Sales Training Connection

MARCH 21, 2014

Not waiting for the stars to align perfectly before they act. From closing a large complex sale to completing a successful product implementation, successful female salespeople promote their successes. Successful female salespeople come to every B2B sale knowledgeable about their product, competition, and the customer.

B2B 116

B2B Face-to-face Construction ACT 116

Sales Training Connection

JANUARY 4, 2017

More and more companies have recognized the need to help their sales reps to think and act strategically. Thinking and acting strategically to bring unique innovative ideas to each account will take on increased importance. Fortunately today the world is a better place. So what are some additional tips for getting that right?

Decision Maker 73

Decision Maker Competition Account Fashion 73

Sales Training Connection

SEPTEMBER 26, 2014

After that is done, identify what you believe “needs fixing” in order to meet your goals, prioritize which ones to address in what order and act on them one by on e. Figure out how to codify those successes so they are repeatable and can be used more pervasively. .

Sales Management 88

Sales Management Sales Leadership ACT Training 88

Sales Training Connection

APRIL 30, 2012

The most important component of the ACT model is Clarifying. Once a shared vision is obtained, propose a solution and test whether the customer is comfortable with how you have handled it. Don’t assume. Particularly when one is engaged in complex sales all aspects of the objection are frequently not initially surfaced.

Objections 120

Objections Proposal ACT Sales 120

Sales Training Connection

OCTOBER 10, 2012

They know in major accounts you have to think and act strategically. The key characteristic of successful sales reps is they work “smarter.” And, if they don’t quite get it right the first time; they will the next time. So, they create a strategy for navigating the account.

ACT 102

ACT Training Influencer Account 102

Sales Training Connection

JULY 15, 2013

” Although glancing at a smartphone might seem to be a harmless act, it might not be that harmless. So, let’s include it in the program as one of the sales coaching scenarios our sales managers should address.” Sales calls and the importance of eye contact.

Sales Coaching 121

Sales Coaching Coaching Analytics ACT 121

Sales Training Connection

AUGUST 13, 2014

And, in doing so remember asking questions is about more than finding out information; it is a powerful way to help the person on the other side table to think and act creatively. Regardless of how good you are at asking questions in sales calls  our best suggestion is put time and effort into getting better. Click here.

Meeting 108

Meeting Exercises ACT Training 108

Sales Training Connection

OCTOBER 15, 2012

Winning teams maintain high aspirations and act generously toward each other. Sport winners learn how to keep the eye on the ball and sales winners focus because they’ve had the experience of knowing what it takes to close and implement a sale. Team Spirit. Winning as a team makes it easier to respect and listen to one another.

Sports 109

Sports Face-to-face Energy ACT 109

Sales Training Connection

FEBRUARY 5, 2014

A good case in point is the health care market where the Affordable Care Act plus other social and economic trends are transforming the health care landscape. Many markets are undergoing a transformational change where the customer is demanding salespeople bring innovative thinking and new insights.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Sales Training Connection

APRIL 22, 2013

Act professionally. From your side it may not appear to be a big deal – you may have seen the mistake many times before. Not necessarily so for the customer. This impacts how you handle the mistake both in tone and in substance. As you begin to tackle the mistake, start with your attitude.

Face-to-face 117

Face-to-face Guarantee Training ACT 117

Sales Training Connection

OCTOBER 2, 2013

Increasingly, new technologies are being developed to work across an integrated continuum of care – a strategy supported by the Affordable Care Act and Accountable Care Organizations (ACOs). Historically physicians stayed within their clinical sphere – and medical technologies were similarly focused and sold.

Health Care 110

Health Care Strategy Trends Face-to-face 110

Sales Training Connection

FEBRUARY 15, 2012

In sales we spend a lot of time and effort in helping sales people do a better job thinking and acting strategically in their accounts. Winning more and losing less is in part about sales people doing a better job thinking and acting strategically in their accounts. Sales Strategy. ©2012 Sales Horizons, LLC.

