Sales Training Connection

OCTOBER 12, 2011

They’re about putting what you ask and what you say together in a way that’s valuable for your prospects and for you. ©2011 Sales Horizons, LLC. And effective conversations take more than just being a good listener or talker. Can effective conversations set you apart and advance your objectives?

Conversion 76

Conversion Competition Face-to-face Social Media 76

Sales Training Connection

JULY 29, 2011

Magazine article by Tim Donnelly: How to Sell Value Rather Than Price : Select target prospects wisely – Determine as early as possible if the prospect is simply one of those customers only concerned about negotiating the cheapest price. Unless you offer the lowest price these prospects are wastes of time. This isn’t easy to do.

Negotiation 65

Negotiation Customer Service Sales Cycle Competition 65

Sales Training Connection

OCTOBER 24, 2011

What this meant for many salespeople is their time would be spent with far more suspects than prospects. They’ve done at least some preliminary research to the point that when they do engage with the salesperson, they are already beyond the “deer in the headlights” position many prospects used to find themselves in.

Buying Cycle 74

Buying Cycle Sales Cycle Follow-up Research 74

Sales Training Connection

NOVEMBER 14, 2011

©2011 Sales Horizons, LLC. Technorati Tags: Lead identification , Prospecting , sales best practices , sales strategy , sales training articles , sales training blogs. For some companies this “everyone has responsibility for generating leads” constitutes a shift in expectations.

Sales Qualified Lead 95

Sales Qualified Lead Leads Marketing Qualified Lead Government 95

Sales Training Connection

SEPTEMBER 9, 2011

It can be argued that sales people get continuous feedback from their prospects and clients – some calls go well, others miss the mark. ©2011 Sales Horizons, LLC . Technology is an effective – and acceptable – vehicle to provide feedback to Millennials and equally important, it’s efficient. .

Hiring 99

Hiring Wireless Coaching Journal 99

Sales Training Connection

AUGUST 24, 2011

The result most often is “one way” learning where Marketing serves as a “product expert” providing go-to-market information (such as competitive product advantages, prospect profiles, and value propositions) and fielding questions from Sales. ©2011 Sales Horizons, LLC .

Marketing 67

Marketing Demand Generation Demand Generation Targets Territories 67