Sales Training Connection

APRIL 17, 2013

In today’s competitive markets, companies cannot rely on Marketing as the sole source of leads – Sales needs to be in the game. When Sales joins the contest, they must come equipped with a plan of action. Mutual benefits are the most frequent outcome. ©2013 Sales Horizons, LLC. Timing matters.

Leads 112

Leads Marketing Qualified Lead Training Account 112

Sales Training Connection

JULY 27, 2012

College Students and Sales. Would all those who took jobs in sales please stand up.” Now, for all of you who are standing, please “raise your right hand if you took one or more courses in sales while in college.”. We would suggest the main reason is few if any courses in Sales are available.

Education 98

Education Course Benefit Knowledge Base 98

Sales Training Connection

JUNE 24, 2013

Winning sales - connect the dots. Often a sale is lost even when the solution is a good fit because the sales person fails to make the connection between the solution and the customer needs. Sales people must take Step 3 by verifying that the customer perceives the connection between what they need and what is being proposed.

Proposal 114

Proposal Remedy Retention Maximizer 114

Sales Training Connection

JULY 25, 2014

Coaching sales strategy. Ask sales managers and salespeople what makes them successful. Sales managers can’t help salespeople become more talented, but they can help them become more skilled. However like a lot of good ideas, coaching sales strategy is easy to say but no so easy to do. 4 tips for coaching sales strategy.

Coaching 99

Coaching Sales Management Strategy Face-to-face 99

Sales Training Connection

JUNE 9, 2014

Developing sales talent. Sales managers, like many other managers, have a tendency not to focus on their top performers. There are many reasons – from top sales performers not demanding as much from their sales managers, to sales managers believing their superstars can handle whatever on their own, to if it ain’t broke, don’t fix it.

Sales Talent 112

Sales Talent Hiring Sales Leadership Compensation 112

Sales Training Connection

FEBRUARY 19, 2014

This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. A Classic – ’63 Corvette. Do docs have time to see you? Unfortunately “No” is often the answer. So what do you do?

Health Care 125

Health Care Pharmaceuticals Training Promotion 125

Sales Training Connection

AUGUST 12, 2013

Sales coaching and the time challenge. Sales managers are no different than anyone else – they don’t have enough time to do all the things they need to do. This time issue is particularly telling when it comes to front-line sales managers. Many sales reps face the same challenges and the same knowledge and skill gaps.

Sales Coaching 120

Sales Coaching Coaching Face-to-face Pivotal 120

Sales Training Connection

NOVEMBER 17, 2014

Sales training and. national sales meetings. Over the years we have attended a number of our clients’ national sales meetings. Salespeople exchange ideas and best practices, sales leaders make compelling presentations (Microsoft comes to mind) and yes, everyone has a really good time. Before and after sales training.

Sales Meeting 89

Sales Meeting Meeting Training Travel 89

Sales Training Connection

DECEMBER 14, 2012

If the economic forecasters are right, and we think they are, then it is a good time to revisit how we can leverage this positive development from a sales perspective. Let’s take a look at what they were talking about and explore what it means for Sales. All of these behaviors have direct, quantifiable economic benefits.”.

Loyalty 109

Loyalty Customer Promotion Construction 109

Sales Training Connection

JANUARY 8, 2013

This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. Selling to physicians. Do docs have time to see you? Unfortunately “No” is often the answer. So what do you do?

Health Care 104

Health Care Pharmaceuticals Training Promotion 104

Sales Training Connection

APRIL 13, 2016

Winning sales – connect the dots. Often a sale is lost even when the solution is a good fit because the salesperson fails to make the connection between the solution and the customer needs. Sales people must take Step 3 by verifying that the customer perceives the connection between what they need and what is being proposed.

Proposal 50

Proposal Remedy Retention Maximizer 50

Sales Training Connection

AUGUST 9, 2016

The selling with clinical data approach involves the sales rep customizing the integration of the key information from the study to each physician to help differentiate the product, emphasize the benefits and alleviate possible concerns. . Most importantly tie back the findings to the benefits for the patient at every opportunity.

Data 50

Data Study Fashion Call-back 50

Sales Training Connection

DECEMBER 18, 2013

Sales coaching and the 3-idea rule. Salespeople often raise problems with their sales managers that require fixing. Although Dulski was talking about management in general, we thought her insights were particularly appropriate for Sales. What are the benefits of following 3-idea rule?

