Sales Training Connection

SEPTEMBER 23, 2011

©2011 Sales Horizons, LLC. We think there are several implications – we’ve posted them on trainingindustry.com. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. .

Training 103

Training Sales Conversion Company 103

Sales Training Connection

NOVEMBER 30, 2011

We’ve compiled them for you into the Fall 2011 edition of the Best of the Sales Training Connection. Curious as to which blog posts have been most popular? So were we! Take a look … [link]. If you find the Best of the Sales Training Connection helpful, why not subscribe to the Sales Training Connection ?

Training 72

Training Sales 72

Sales Training Connection

DECEMBER 12, 2011

Some additional posts about sales training you might find interesting are: Optimizing Your Sales Training Investment , Optimizing Your Sales Training Investment – The Sequel , Buying Sales Training – Yesterday vs. Today , Sales Training 2011 Study , How to Improve Sales Training – Look to Hybrids. ©2011 Sales Horizons, LLC.

Training 95

Training Call-back Lead Rank Lead Scoring 95

Sales Training Connection

NOVEMBER 2, 2011

An interesting article – Performing Best When It Matters Most – appeared in the Kellogg Insight (August 2011). ©2011 Sales Horizons, LLC. The report was a summary of the authors’ work on understanding the “clutch player” – that person that consistently performs well under pressure.

Hiring 93

Hiring Decision Maker Case Study Face-to-face 93

Sales Training Connection

OCTOBER 28, 2011

If you have the opportunity to read SPBT’s Fall 2011 FOCUS Magazine issue, you’ll see an article Dick and I wrote about sales training 2.0. ©2011 Sales Horizons, LLC. Selling medical devices. The medical device market is in the midst of a transformational shift.

Health Care 58

Health Care Training Sales Competition 58

Sales Training Connection

SEPTEMBER 13, 2011

©2011 Sales Horizons, LLC. Find five success factors for implementing new product sales skills training in our guest post on Savvyb2bmarketing.com. . If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. .

Training 100

Training Revenue Sales Conversion 100

Sales Training Connection

JULY 26, 2011

We’ve compiled them for you into the Summer 2011 edition of the Best of the Sales Training Connection. Curious as to which blog posts have been most popular? So were we! Take a look … Technorati Tags: sales best practices , sales training articles , sales training best practices , sales training blogs.

Training 57

Training Sales 57

Sales Training Connection

SEPTEMBER 5, 2011

We wish you a great holiday weekend, and a great business finish to 2011. Happy Labor Day to all of our Sales Training Connection readers. Janet and Dick. Technorati Tags: sales training articles , sales training blogs.

Training 53

Training Sales 53

Sales Training Connection

NOVEMBER 18, 2011

©2011 Sales Horizons, LLC. While the depth of your customers’ knowledge about their own company is significant, as a sales person you can bring breadth to the sales environment by helping the customer see how other companies have tackled similar issues.

Competition 113

Competition Face-to-face Trends Training 113

Sales Training Connection

OCTOBER 12, 2011

©2011 Sales Horizons, LLC. Whether you converse face-to-face, or through social media, we provided strategies and tactics you can put to use. Take a listen … If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. .

Conversion 76

Conversion Competition Face-to-face Social Media 76

Sales Training Connection

OCTOBER 6, 2014

In 2011, Wharton’s Ethan Mollick shared that mid-level managers could have greater impact on company performance than almost anyone else in an organization, yet they are “often overlooked and sometimes maligned.”. Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

Sales Training Connection

DECEMBER 19, 2011

©2011 Sales Horizons, LLC. Skillfully using analogies, storytelling, or both can be very effective for helping customer become more familiar with what you’re selling – developing customer comfort by the power of familiarity is fundamentally a good idea.

Up-Sell 98

Up-Sell Training B2B Examples 98

Sales Training Connection

AUGUST 17, 2011

The good news is the sales training circa 2011 bears little resemblance to the versions of 25 years ago when product pitches ruled the land and closing tricks such as the trial close and the puppy dog close were the sophisticated skills of the period. . ©2011 Sales Horizons, LLC.

Training 67

Training Closing Sales Influencer 67

Sales Training Connection

DECEMBER 7, 2011

©2011 Sales Horizons, LLC. It is just as safe to assume that what it takes to be a great sales leader today is not identical to yesterday’s profile. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Margin 94

Margin Ideal Customer Profile Sales Leadership Training 94

Sales Training Connection

NOVEMBER 21, 2011

In a 2011 survey by the Sales Executive Council , the researchers report this interesting trend – “Across the board sales people are getting decreased access to potential customers.” ©2011 Sales Horizons, LLC. In fact sales people report that time spent in front of customers decreased 26% compared to three years prior.

Lead Qualification 79

Lead Qualification Pipeline Lead Rank Lead Scoring 79

Sales Training Connection

NOVEMBER 16, 2011

©2011 Sales Horizons, LLC. Handling objections is an age-old topic of selling – but if anything the art and science of skillfully handing objections has grown in importance over the years. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Objections 117

Objections Construction Training Call-back 117

Sales Training Connection

AUGUST 15, 2011

In 2011, Bain & Company published a study – The new cost-conscious doctor: Changing America’s health care landscape. ©2011 Sales Horizons, LLC. Medical devices sales. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. .

Health Care 69

Health Care Guidelines Study Training 69

Sales Training Connection

APRIL 25, 2012

©2011 Sales Horizons™, LLC. Help the customer connect the dots and understand the power of an integrated solution by displaying a unique set of numbers that tell the story. Check out other posts on sales effectiveness at the Sales Training Connection.

