Sat.Mar 31, 2012 - Fri.Apr 06, 2012

Sales Training Connection

article thumbnail

Sales transformation: sometimes necessary – never easy

Sales Training Connection

Sales Transformation. If you look back over the last decade, a number of industries have gone through dramatic change. As a result, the organizations in those industries have substantially changed how they do business with those companies that sell to them. They have changed what they buy, how they buy, and what they are willing to pay for it. If your customers are making changes of that magnitude, then the case is made that it is no longer business-as-usual for your sales team.

Pivotal 124
article thumbnail

Sales tip – closing

Sales Training Connection

Sales Tips. Sales Tips are a new type of post you will be seeing on the Sales Training Connection. You can recognize a Sales Tip by the the icon on the left, and the title, of course. A Sales Tip is a short post about one best practice when you are selling in a B2B market. For the inaugural post we’ve selected the age-old topic – Closing. In B2B selling, Closing is about obtaining a commitment from the customer that moves the sales cycle.

Closing 110
article thumbnail

The anatomy of new product failures

Sales Training Connection

New Product Launch Sales Training. After all the market assessments, business plans, alpha tests and beta tests, at least half of all new products still fail to achieve commercial success. Why do so many new products fail? Sometimes the product design was fundamentally flawed. In others, the product concept was backed by poor market research. At times flaws in the product itself leads to failure.

Lead Rank 104