Sales Management 119

Sales Management Coaching Training Sales Coaching 119

Sales Training Connection

OCTOBER 12, 2012

Leave the jargon at home” is something that sales people are told over and over again. Gibberish, now that definitively sounds like something we do not want to interject into a sales call. Gibberish, now that definitively sounds like something we do not want to interject into a sales call. ©2012 Sales Horizons, LLC.

Face-to-face 114

Face-to-face Training Exact Sales 114

Sales Training Connection

MARCH 19, 2014

Applying this proposition to sales training, let’s use role-plays as an example, recognizing that the points apply to other types of exercises, too. Sales managers or selected top sales performers play the customer role, orchestrate the feedback session and share best practices. For discussion let’s pick sales managers.

Lead Rank 117

Lead Rank Training Face-to-face Coaching 117

Sales Training Connection

SEPTEMBER 27, 2013

Asking questions in sales calls. This approach to questioning also provides an opportunity to add a benefit that the customer may not have envisioned as an achievable outcome. There are two major times in the sales cycle where shaping comes into play. Sales tip – open and closed questions. ©2013 Sales Momentum ®.

Face-to-face 112

Face-to-face Sales Qualified Lead Lead Rank Lead Scoring 112

Sales Training Connection

MAY 21, 2014

Sales managers are no different than anyone else – they don’t have enough time to do all the things they need to do. This time issue is particularly telling when it comes to front-line sales managers. Yet when it comes to beating the clock, sales coaching is usually one of the early losers. ©2013 Sales Momentum ® , LLC.

Sales Coaching 104

Sales Coaching Coaching Face-to-face Pivotal 104

Sales Training Connection

JUNE 11, 2012

We were recently talking with some sales managers about helping their teams build their book of business. While the managers noted that some prospects come from corporate marketing campaigns, several remarked their sales people were not personally doing a good job developing referrals and they needed to. ©2012 Sales Horizons, LLC.

Referrals 115

Referrals Sales Qualified Lead Campaigns Sales Cycle 115

Sales Training Connection

JULY 29, 2013

Successful major account salespeople sell differently – starting with crafting sales strategy. Fifteen tips are: Sales Strategy Formulation. Get the right information from the right people at the right time during the sales cycle. Sales Strategy Execution. ©2013 Sales Momentum ® LLC.

Account 115

Account Strategy Ideal Customer Profile Sports 115

Sales Training Connection

APRIL 2, 2014

Transformation changes affecting medical sales. If you are a Medtech company, a piece of the puzzle for being among the winners is making the investment in your sales team commensurate with the need for change and the opportunity to benefit. ©2014 Sales Momentum, LLC.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

Sales Training Connection

SEPTEMBER 21, 2011

When it comes to changing sales performance “practice makes perfect” is a partial truth. This small difference yields a huge dividend in sales training. Practice + Feedback = Effective Sales Training. We’ve all attended countless sales training programs – as participants, facilitators, and observers.

Face-to-face 109

Face-to-face Lead Rank Training Buying Cycle 109

Sales Training Connection

FEBRUARY 20, 2012

Selling the solution, but losing the sale. You have had several subsequent conversations but the sale has absolutely stalled – nobody has given any signals about moving ahead. The second sale involves persuading them that your solution offers the most effective approach to solving the problem. So let’s explore the first sale.

Decision Maker 97

Decision Maker Proposal Training Sales 97

Sales Training Connection

MAY 5, 2014

Sales role plays. From time to time we hear disparaging words about the use of role-plays in sales training programs. Here are some fundamentals for designing sales role-plays that will create an experience that will be well received by salespeople and sales managers – provide a platform for real behavior change.

Construction 117

Construction Training Groups Buyer 117

Sales Training Connection

AUGUST 24, 2012

A Sales Training Connection Classic. When it comes to changing sales performance “practice makes perfect” is a partial truth. This small difference yields a huge dividend in sales training. We’ve all attended countless sales training programs – as participants, facilitators, and observers. Who are these top performers?

Face-to-face 100

Face-to-face Lead Rank Coaching Training 100

Sales Training Connection

SEPTEMBER 19, 2012

Building sales skills at universities. Recently we posted a blog discussing that historically universities have neglected the field of Sales. We suggested that instituting programs in Sales would bring benefits not only to the universities and their students but also to the field of Sales and the marketplace.

