Sales Training Connection

NOVEMBER 8, 2013

Sales conversations are more engaging than sales presentations – talking with is more effective than talking at. Why are conversations much more engaging than presentations? Information is revealed, but it’s couched in a conversational narrative that conveys a desire for mutual understanding and comprehension. But need it?

Conversion 115

Conversion Training Groups Meeting 115

Sales Training Connection

NOVEMBER 28, 2012

Selling with to hospitals and physicians - 2013 trends. As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. Let’s take a look at four critical issues affecting hospitals and physicians as 2013 unfolds. Hospital consolidation continues.

Health Care 90

Health Care Referrals Trends Lead Rank 90

Anthony Cole Training

MARCH 19, 2013

Tom started his conversation by telling the crowd that there are 3 things critical for success. Do you have the right people that, when aligned, motivated, trained and managed, will get you to your mission? Tony Cole – President, Anthony Cole Training Group. 4 – Had conversations with the right people – decision makers.

Hiring 198

Hiring Banking Survey Conference 198

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Hospital-physician alignment grows. ACOs are on the rise. Selling with to hospitals.

Health Care 108

Health Care Customer Government Trends 108

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Allego

JANUARY 10, 2023

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. The founding team realized that traditional sales training was broken. a leading sales and presentation training firm. The “Aha” Moment.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

No More Cold Calling

APRIL 30, 2020

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. If there ever was a time for real, authentic sales conversations, it’s now. Not just business conversations, but conversations with inquiry, empathy, and understanding. You take action.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Sales Training Connection

DECEMBER 2, 2013

Sales Training. Sales Training. Switching topics to sales training, we do not have the corresponding percentages as to the time sales trainers spend lecturing but whatever the percentage – it is higher than it needs to be. Let’s explore why flipping should be applied to sales training and how one might do it.

Training 112

Training Exercises Travel Call-back 112

A Sales Guy

JANUARY 26, 2014

Happy is not a word usually used within sales training. The happy exchange happens when the salesperson recognizes these emotions and brings them back into the sales conversation. Leanne was recognized as one of the top Sales Influencers in 2013. You are introduced to someone new.

Conversion 127

Conversion Face-to-face Small Business Small Business 127

Sales Training Connection

FEBRUARY 15, 2013

Sales training curriculum. Planning your sales training curriculum for 2013? At this time of year most sales training managers are into planning for the year ahead. In previous blogs we have touched on the idea that what you do before and after the sales training is as important as the sales training itself.

Training 105

Training Hiring Face-to-face Compensation 105

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. Top 5 Success Factors for a Sales Training Initiative. Top 25 Prerequisites for Successful Sales Training and Sales Development. Top 10 Sales Training Realities Versus What You Believed. Top 10 Sales Leadership Tips From 2013. Top 11 Reasons Why Salespeople Fail to Close Sales.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Sales Training Connection

APRIL 16, 2014

Planning your sales training curriculum for 2014? At this time of year most sales training managers are into planning for the year ahead. In previous blogs we have touched on the idea that what you do before and after the sales training is as important as the sales training itself. A Classic – ’63 Corvette.

Training 98

Training Hiring Face-to-face Compensation 98

Understanding the Sales Force

OCTOBER 16, 2013

The November 2013 issue featured an article titled Dismantling the Sales Machine. Here''s the premise: Companies that have been rigorously enforcing sales process should stop doing so because it is resulting in longer sales cycles, decreased conversion rates, unreliable forecasts and depressed margins. c) Copyright 2013 Dave Kurlan'

Sales Process 249

Sales Process Margin Survey Forecasting 249

Sales Training Connection

JANUARY 23, 2013

But what about sales training ? When all is said and done and a determination is made that a new sales force design structure is needed, is there also a need for additional training? If so, what are the considerations for crafting that training? So, some type of training should be part of the implementation plan.

Training 103

Training Pivotal Commission Quota 103

Sales Training Connection

JULY 24, 2013

Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve. A Classic – ’63 Corvette.

Training 105

Training Maximizer Face-to-face Discount 105

Sales Training Connection

DECEMBER 13, 2013

As the intensity of the spotlight on inside sales increases, attention needs to turn to training. In the past, the level and rigor of the sales training for inside sales has not matched that provided to outside sales groups. Training Design. ©2013 Sales Momentum ®. Instructional Methodology. Sales Coaching.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

Sales Training Connection

JANUARY 8, 2013

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One additional insight relates to the nature of the sales training. One aspect of getting it right is sales training.

Account 98

Account Training Territories Margin 98

Sales Training Connection

MAY 13, 2013

Sales Training. The second piece of the puzzle is getting Sales Training into the game. Salespeople cannot be expected to effectively and efficiently be an early warning mechanism for Value Migration without sales training. First of all – that type of sales training is feasible. ©2013 Sales Horizons, LLC.

