Sales Training Connection

FEBRUARY 20, 2012

Selling the solution, but losing the sale. The last couple of years have produced a number of challenges for those engaged in the B2B market. Some of the problems will be temporary and as the economy improves the challenge will fade – while others will become new permanent fixtures on the landscape. Let’s examine a scenario that highlights one that falls into the latter category.

Decision Maker 97

Decision Maker Proposal Training Sales 97

Sales Training Connection

FEBRUARY 24, 2012

High Performing Sales Manager Puzzle. Sales managers are starting the new year, making plans to meet (and hopefully exceed) sales goals and reviewing their territory for sales opportunities. While these activities definitely are necessary, top performing sales managers share there’s an additional piece to the top performing sales manager puzzle.

Sales Management 82

Sales Management Sales Coaching Coaching Face-to-face 82

Sales Training Connection

FEBRUARY 22, 2012

Sales Performance. If you are a VP of Sales, adjusting to constant changes in the marketplace is the new normal. Fortunately most of the changes are minor and require only fine-tuning tactical adjustments. On the other hand, from time to time disruptive trends emerge that upend the market in ways that few ever imagine. These tends are often difficult to foresee and they produce transformational changes.

Trends 80

Trends Health Care Hiring Ideal Customer Profile 80