Hiring 112

Hiring Territories Education Competition 112

Sales Training Connection

SEPTEMBER 8, 2014

Doubles tennis and sales teams. While sales teams may not “work” in a stadium with thousands watching, they are often playing for some relatively high stakes. So the importance of the sales team members communicating how to work effectively is important. A call manager orchestrates the sales call.

Call-back 86

Call-back Sports Training Account 86

Sales Training Connection

JULY 27, 2011

sales call. In that post , this central argument is reinforced: the ability to “sell through storytelling” is a consistent characteristic of top sales performers – particularly in new market categories or high-value purchases where the prospect often simply decides to “do nothing”. When possible, share unexpected be nefits.

Education 72

Education Training Benefit Sales 72

Sales Training Connection

JUNE 18, 2014

We’ve written several blogs on sales coaching. Second, most people agree that coaching is a must-do for developing a superior sales team. Over the last 30 years we have designed numerous coaching programs for companies engaged in large B2B sales. Training Sales Managers to Coach. Let’s start with the ugly.

Coaching 115

Coaching Sales Management Training Sales Coaching 115

Sales Training Connection

APRIL 4, 2012

Sales Transformation. If your customers are making changes of that magnitude, then the case is made that it is no longer business-as-usual for your sales team. If your customers are making changes of that magnitude, then the case is made that it is no longer business-as-usual for your sales team.

Pivotal 124

Pivotal Training Face-to-face Ideal Customer Profile 124

Sales Training Connection

MARCH 27, 2013

Sales Coaching. We’ve written several blogs on sales coaching. Second, most people agree that coaching is a must-do for developing a superior sales team. Over the last 30 years we have designed numerous coaching programs for companies engaged in large B2B sales. Reviewing the comments, a couple of things pop out.

Coaching 115

Coaching Sales Management Training Consultative Selling 115

Sales Training Connection

MAY 18, 2016

Sales Training and Start-ups. However, since we are in the sales training business we were particularly interested in what was being said about creating innovative sales training and developing a superior sales team. Sales training was not on the radar screen. Why do some start-ups make it and some don’t?

Training 68

Training Hiring Pharmaceuticals Up-Sell 68

Sales Training Connection

APRIL 23, 2012

What does this mean for the sales force? Historically, a medical device sales team primarily focused their efforts on selling the clinical benefits of a product to physicians. In some cases, the medical device sales rep will be making this economic case on their own. ©2012 Sales Horizons, LLC.

Health Care 112

Health Care Decision Maker Training Benefit 112

Sales Training Connection

DECEMBER 20, 2016

From time to time we post a guest blog written for the Sales Training Connection. Sales enablement technology helps accelerate the time towards close and gives you the power to leverage faster, better, and stronger sales best practices. Driving Improved Sales Performance by Better Connecting Sales Training.

Sales Enablement 50

Sales Enablement Analytics Survey SalesForce 50

Sales Training Connection

OCTOBER 16, 2013

Medical device sales success. Key Account Managers (KAMs) in Medical Device Sales . Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. This level and type of conversation is now a requirement for sales success. Some Sales 2.0

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

MARCH 4, 2015

Sales reps. You have had several subsequent conversations but the sale has absolutely stalled – nobody has given any signals about moving ahead. The second sale involves persuading them that your solution offers the most effective approach to solving the problem. First Sale. Second Sale. ©2015 Sales Momentum, LLC.

Competition 50

Competition Proposal Sales Strategy 50

Sales Training Connection

APRIL 25, 2012

A Sales Training Connection Classic. Quantifying your value proposition requires creating and communicating a clear, compelling picture of how your solution will drive your customer’s business results - allowing sales reps to make their business case. Check out other posts on sales effectiveness at the Sales Training Connection.

Competition 118

Competition Discount Benefit Analysis 118

Sales Training Connection

SEPTEMBER 17, 2015

As the fourth quarter begins, many VPs of Sales and Sales Training Directors will be focusing on closing Q4 strong and positioning their sales teams for success in 2016. One item on many agendas will be the annual sales meeting, often sometime during Q1. Sales rep attention. Sales rep attention.

Sales Meeting 50

Sales Meeting Meeting Training Travel 50