Competencies are often talked about in HR and talent circles, but less commonly in sales. In fact, competencies seem kind of nerdy and confusing to many sales leaders. Should we be teaching sales methodology aligned with sales process, or should we focus on the sales competencies?

Ever wonder How am I doing? Don’t wait for the evals or boss to tell you something’s wrong. Instead, join Becky for a fast-paced hour focused on a diagnostic you can use to assess your virtual training programs. Your learners thank you in advance!  

The foundation of Customer Success is an effective process for customer onboarding, implementation and launch. This reduces the time it takes for customers to see value from their purchase, known as Time to First Value (or TTFV). But what exactly is TTFV, why is it so important, and how can you minimize it? In this whitepaper, we explore the concept of Time to First Value, which is just one aspect of Imparta’s Customer Success & Renewals program, and describe the 7 techniques you can use to reduce TTFV to benefit your customers, and your own organization. 

Wow!  Sales Training and Onboarding Is Tougher Than Ever! How do you address the challenges of high turnover and remote learning New sales reps are unlikely to retain what they learn with repurposed day-long zoom sessions. There’s a better way. Use a modern sales enablement platform to engage your remote teams. You’ll see higher win rates and shorter new hire ramp times.  Join this live webinar to make virtual onboarding and training programs come alive, ramp up retention and close more deals. You’ll learn: How to onboard, train, coach, and collaborate virtually with sales readiness technology How to use mobile, recorded video, and peer-to-peer knowledge sharing to replicate the in-person experience How to speed up sales content creation, build engagement, and reinforce learning How to mine sales conversations at scale for teachable moments and examples of what good looks like

Until last year, in-person, face-to-face training was by far the primary learning modality used to improve leadership and sales performance. The reason for that is not hard to understand—it has simply been the tried and tested way to deliver learning that leads to behavior change and performance improvement. When the ability to deliver face-to-face training was instantly cut off, the need for performance improvement to execute business strategy continued and, in some ways, became even more acute. 

If you haven’t stayed in touch, only 17% of clients return to their original provider for repeat business. These are clients who knew you and once appreciated your value. They’ve just forgotten you. It’s time to dive into your old client list and hunt for new opportunities. Whatever the reason they aren’t engaged with you now, you can win them back.  

Do your salespeople have the right mindset to do whatever it takes to be successful?  With the adversity salespeople face on a day-to-day basis, sales leaders must understand how to coach their team for the resiliency needed to navigate difficult sales conversations.  And while resiliency is crucial to sales success, having the right kind of empathy can dramatically shift a sales conversation.  How strong are your sales leaders’ conversations when it comes to coaching their team for resiliency and empathy?

Struggling to build relationships virtually? You’re not alone. Harvard Business Review confirms that building new relationships is especially difficult in a virtual world. Relationships require certain qualities to grow and flourish, regardless of whether you are communicating face-to-face or virtually. And many of these essential qualities are missing or unrecognizable on virtual meetings and calls. This results in misunderstandings, miscommunication, and missed opportunities for a relationship to take root.

Most economic indicators point to a strengthening economy over the next 12 to 24 months. But is your sales team ready to rise up and reap the benefits of the rebounding economy? Are they able to ask the thought-provoking, forward-thinking questions that create true value- or just describe product and reactively take orders?

Uncover the sales negotiation fundamentals that are most often overlooked and misunderstood by salespeople, including both positional (win-lose) and principled (win-win) negotiation styles. You’ll also learn how to defend against the six most advanced procurement tactics that you may not even realize you are coming up against, such as: Best-of-the-Best Pricing Reverse Auctions and eBids Limited Authority Discomfort Nibbling Reopening

Today, more than ever, there is a need to ensure that virtual training works to improve organizational outcomes. Because of the surge in work-at-home arrangements and travel restrictions caused by the global pandemic, most learning shifted to virtual learning without the benefit of careful planning or preparation. This shift requires program owners to design virtual training with desired outcomes in mind and demonstrate that the virtual format works.

Hiring a new salesperson is always difficult - especially in the current job market. But what if your next superstar is already employed by your company? Or what if they're already on your team - just in a different role?  They could even be working in a non-sales role for a business you frequent regularly.

Modern Corporate Training Today, modern corporate training programs must focus on building a culture of learning to engage, train, and retain employees. They must also prove that these programs impact business growth. To help you prioritize initiatives, we’ve identified six of the most important trends shaping corporate training today.

During this program, participants will learn how to search their current connections in LinkedIn to identify who they want to engage, learn ways to help them build and deepen their relationships, welcome new connections into their network, and start more sales conversations.

Eric Shinseki, former Chief of Staff of the Army, is quoted as saying, "If you don't like change, you're going to like irrelevance even less." 

Even though they play a huge part in winning deals, most companies’ sales presentations let them down. Prospects have had enough of corporate bull, monologue-mode presenters, and trumpet blowing. And of course, ‘Death by PowerPoint’.

It has been a tough year for salespeople! As we emerge from the peak business impact of the pandemic, it is clear that we are not returning to the pre-COVID normal but to a new normal of Hybrid Selling. 

Many companies profess to make coaching and skills training a priority, but how many actually do? A recent State of Sales Coaching report indicates there is more preaching than teaching occurring in B2B sales environments. That’s a dangerous trend in a time when The Wall Street Journal reports that companies are struggling to fill sales roles. This focus report explores what a coachable culture is and how to get there if you’re not already. Other articles include: How to Scale Your Coaching Capabilities With AI 3 Steps to More Effective Virtual Coaching Coaching for Stronger Teams In a Hybrid Environment

Webinars do generate leads. People lost faith in webinars as a lead generation source in 2020. They didn’t get leads. Prospects didn’t attend. The problem isn’t the webinar. It’s what you’re doing before, during, and after that’s failing to drive attendance and convert leads.  

Do your salespeople sound great in role play, then fall apart on a sales call?  It does not matter if you have the perfect sales script - scripts only work if you give the prospect their lines and tell them exactly what to say and how to say it.  If you can do that, your salespeople will be just as effective on sales calls as they are in your sales meetings.  Instead of worrying about developing the "perfect sales script," focus on coaching your sales team for conversational fluency.

While organizations around the world are spending billions of dollars on training, most of that investment is being wasted. Here’s what you can do to make sure your sales training initiatives add up to long-term results. Have you ever observed a sales representative during a call and thought, "How can this be the same person who did so well during training? Why aren’t they doing what they were taught?" They’ve been through the training and learned the skills—intellectually they know what they should do—but now that they’re back on the job, they’ve fallen into old habits and behaviors. The fact is, this situation is more often the rule than the exception. Data collected by the consulting firm ES Research has shown that 85 to 90 percent of sales training fails to translate into a lasting improvement in productivity. So what’s keeping the training from moving sales professionals from knowing to doing? Here are 4 of the most common reasons most sales training fails.

Sales enablement is an emerging profession that is quickly approaching a crossroads with significant ramifications. Like our training and HR counterparts before us, practitioners of sales enablement face a choice of being viewed as an overhead expense or an essential business partner that provides value as a critical piece of the organizational growth engine.  

Does your business need a mantra, a purpose, a kick-ass marching order to motivate your team? Draw in like-minded people, hire only great fits to your company, and learn a lot about yourself in the process.  Ron will share his extraordinary system in building the best purpose statement on the planet.

Organizations in the top tier of employee engagement outperform their peers by 147% in earnings per share and have a 90% better growth trend than their competition. However, only 36% of U.S. workers are engaged, which means the vast majority sleepwalk through the day giving you zero discretionary effort.