Sales Training Connection

NOVEMBER 14, 2011

Lead Identification in B2B Sales. In B2B sales the reputation of the company and the work of Marketing can be a big help, but in the end, a substantial part of lead identification rests with the sales team. A final note. ©2011 Sales Horizons, LLC.

Sales Qualified Lead 95

Sales Qualified Lead Leads Marketing Qualified Lead Government 95

Sales Training Connection

NOVEMBER 21, 2014

Teamwork – B2B sales increasingly are moving away from salespeople as the lone wolf to sales teams – whether multiple salespeople, technical specialists, etc. Salespeople must learn how to effectively say “no” or disagree or present a different view to prospects and customers and have the customer view that interaction positively.

Hiring 125

Hiring Face-to-face Lead Rank Study 125

Sales Training Connection

APRIL 3, 2013

Companies in the B2B market develop a dazzling array of new products. The ideas originate from our launch projects with clients in the B2B marketplace. Examining the customer organizations that are high priority prospects. New product launches and your sales force. Product Training. Overcoming unique obstacles and objections.

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Training 108

Sales Training Connection

JANUARY 16, 2015

According to Bain & Company , B2B sales executives have seen a tremendous disruption in recent years – and there’s every reason to believe the trend will continue. In most B2B markets the buying process has changed dramatically. Well, unfortunately this is where the bad news starts to unfold.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

Sales Training Connection

AUGUST 10, 2015

According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. The folks at Bain surveyed 550 B2B sales executives. And if buyers change how they buy – salespeople need to change how they sell. Confidence.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Sales Training Connection

FEBRUARY 20, 2012

The last couple of years have produced a number of challenges for those engaged in the B2B market. The author noted: “in today’s risk-averse environment when you are selling a major solution you – need to conduct two sales: the first involves persuading the prospect that they cannot afford not to address the issue.

Decision Maker 97

Decision Maker Proposal Training Sales 97

Sales Training Connection

MARCH 4, 2015

The last couple of years have produced a number of challenges for those engaged in the B2B market. The author noted: “in today’s risk-averse environment when you are selling a major solution you need to conduct two sales : the first involves persuading the prospect that they cannot afford not to address the issue. Sales reps.

Competition 50

Competition Proposal Sales Strategy 50