Strategy 86

Strategy Sales Leadership ACT Account 86

Sales Training Connection

APRIL 27, 2015

Have I started to develop the skills to help the sales team to think and act strategically ? Sales managers must have the skills to think and act strategically and the skills to coach their reps to do the same. Sales managers need to have the internal relationships and political skills to make that possible.

Sales Management 50

Sales Management Sales Coaching Coaching ACT 50

Sales Training Connection

APRIL 2, 2014

Although many of the long-term implications of the major drivers such as the Affordable Care Act are still vague, the article points out two mega-trends that will help shape the picture of the future: consumerization – patients will have greater choice and control. risk migration – risk will shift from payors to providers.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

Sales Training Connection

OCTOBER 11, 2013

In order to think and act effectively throughout the entire sales cycle, your sales strategy requires constant updating. you want to prosper, assuming what worked in the past will work in the present is a risky premise. To avoid these pitfalls, one overarching best practice needs to be remembered.

Account 110

Account Strategy Negotiation Pivotal 110

Sales Training Connection

NOVEMBER 5, 2012

It’s difficult for individual sales reps to do a superior job thinking and acting strategically at the account level without guidance from the top. Some topics, like how sales reps should go about planning their account strategies, receive a lot of attention while others not so much.

Strategy 120

Strategy Exercises Competition Training 120

Sales Training Connection

FEBRUARY 24, 2014

As the future unfolds, the Affordable Care Act and other social and economic changes will significantly reduce hospital reimbursements. Let’s explore that recommendation starting by examining the nature of the shift in the buying process and then exploring some suggested changes for the sales process. Buying Process.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

Sales Training Connection

JULY 25, 2012

They seek candidates from the sales ranks who have demonstrated excellence not only by generating strong sales results, but also who have demonstrated success in teaching others by acting as a mentor to new salespeople, or who have demonstrated success in managing through leadership opportunities such as a field training role or participation on a (..)

Sales Management 109

Sales Management Coaching Sales Coaching Training 109

Sales Training Connection

NOVEMBER 16, 2011

So going back to our “less is more” construct: ACT. Rather, sales people must slow down and actually “handle” the objection … drilling down on what the objection truly is and its importance. There are numerous objection handling models floating around. One probably isn’t any better than another. A cknowledge the objection.

Objections 117

Objections Construction Training ACT 117

Sales Training Connection

JANUARY 21, 2012

When senior executives are asked what differentiates top and average performers, a consistent response is: The best sales people think and act strategically.” The idea is to help reps to think and act strategically. It is not about writing down what you already know so can turn in 10 account plans at the end of the week.

Strategy 88

Strategy Account Training ACT 88

Sales Training Connection

DECEMBER 16, 2011

Catherine Russell holds the distinction of acting in the same play for almost 25 years – earning a spot in the Guinness Book of Records. Catherine Russell. Do you know who Catherine Russell is? Until a few weeks ago, I didn’t. The play is – The Perfect Crime.

Proposal 86

Proposal ACT Training Positioning 86

Sales Training Connection

SEPTEMBER 13, 2012

On the other hand, if the challenge is to help a sales team make subtle adjustments in response to customer shifts as to how to think and act strategically about their accounts and make fine-tuning changes to their call performance, then that is a more difficult sales training hurdle.

Training 108

Training Hiring Territories Sales 108

Sales Training Connection

OCTOBER 16, 2013

They can change the nature of the relationship with the customer because they are in a position to think and act strategically about business development and manage deals for the company’s entire product portfolio. Partners versus sellers.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

MARCH 16, 2015

Act professionally. From your side the mistake may not appear to be a big deal – you may have seen the mistake many times before. Not necessarily so for the customer. This impacts how you handle the mistake both in tone and in substance. As you begin to tackle the mistake, start with your attitude.

Face-to-face 50

Face-to-face ACT Promotion Course 50

Sales Training Connection

MARCH 6, 2015

The take away is – when selling in major accounts you need to think and act strategically. Working hard but only planning one call at a time with no strategy to provide guidance is a great way to consistently come in second. . ©2015 Sales Momentum, LLC.

