Dr. Jim Karrh
Sales Gravy
JULY 21, 2023
Great Sales Messaging Isn't Rocket Science On this episode of the Sales Gravy Podcast, Jim Karrh, Ph.D. You’ll learn how to translate marketing messages into effective sales conversations, whether in person, virtually, or over the phone. teaches coursework around innovative marketing and sales messaging.
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What Is Sales Enablement? Goals, KPIs, And Tools
Gong.io
OCTOBER 19, 2021
For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Sales Enablement is about to become your priority (if it isn’t already). Let’s start by answering this simple question: “What is Sales Enablement?”. So, what is Sales Enablement?
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93% of You Say Competitors Lie To Close Deals. You’ve Gotta At Least Get Good at Counter-FUD.
SaaStr
JULY 21, 2023
So one of the parts of sales that will drive you a bit nuts as a founder is FUD and Counter-FUD. The had a ton of FUD, and a playbook they’d hand out to all the sales reps. What’s FUD, if you haven’t heard the term before? Fear, Uncertainty, and Doubt. Often by stretching the truth a bit, or even a lot.
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Sales 101 – Tips All Salespeople Should Know
The 5% Institute
APRIL 26, 2022
Consistent sales are the lifeblood of any Business Owner, Sales Professional or Consultant , and you need to learn how to make your sales without winging it – which is why we’ve created this sales 101 list of requirements you should know. Sales 101 – Tips All Salespeople Should Know. Sales 101 Tip #1 – Have A Plan.
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Pt II: Chamber Media Wasted 50k Dollars of Our Money and Wanted More
A Sales Guy
FEBRUARY 10, 2021
In spite of the terrible sales experience, we were optimistic that things were going to improve. As described during the sales process Chamber was to create 3 options for us, three different ideas or concepts we were to from, and choose one to develop further. A salesperson in a “Low Sales Support Group.”
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5 Ways to Identify Sales Gaps In Your Company
The 5% Institute
JANUARY 11, 2023
Struggling to hit your sales goals? Identifying and addressing sales gaps can help you get back on track. From customer research to streamlining the buying process, learn how to identify the sources of your sales problems and find ways to fast-track success. Utilize Sales Enablement Strategies.
5 Key Strategies for Building a Team of Unicorn Sellers
Sales Hacker
MAY 19, 2022
But the “unicorn seller” is a myth – and one that’s led to a pervasive, chronic problem for sales organizations, characterized by high rep turnover and consistently missed quotas. Here are five lessons we can learn from sales organizations that are busting the unicorn seller legend to create a team of high-performing, quota-crushing reps.
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The Difference Between Gap Selling and Solutions Selling
A Sales Guy
MARCH 31, 2020
Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. There is no better sentence that helps define the difference between Gap Selling and Solutions Selling than the first one above.
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Marketing Orchestration: Easing Tool Alignment Through Shared Engagement
Heinz Marketing
JANUARY 19, 2024
Survey team for needs gaps. By Sarah Threet , Marketing Consultant at Heinz Marketing Do you have a difficult time choosing the right tools for your team? Feel like maybe you have too many tools in your stack collecting dust? Worst of all, do these silos create roadblocks in getting your campaigns to market?
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Sales Enablement, The Sound Of One Hand Clapping
Partners in Excellence
MAY 17, 2022
I’m a huge fan of sales enablement and some of the outstanding sales enablement practitioners who I count as friends. I think, however, one of the biggest problems with sales enablement is not what they do, or the quality of the programs they develop. Recently I had a fascinating conversation with a sales enablement team.
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How to Use Continuous Learning to Create Unstoppable Sales Teams
Sales Hacker
OCTOBER 10, 2022
It’s not the first time you’ll hear this, and it’s not the last: training new sales reps is crucial. But the most vital thing to remember is that training isn’t just for onboarding. Ongoing training and continuous development are crucial to a rep’s and an organization’s success. Training isn’t just for onboarding.
