Sales Training Connection

OCTOBER 9, 2011

Sales training. Plucots? Peacharine? Plueberry? In search for the perfect fruit, breeders are creating new hybrids. These hybrids seek to be juicier, sweeter, and easier to eat. As I walk through the grocery store and notice these new hybrids, it reminded me that a corollary exists for sales training. Just as people buy fruits they’re familiar with, companies have historically brought sales training around easily identified skills like: sales strategy, call execution, and negotiation.

Training 97

Training Decision Maker How To Negotiation 97

Sales Training Connection

OCTOBER 3, 2011

Top sales performers know that closing a call means obtaining a commitment from the customer that moves the sales cycle forward. Top performers optimize the probability of achieving that goal by planning the commitment they want from the customer during pre-call planning. . Planning the commitment. In other words, before the call begins, they know where they want to end up.

Sales Cycle 96

Sales Cycle Decision Maker Call-back Referrals 96

Sales Training Connection

OCTOBER 21, 2011

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs. The focus was on optimizing the results from the $100 billion that world-wide companies spend every year on performance skill training in areas ranging from performance management to sales techniques. The authors made the following observation about how to get more out of training programs : “ Although it could be improved, the content of the training is not where the improve

Training 87

Training Exercises Case Study Sales Leadership 87

Sales Training Connection

OCTOBER 26, 2011

While many companies are seeing a recovery from the economic downturn, the distribution and pace of forward progress are not necessarily being enjoyed across the board by all companies, industries or geographies. Given the economic downturn, companies actively are seeking to capitalize on all competitive edges – including human capital. Their sales force represents one of the most significant opportunities to grow revenue and market share.

Study 79

Study Groups Training Sales Methodology 79

Sales Training Connection

OCTOBER 12, 2011

Sales Conversations. The best sales questions won’t go anywhere without an effective conversation. And effective conversations take more than just being a good listener or talker. They’re about putting what you ask and what you say together in a way that’s valuable for your prospects and for you. Can effective conversations set you apart and advance your objectives?

Conversion 76

Conversion Competition Face-to-face Social Media 76

Sales Training Connection

OCTOBER 24, 2011

The sales cycle is decreasing - the buying cycle is taking over. We have asked one of our colleagues, Mark Hunter – who many of you know as The Sales Hunter – to share a post on the blog. Take a read of Mark’s discussion on how the selling cycle and buying cycle are changing … Salespeople love to tell me how in today’s environment they can’t get customers to make a decision.

Buying Cycle 74

Buying Cycle Sales Cycle Follow-up Research 74

Sales Training Connection

OCTOBER 19, 2011

Global sales training. Suppose you are a large U.S.-based global company with three operating divisions totaling 2,300 world-wide sales people. When it comes to sales training, historically each country has done its own thing – for that matter each division has for the most part unilaterally developed its own sales training. Some countries have done a fair amount; while others have done very little.

Training 74

Training Scale Negotiation Case Study 74