Training 111

Training Trends Competition Sales 111

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. Social Selling’s ‘Lead-to-Close’ conversion rate is 5x marketing sourced leads. Companies are trying to grow new business. Yet many reps struggle to get that critical first meeting with a decision maker.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Understanding the Sales Force

SEPTEMBER 17, 2013

Understanding the Sales Force by Dave Kurlan My regular readers have seen this number before: 74% of all salespeople suck, so most salespeople need a lot of help, yet training and coaching are only two pieces of the puzzle. The conversation to which you just listened is easy to learn. c) Copyright 2013 Dave Kurlan'

Coaching 201

Coaching Exact Webinar Metrics Sales Leadership 201

Score More Sales

JANUARY 7, 2014

If you don’t, you should borrow one, under the guise of babysitting for a family member or friend – and then work to have some conversations. Have a conversation with a three-year-old and your bound to get some of this: “Why? ” This gives you a starting point for your conversation. See what has.

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. 5) Brian Tracy.

Channels 111

Channels Video Training Hiring 111

Score More Sales

OCTOBER 14, 2013

The first person to set 5 appointments this week… The people who have 5 conversations this week with potential referrers this week…… The person with the greatest number of actual conversations with buyers or recommenders this week… You see where I’m going with this. So what are YOUR quick wins this week?

Inside Sales 224

Inside Sales Lead Rank Lead Scoring Sales Qualified Lead 224

Sales Training Connection

MARCH 27, 2013

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? What are some of the traps that need to be avoided?

Coaching 115

Coaching Sales Management Training Consultative Selling 115

Score More Sales

DECEMBER 12, 2013

It is particularly rampant after product training or annual sales off-sites. Can you have a conversation as though you had met up on the sidelines of your son or daughter’s or niece’s or nephew’s soccer game? We have our solutions and we think it is obvious that since we are so great, they must need what we offer.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. Fast forward to 2013. The conversion rate of prospect to client has shifted from an average of 50 percent to 70 percent. Why I made referral selling my life’s work. The year was 1996. The economy was booming, and my colleagues encouraged me to go out on my own.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

Sales and Marketing Management

MARCH 29, 2019

Fueled by a six-fold increase in venture capital investment, the number of jobs requiring AI-related skills has more than quadrupled since 2013. Rather than watch the AI conversation run past you, dive into it, get excited about the possibilities, and imagine how it can work for your industry.

Marketing 209

Marketing Webinar Metrics Software Software 209

Score More Sales

MARCH 13, 2014

After several conversations, Joe identified a list of 20 people in adjacent industries – so not people who work at competitive companies but rather those at companies that compliment what Joe does. Joe knows all of them – some more than others, but he has no regular conversations with any one of them.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

Score More Sales

SEPTEMBER 15, 2013

If you are not a sports enthusiast, please read on, because even if you know nothing about football you could benefit from this post, and learn more about how sports conversations can help you in business. . Have a heart-to-heart conversation with your pipeline. I love football. Determine your strengths and gaps.

Sports 221

Sports Lead Rank Lead Scoring Outbound 221

Sales Training Connection

APRIL 12, 2013

Over the years we have conducted numerous training projects for companies engaged in major B2B sales. Here are our observations of the typical level of VP involvement in sales training projects. Usually these matter are discussed with the Sales Training Manager. ©2013 Sales Horizons, LLC.

Training 104

Training Sales Leadership Coaching Vendor 104

Understanding the Sales Force

OCTOBER 15, 2013

What if 10% fewer conversations convert to meetings? While a customized, structured, optimized, formal sales process and targeted, effective, and integrated sales training and coaching will address and improve all of those metrics over time, you also must assume that your assumptions with regard to metrics for next year are wrong.

Top of Funnel 271

Top of Funnel Margin Sales Cycle Retention 271

Score More Sales

DECEMBER 27, 2013

Too many sellers are not aware of their sales conversion rate (how many qualified deals do I normally close?) or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)?

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Sales Training Connection

JANUARY 11, 2013

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One additional insight relates to the nature of the sales training. One aspect of getting it right is sales training.

Account 78

Account Training Territories Margin 78

SBI Growth

NOVEMBER 4, 2013

Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? As 2013 winds down, 2014 naturally ramps up. Secure a new sales tool, or a training session that will boost their productivity. SKO is on the horizon.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

Understanding the Sales Force

APRIL 7, 2014

You need the relationship, even if it''s to earn the right to have a deeper conversation about this behavior and how you can help them save time (less calling, fewer shipments to receive and fewer invoices to pay), and money (better prices when they buy everything from one source, in greater quantities, and over an extended period of time).

Consultative Selling 297

Consultative Selling Inside Sales Top of Funnel Funnel 297

SBI Growth

OCTOBER 4, 2012

They dread the conversation with the CEO where they have to tell him that the team can’t do the job. For example, use the money that was allocated for employee training or continuing education to bring on a sales consultant that will complete the job alongside your sales team. Get a copy of the tool for free at this event.

Sales Qualified Lead 267

Sales Qualified Lead Hiring Face-to-face Territories 267

Understanding the Sales Force

JUNE 18, 2013

The top team of sales strategists at my sales leadership consulting and training firm, Kurlan & Associates , set out to define what a world-class sales organization is and we developed this model. Nancy Bleak, author of Conversations That Sell , has published her 3rd Annual List of sales books you can bring to the beach.

Sales Leadership 224

Sales Leadership Lead Rank Sales Qualified Lead Sales Talent 224