Sales Training For Executives – Our Online Course
The 5% Institute
APRIL 14, 2021
Sales training for Executives is crucial for your closing rate success, because nothing happens until a sale is made. In this article, you’ll learn the various sales training for Executives topics required for learning, so you can close more sales, and serve more people in an elegant and non-pushy fashion.
Pitching Sales – Presenting The Right Way
The 5% Institute
OCTOBER 21, 2022
Pitching sales is a crucial part of the sales process , and one that you need to get right! Making a mistake while delivering sales pitches can mean the difference between closing the sale – and breaking rapport and starting all over again. Pitching Sales – Presenting The Right Way. Deliver their sales pitch.
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How To Improve Your Sales Team’s Performance
The 5% Institute
OCTOBER 12, 2021
In this article, we’ll look at eight powerful tips on how to improve your sales team’s performance. By learning, and then more importantly – implementing these tips, your sales team will be in a much better position to crush their goals. Learn more: How To Stop Winging It, And Learn Exactly How To Close Consistent Sales With Ease.
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“Woe Are We,” And Other Hand Wringing Experiences
Partners in Excellence
APRIL 8, 2024
Add on to this the terrifying data on sales performance–a few numbers from EBSTA, in the second half of 2023, 73% of reps missed quota, 23% of reps contribute 83% of revenue (our good friend, Pareto, again), 39% of deals slipping, and win rates plummeting another 47%. Yet there are so many challenges and barriers.
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How to balance core marketing automation functions with innovation
Martech
SEPTEMBER 19, 2023
Data quality will become even more crucial when new AI tools are trained on it. Dig deeper: 6 marketing automation use cases where AI can help with data quality Integrating and aligning processes with sales Traditionally, marketing automation helps execute campaigns that will deliver leads to sales teams.
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Sales Tips For Dummies – 8 x To Close Easier
The 5% Institute
JUNE 30, 2021
Sales is the lifeblood of any business, and you need to learn how to make your sales consistent – which is why we’ve created this list of sales tips for dummies. In this article, we’ll be looking at eight sales tips for dummies to help you win more sales and serve more people, in a consultative and non-pushy way.
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Creating Your Roadmap for Sales Success: Surprising Hidden Benefits – Episode 4
SalesProInsider
FEBRUARY 2, 2022
That’s what we’re going to explore in this installment of the Creating Your Roadmap for Sales Success series: The Surprising Hidden Benefits that come along with having a well-defined sales process in place. As a quick recap, in the first article in this series, I shared what a sales process is and why you should have one.
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Salesforce experts share tips for ensuring a smooth implementation
Martech
JANUARY 17, 2024
What happens after the sale? Marketing technology is a big investment for businesses. If an implementation goes off the rails, the costs go up even higher. To ensure a smooth implementation, organizations have to communicate the value of the new technology and present a clear roadmap to everybody involved.
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Key parameters to be included in sales training programs
APACSMA
FEBRUARY 8, 2021
Key parameters to be included in sales training programs. Start training with an assessment It is not always true that the reps who completed their training are ready for the field. Sales leaders should focus not only on completing learning materials but also on assessments of whether they can perform key sales actives.
Is Your Generative AI Making Things Up? 4 Ways To Keep It Honest
Salesforce
NOVEMBER 3, 2023
Because they believe the psychological phenomenon of accidentally replacing a gap in your memory with a false story is a more accurate metaphor for generative AI’s habit of making mistakes. LLMs are trained on massive datasets, which gives them a deep understanding of a broad context of information. And with good reason.
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THE 4 TYPES OF QUESTIONS TO CRUSH YOUR DISCOVERY
A Sales Guy
MAY 3, 2020
A sales discovery meeting is by far the most important part of a sales process. They meander from topic to topic, desperately searching for some simple problem or issue they can attach their product to, in order to quickly get to the demonstration or presentation part of the sale. Yet, too many salespeople fail at it.
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