Competition 118

Competition Discount Benefit Analysis 118

Sales Training Connection

AUGUST 31, 2011

©2011 Sales Horizons, LLC. Provide competitive intelligence. and, of course, wouldn’t it be nice if they were able to close the deal. . If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. .

Health Care 71

Health Care Analysis Training Trends 71

Sales Training Connection

JANUARY 4, 2013

©2011 Sales Horizons, LLC. The moral of the story is – be proactive – constantly be working on building and maintaining the network. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Networking 112

Networking B2B Health Care Gatekeeper 112

Sales Training Connection

DECEMBER 14, 2011

©2011 Sales Horizons, LLC. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Retail 83

Retail Margin Policies Discount 83

Sales Training Connection

DECEMBER 21, 2011

©2011 Sales Horizons, LLC. Now that hospitals are now hiring sales reps to persuade doctors to refer patients to their facilities we think there is a great job opportunity for medical sales reps and a new sales opportunity for sales training reps, too.

Health Care 98

Health Care Opportunity Hiring Referrals 98

Sales Training Connection

OCTOBER 3, 2011

©2011 Sales Horizons, LLC . And, of course, these seven points apply to formal sales presentations , too! . If you like this post, you might want to subscribe to our blog, Sales Training Connection. .

Sales Cycle 96

Sales Cycle Decision Maker Call-back Referrals 96

Sales Training Connection

DECEMBER 16, 2011

©2011 Sales Horizons, LLC. It’s highly unlikely most sales people can prosper moving forward by simply doing a better job doing what they are doing. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Proposal 86

Proposal ACT Training Positioning 86

Sales Training Connection

MAY 25, 2012

©2011 Sales Horizons™, LLC. And, of course, they can be competitive teams, too. What are your experiences and suggestions for managing – and training – Millennials? Check out the Sales Training Connection to read other posts on sales effectiveness.

Training 110

Training Exercises Face-to-face Demographics 110

Sales Training Connection

OCTOBER 9, 2011

©2011 Sales Horizons, LLC. But, there is also an emerging need to take the next step – hybrids are a part of that next step journey. . If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. .

Training 97

Training Decision Maker How To Negotiation 97

Sales Training Connection

SEPTEMBER 1, 2011

©2011 Sales Horizons, ™ LLC. Focus on the customer – not the competition. . What would you add to the list? . Check out other posts on sales effectiveness at the Sales Training Connection. .

Call-back 65

Call-back Training Competition Objections 65

Sales Training Connection

MARCH 24, 2014

©2011 Sales Horizons, LLC. The larger the account, the more important the idea and the greater the payoff. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sales Cycle 109

Sales Cycle Objections Account Training 109

Sales Training Connection

NOVEMBER 21, 2011

©2011 Sales Horizons, LLC. Building, managing, and leveraging relationship is an important first step in the journey. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sales Management 104

Sales Management Face-to-face Promotion Pivotal 104

Sales Training Connection

SEPTEMBER 16, 2011

©2011 Sales Horizons, LLC . And, of course, these seven points apply to formal sales presentations , too! . If you like this post, you might want to subscribe to our blog, Sales Training Connection. . Technorati Tags: sales best practices , sales call execution , sales skills , sales training articles , sales training blogs.

Sports 117

Sports Course Training Conversion 117

Sales Training Connection

JULY 29, 2011

©2011 Sales Horizons™, LLC. For example, on the customer service side, there is a great chance that distinctions can be drawn – starting with the sales person and how they interact with the prospect during the sales cycle. If you found this post helpful, you might want to subscribe to our blog, the Sales Training Connection.

Negotiation 65

Negotiation Customer Service Sales Cycle Competition 65

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.

Health Care 82

Health Care Policies Decision Maker Pivotal 82

Sales Training Connection

MARCH 12, 2012

©2011 Sales Horizons, LLC. Building, managing, and leveraging relationship is an important first step in the journey. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sales Management 88

Sales Management Face-to-face Promotion Pivotal 88

Sales Training Connection

NOVEMBER 7, 2011

©2011 Sales Horizons, LLC. Sharing who’s who, what role they are playing in the buying process, their key concerns, and their perception of you versus the competition is critical to sales success. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. .

Health Care 90

Health Care Face-to-face Training Sales 90

Sales Training Connection

DECEMBER 2, 2011

©2011 Sales Horizons, LLC. Most of these tricks can be easily handled as long as you are aware when what is being said is in fact a trick. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Negotiation 88

Negotiation Intent Training Sales 88

Sales Training Connection

OCTOBER 24, 2011

Mark Hunter, “The Sales Hunter,” www.TheSalesHunter.com , © 2011. You can also follow him on www.Facebook.com/TheSalesHunter , www.Twitter.com/TheSalesHunter and www.LinkedIn.com/in/MarkHunter. Reprinting of this article is welcomed as long as the following is included: . Technorati Tags: sales best practices , sales training blogs.

Buying Cycle 74

Buying Cycle Sales Cycle Follow-up Research 74

Sales Training Connection

JANUARY 29, 2012

©2011 Sales Horizons™, LLC. Think back to 1986 – Microsoft had its first public offering and the Dow Jones was at a December high of 1955. Things have change, so maybe it is time for a change. If you found this post interesting, why not subscribe to the Sales Training Connection ?

Strategy 84

Strategy Microsoft Account Territories 84