Sales Training Connection

MARCH 20, 2012

We’ve compiled them for you into the Winter 2012 edition of the Best of the Sales Training Connection. Curious as to which blog posts have been most popular? So were we!

Training 98

Training Sales 98

Sales Training Connection

APRIL 20, 2012

Fast-forward to 2012 and the challenge of developing sales leaders. ©2012 Sales Horizons, LLC. The breakthrough on that next step was the realization that since the right answer was not about skills but values and attitudes, then the standard step by step curriculum was not the answer.

Sales Leadership 125

Sales Leadership Lead Rank Lead Scoring Face-to-face 125

Sales Training Connection

NOVEMBER 16, 2012

©2012 Sales Horizons, LLC. A genuine thank you at appropriate times goes a long way in those situations as well. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: sales best practices , sales training , sales training articles , sales training blogs.

Training 117

Training Sales Account Conversion 117

Sales Training Connection

AUGUST 17, 2012

As reported in a 2012 Salesperson Onboarding Survey , 8 out of 10 sales management executives and business leaders responded that they weren’t satisfied with how long it take to get their new sales people up to speed. ©2012 Sales Horizons, LLC. Giving folks a great start has numerous short and long-term positive consequences.

Hiring 105

Hiring Training Territories Report 105

Sales Training Connection

OCTOBER 21, 2013

©2012 Sales Horizons, LLC. Review with Marketing the merit of offering basic and premium versions of your products. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Compensation 108

Compensation Study Negotiation Training 108

Sales Training Connection

JUNE 4, 2012

©2012 Sales Horizons, LLC. Selling in major accounts is not simply about doing more of what it takes to succeed in territory accounts – it is about doing something different. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Strategy 112

Strategy Territories Call-back Competition 112

Sales Training Connection

AUGUST 15, 2012

©2012 Sales Horizons, LLC. Whether you are a sales rep or a sales manager coach it always important to revisit the fundamentals – sometimes we just forget and sometimes we think we are doing them skillfully and we’re not. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Face-to-face 115

Face-to-face Objections Training Sales 115

Sales Training Connection

AUGUST 10, 2012

©2012 Sales Horizons, LLC. Review with Marketing the merit of offering basic and premium versions of your products. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Compensation 109

Compensation Study Negotiation Training 109

Sales Training Connection

SEPTEMBER 13, 2012

So, what this means is the old adage about “if it ain’t broke, don’t fix it “ is perhaps not the best guidance for 2012 and the years ahead. ©2012 Sales Horizons, LLC. In such a business environment “companies must be willing to revamp their sales force on a regular basis – perhaps as often as every two to three years.”.

Training 108

Training Hiring Territories Sales 108

Sales Training Connection

DECEMBER 19, 2012

©2012 Sales Horizons, LLC. In the case of medical sales reps , they’ll engage with those sales reps that can show how their drug, device, consumable, or capital equipment can reduce their risk and deliver better clinical results for patients.

Health Care 105

Health Care Pharmaceuticals Face-to-face Training 105

Sales Training Connection

JUNE 29, 2012

©2012 Sales Horizons, LLC. Pre-call planning, rehearsing critical portions of sales calls, actively listening to the customer and positioning the conversation to the customer’s interests all help get the job done. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Face-to-face 127

Face-to-face Collateral Objections Training 127

Sales Training Connection

JUNE 15, 2012

©2012 Sales Horizons, LLC. One step on the journey to excellence is avoiding avoidable traps. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Face-to-face 136

Face-to-face Intent Training Objections 136

Sales Training Connection

APRIL 13, 2012

©2012 Sales Horizons, LLC. If you start with your product, regardless of how good it is, it is likely the call will evolve into a product pitch. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sales 114

Sales Training Relationals Research 114

Sales Training Connection

APRIL 6, 2012

©2012 Sales Horizons, LLC. Closing is simply about obtaining a commitment that moves the sales cycle forward. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Closing 110

Closing Sales Cycle Proposal B2B 110

Sales Training Connection

JUNE 13, 2012

©2012 Sales Horizons, LLC. In most cases, the not to lose situation is a problem that needs solving. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Strategy 121

Strategy Territories Compensation Maximizer 121

Sales Training Connection

APRIL 14, 2013

©2012 Sales Horizons, LLC. A foundational requirement for meeting those challenges is addressing the individual preferences for each of your physicians. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 112

Health Care Pharmaceuticals Journal Demographics 112

Sales Training Connection

APRIL 30, 2012

©2012 Sales Horizons, LLC. If you want to read more about handling sales objections, check out our post: Less is more when handling objections. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Objections 120

Objections Proposal ACT Sales 120

Sales Training Connection

DECEMBER 12, 2012

©2012 Sales Horizons, LLC. The quote is attributed to Willie Sutton the best of the best when it came to bank robbing during the Depression era. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sales Qualified Lead 108

