Igniting Sales Transformation

DECEMBER 1, 2019

What is surprising is how many companies remain mired in their own status quo, and as a result, they fail to adapt and act on what B2B buyers keep making clear. Your plan must include what happens prior to the SKO, during the event, and how the training you deliver will be adopted and acted upon after the event. Be specific.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Highspot

JANUARY 4, 2024

Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. This process ensures the training program is laser-focused on bridging these skill gaps. Tie incentives to specific goals and milestones related to the new product.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

The Digital Sales Institute

MARCH 12, 2024

The urgency close only works where the customer already sees the value, and this is an incentive to decide now. Summarize the reasons to act now based on facts and needs. For instance, you can mention that there is an end of month special or an introductory offer available for the next week only.

Closing 52

Closing Objections Buyer Proposal 52

Janek Performance Group

MARCH 17, 2023

Developing sales skills such as effective communication, negotiation, and problem-solving requires discipline. At Janek, we call these Critical Selling Skills. Learning to engage modern customers with passion and mastery of sales skills allow sales reps to handle the most challenging sales scenarios.

Referrals 62

Referrals Exercises Discount Study 62

The Spiff Blog

AUGUST 25, 2022

When a sales rep doesn’t have the necessary selling skills, leaders have options. Sales goals are often closely tied to sales performance and incentive compensation. But, over time, if you stay true to your word, and act with transparency, your team will begin to trust you. Set SMART Goals. Seek out feedback.

Commission 78

Commission Compensation Motivation Intent Signal 78

LeadFuze

JUNE 4, 2019

It’s more about getting your customers to convince themselves to buy from you as opposed to influencing with “amazing selling skills”. Becoming more aware of the things we say and lessening the times we act out of impulse whilst pitching to customers can help develop your sense of self awareness. Management style.

Training 76

Training Influencer Call-back Quota 76

Partners in Excellence

NOVEMBER 15, 2016

Sales success isn’t so much about selling skills, techniques and approaches. We know if we don’t provide the systems, processes, tools, training, programs, incentives, coaching, and support, they won’t succeed. Selling and sales leadership is an unnatural act.

Face-to-face 48

Face-to-face Incentives Incentive Sales Leadership 48