Vendor 50

Vendor Call-back Competition Strategy 50

Sales Training Connection

AUGUST 27, 2014

They can change the nature of the relationship with the customer because they are in a position to think and act strategically about business development and manage deals for the company’s entire product portfolio. Partners versus sellers.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

AUGUST 1, 2011

Tools help sales people to think and act strategically; they help one to translate data in to actionable information for winning the business. Balance the notion that the sales process must be robust enough to provide a guide to discretionary action but flexible enough to fit your entire product portfolio.

Sales Process 65

Sales Process Compensation Training ACT 65

Sales Training Connection

MARCH 21, 2017

Most companies would be better off if they spent more time thinking and acting strategically about how to grow their business in existing accounts. Even if they don’t produce a lead today it builds relationships and often creates leads in the future. ©2017 Sales Momentum® LLC.

Gatekeeper 46

Gatekeeper Decision Maker Lead Rank Lead Scoring 46

Sales Training Connection

NOVEMBER 14, 2011

When obtaining a reference from an existing customer contact there is a balancing act to keep in mind. In the large B2B market, there are three potential sources for identifying leads for new business opportunities with existing customer contacts: existing customer contacts. Customer contacts.

Sales Qualified Lead 95

Sales Qualified Lead Leads Marketing Qualified Lead Government 95

Sales Training Connection

AUGUST 4, 2015

To appreciate the scope of the change let’s travel back in time and stop a few years before Affordable Care Act. Yet, from time to time the scale and speed of the changes are so large and so fast that they can only be described as disruptive. Today’s medical sales industry is a case in point.

Health Care 50

Health Care Biotechnology Insurance Insurance 50

Sales Training Connection

JULY 27, 2016

Then then identify what “needs fixing” in order to meet your goals, prioritize which ones to address and act on them one by one. First, figure out what individual team members are doing successfully and codify those successes so they are repeatable by others. .

Sales Management 50

Sales Management Top of Funnel Funnel Face-to-face 50

Sales Training Connection

MARCH 9, 2016

On the other hand, if the challenge is to help sales teams make substantial adjustments in how they think and act strategically about their accounts in response to constant customer shifts that requires a different mindset. And, when there was extra time at the National Sale meeting, there would be some interest in filling the time slot.

Hiring 50

Hiring Training Territories Compensation 50

Sales Training Connection

AUGUST 24, 2011

Think and act strategically about business development in the account and manage deals for the company’s entire product portfolio. Are able, by knowledge and authority, to tap the total resources of their organization and to effectively work with and leverage the sales reps and support personnel in the various divisions of their companies.

Health Care 61

Health Care Account Territories Face-to-face 61

Sales Training Connection

APRIL 15, 2015

You have to act like a leader before you’re appointed to a leadership position, and you have to manage your own leadership path … only be exiting your comfort zone can you develop “outsight”— the term she coins to describe the valuable perspective gained through actions.”.

Sales Management 50

Sales Management Sales Leadership Coaching Sales Coaching 50

Sales Training Connection

APRIL 30, 2014

The Affordable Care Act and other social and economic trends are transforming the healthcare landscape. MedTech Sales. As a result, hospitals are under significant pressure to reduce costs and improve quality. We came across a Booz study addressing the changing times in healthcare.

Pharmaceuticals 102

Pharmaceuticals Health Care Maximizer Study 102

Sales Training Connection

JANUARY 27, 2014

A good case in point is the medical market where the Affordable Care Act plus other social and economic trends are transforming the health care landscape. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to sales process.

Health Care 106

Health Care Pivotal Trends Training 106

Sales Training Connection

JULY 20, 2012

Unfortunately good ones no longer grow on trees and the notion of simply taking a high producing sales rep and declaring them to be your next sales manager can be an act of folly. As research has repeatedly shown, the front-line sales manager is the pivotal job for developing a great sales team.

Training 96

Training Face-to-face Retention Maximizer 96