Sales Qualified Lead Banking Ideal Customer Profile Lead Rank 108

Sales Training Connection

OCTOBER 10, 2012

©2012 Sales Horizons, LLC. While it’s rare to have a payday like that, for your sales team it can be the difference between surviving and prospering. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

ACT 102

ACT Training Influencer Account 102

Sales Training Connection

APRIL 4, 2012

Optimizing Sales performance 2012 Vol. ©2012 Sales Horizons, LLC. First, let’s explore that question from a sales leadership perspective, then drill down and examine what it means for one specific component – sales training. Recently, CSO Insight published a report entitled Sales Management 2.0:

Pivotal 124

Pivotal Training Face-to-face Ideal Customer Profile 124

Sales Training Connection

JANUARY 20, 2012

To stay competitive, medical device companies – and their sales forces – must keep these changes in mind as they look to 2012. ©2012 Sales Horizons, LLC. 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 23, 2012

If you did not catch this article in the Winter 2012 issue of FOCUS Magazine , we thought we’d re-post it here to provide our readers with easier access. ©2012 Sales Horizons, LLC. Training new medical device sales rep. But on its own, it’s not enough for sales success.

Hiring 100

Hiring Health Care Training Vendor 100

Sales Training Connection

MAY 21, 2012

©2012 Sales Horizons, LLC. Being skilled at formulating and asking questions is a fundamental requirement for sales excellence and becoming more skilled is harder then it looks at first glance. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Closing 130

Closing Face-to-face Training Sales 130

Sales Training Connection

FEBRUARY 10, 2012

If you hadn’t yet had a chance, check out our article in the Winter 2012 issue of FOCUS Magazine – published by SPBT – Training new medical device sales reps – getting it right. Sales Training for New Medical Device Sales Reps.

Health Care 74

Health Care Hiring Training Sales 74

Sales Training Connection

JUNE 18, 2012

©2012 Sales Horizons, LLC. Use images … they enhance words and they live longer in the listeners’ mind and they tend to evoke a reaction to what’s being said. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Benefit 136

Benefit Training Relationals Report 136

Sales Training Connection

SEPTEMBER 10, 2012

©2012 Sales Horizons, LLC. A foundational requirement for meeting those challenges is addressing the individual preferences for each of your physicians. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 99

Health Care Journal Demographics Face-to-face 99

Sales Training Connection

OCTOBER 22, 2012

©2012 Sales Horizons, LLC. The study reinforces the point the future not only fascinates but also persuades. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Face-to-face 104

Face-to-face Lead Rank Lead Scoring Study 104

Sales Training Connection

JULY 2, 2012

©2012 Sales Horizons, LLC. You have to know what’s changing and then answer the simple question – So What? If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Account 93

Account Strategy CRM System 93

Sales Training Connection

DECEMBER 30, 2011

We are hoping 2012 is a great year for you! Janet and Dick.

78

78

Sales Training Connection

OCTOBER 15, 2012

©2012 Sales Horizons, LLC. Glowing is nice, but more importantly it can translate into increased sales if reinforced and managed. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sports 109

Sports Face-to-face Energy ACT 109

Sales Training Connection

OCTOBER 29, 2012

©2012 Sales Horizons™, LLC. This is particularly important for new hire sales training programs because establishing credibility is particularly challenging when sales reps first start out with a company. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Hiring 108

Hiring Vendor Training Survey 108

Sales Training Connection

OCTOBER 19, 2012

©2012 Sales Horizons, LLC. In these situations, everyone who interacts with the customer should be “part sales person”. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Customer 109

Customer Training Up-Sell Opportunity 109

Sales Training Connection

OCTOBER 17, 2012

©2012 Sales Horizons, LLC. Physician relationships and preferences alone will not win the day in today’s market. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 108

Health Care Hiring Journal Networking 108

Sales Training Connection

OCTOBER 12, 2012

©2012 Sales Horizons, LLC. Unfortunately it can sometimes have a more negative impact than be might imagine. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Face-to-face 114

Face-to-face Training Exact Sales 114

Sales Training Connection

NOVEMBER 19, 2012

©2012 Sales Horizons, LLC. It would appear that both Steve Jobs and Apple weathered their storms quite nicely indicating that the way station idea is not all bad. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Commission 111

Commission Travel Training Course 111

Sales Training Connection

AUGUST 3, 2012

©2012 Sales Horizons, LLC. In today’s market it is difficult to differentiate yourself by simply doing a better job of doing what everyone else is doing – think big and be there first. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Training 101

Training Study Account Strategy 101

Sales Training Connection

DECEMBER 14, 2012

©2012 Sales Horizons, LLC. Understanding the sales dynamics of customer loyalty is an important piece of the puzzle for leveraging those experiences. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Loyalty 109

Loyalty Customer Promotion Construction 109