Sales Training Connection

JANUARY 16, 2012

Sales Performance. We all have a favorite author or two whose new works we wait for with some anticipation. One who has been on our top ten list for quite a while is Thomas Friedman. As we were perusing his new book – That Used to Be Us – the title of Chapter 7, Average Is Over , caught our eye. Freidman and his coauthor Michael Mandelbaum make the point that it is increasingly difficult to standout from the crowd in a world that is growing larger and more connected.

Competition 96

Competition B2B Training Trends 96

Sales Training Connection

JANUARY 21, 2012

When senior executives are asked what differentiates top and average performers, a consistent response is: The best sales people think and act strategically.” There is little question in today’s competitive B2B markets that being a top performer requires doing a better job than the other guy in formulating and executing a strategic approach to accounts.

Strategy 88

Strategy Account Training ACT 88

Sales Training Connection

JANUARY 8, 2012

Sales Coaching. Most VPs of Sales tend to agree that coaching is an important piece of the puzzle for developing a world-class sales team. And, if you want to get coaching right, most would agree there are three foundational questions every front-line sales manager must answer – what to coach, how to coach, and who to coach. Over the years, the “how to coach” question is the one that has probably received the most attention.

Coaching 88

Coaching Sales Coaching Groups Margin 88

Sales Training Connection

JANUARY 18, 2012

Sales Management. Periodically we come across a study we think is particularly interesting … and worth sharing with others. A case in point is an empirical study reported in strategy + business where Booz and Allen looked at the relationship between power and decision-making. A brief overview …. Set up – Four experiments were conducted, including one in a real-world business setting, where the research team used a 360-degree assessment to explore the relationship between power and openness to

Sales Management 86

Sales Management Coaching Study Territories 86

Sales Training Connection

JANUARY 29, 2012

A Sales Training Connection Classic. The Hunter-Farmer framework has been used for a very long time to configure sales forces. The idea is to designate a group of sales people as Hunters – responsible for generating business in new accounts. A second group is assigned to the Farmer role – charged with maintaining and growing the business in existing accounts.

Strategy 84

Strategy Microsoft Account Territories 84

Sales Training Connection

JANUARY 20, 2012

At the 2011 Medical Innovation Summit much time was spent discussing how economic conditions and their impact on policy is shifting control in healthcare from providers to payers. These policy shifts are manifesting themselves in many forms such as: changes in reimbursements, a rise in healthcare IT, and a push to decrease healthcare costs. To stay competitive, medical device companies – and their sales forces – must keep these changes in mind as they look to 2012.

Health Care 82

Health Care Policies Decision Maker Pivotal 82

Sales Training Connection

JANUARY 4, 2012

Developing New Business. In today’s B2B market a sales person needs an array of skills to be a top performer – they need to know more and know it at a higher level of proficiency than ever before. But if you asked a whole lot of sales people from all over the world what is the one a competency they think they could most benefit from if they knew how to do it better?

Lead Rank 79

Lead Rank Lead Scoring Ideal Customer Profile B2B 79