Sales Training Connection

MAY 5, 2014

Realistic buyers. Realistic Buyers and Good Feedback. Even when scripted in advance, the salesperson playing the buyer role is not able to relate the best practices to what happen in the role-play. From a design perspective, three factors stand out: Real-world content. Good feedback. Real-World Content.

Construction 117

Construction Training Groups Buyer 117

Sales Training Connection

MAY 8, 2015

It means technology salespeople have to sell to a new set of buyers with a new and different set of needs and expectations. They need help to adjust and adapt their approach to selling to these new buyers. What should companies do to help their sales reps develop what it takes to adjust to selling to a new set of buyers?

Buyer 50

Buyer Call-back Survey Coaching 50

Sales Training Connection

JUNE 23, 2014

New disruptive technologies are changing buyers’ attitudes and actions. Two fundamental shifts in buyer demographics are forcing changes in how companies sell. To help answer those questions, here are four key megatrends that are shaping how sales organizations need to adapt. Highly networked “superbuyers.” The result?

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Sales Training Connection

FEBRUARY 17, 2012

drag them to the front of the room where they play the seller and the instructor plays a tough buyer. The challenges, opportunities, buyers, and objections must be real and relevant. The sales manager plays the buyer on all the role plays and equally important they manage the feedback session. Not bad.

Training 84

Training Coaching Buyer Up-Sell 84

Sales Training Connection

NOVEMBER 11, 2015

This journey involves the buyer taking advantage of technology to evaluate products and services more actively, adding and removing choices over time. Too often sellers implement their selling process the same way regardless of the buyer. If you begin on Step 1 and the buyer is already on Step 3 you are off to a bad start.

Competition 50

Competition Lead Rank B2C Fashion 50

Sales Training Connection

JUNE 21, 2016

Customers have more information about the products, predictive analytics have taken the guesswork out of determining who is a potential buyer and automated sales management tools are cheaper, better and more pervasive than ever. Increasingly Sales is being impacted by the digital revolution.

Sports 70

Sports Distribution Compensation Report 70

Sales Training Connection

MARCH 5, 2012

A consistent finding from social science research is as follows: in successful sales calls the sellers ask more questions than they do in unsuccessful calls, and the buyers talk more than the sellers. Three skill sets are fundamental in this regard are: Asking questions.

Maximizer 92

Maximizer Policies Discount Call-back 92

Sales Training Connection

DECEMBER 16, 2013

Research tells us that in successful sales calls buyers talk more than sellers. If each member of the sales team talks as much as they would if they were in the sales call alone, there will be no “air time” left for the buyer. This is one of those things that is easy to understand, but difficult to do.

Call-back 125

Call-back Analysis Training Objections 125

Sales Training Connection

JULY 6, 2012

The research indicates that in successful calls the buyer talks more than the seller. If each member of the team talks as much as they would if they were in the call alone, there will be no time left for the buyer. To learn about team selling, here are some additional posts: Selling is not an individual sport – podcast.

Sports 92

Sports Proposal Training Meeting 92

Sales Training Connection

MARCH 19, 2013

Research shows that in complex sales, the seller needs to “close” for a commitment from the buyer on every call. The commitment varies on a number of factors including where you are in the sales cycle and the buyer’s position. That is not how to win in a competitive sale.

Health Care 97

Health Care Pharmaceuticals Proposal Training 97

Sales Training Connection

FEBRUARY 20, 2013

This is where tough technical questions are raised and while there may not be ready answers to every question, the IT buyers will expect answers to reasonable questions. These meetings are also the beginning for building the trust required for partnering relationships between the buyer and seller.

Health Care 94

Health Care Consultative Selling Training Vendor 94

Sales Training Connection

OCTOBER 13, 2015

There is little doubt that salespeople in the B2B market are finding their buyers’ journeys more complex and more subject to change than ever before. If buyers change how they buy , then sellers need to change how they sell.

Trends 50

Trends Relationals Buyer Sales 50

Sales Training Connection

JANUARY 27, 2016

Buyers are changing what they buy, how they buy and what they are willing to pay for it. If buyers change how they buy, sellers need to change how they sell. Buyers are changing the expectations they have about the people on the other side of the table today. Let’s look at two specifics: Markets.

Guarantee 50

Guarantee Commission Competition Buyer 50

Sales Training Connection

AUGUST 24, 2012

There are three criteria for effective role-plays: real-world content, realistic buyers, and good feedback. Let’s assume the role-plays are well written – so let’s drill down on the other two criteria: who plays the buyer and who leads the feedback discussion? Who does play the buyer and lead the feedback session?

Face-to-face 100

Face-to-face Lead Rank Coaching Training 100

Sales Training Connection

SEPTEMBER 21, 2011

There are three criteria for effective role-plays: real-world content, realistic buyers, and good feedback. Let’s assume the role-plays are well written – so let’s drill down on the other two criteria: who plays the buyer and who leads the feedback discussion? . Who does play the buyer and lead the feedback session?

Face-to-face 109

Face-to-face Lead Rank Training Buying Cycle 109

Sales Training Connection

APRIL 6, 2016

So if buyers change how they buy, then sellers must adapt and adjust their sales strategies. - Due to the digital revolution buyers are likely to engage with selling organizations with more information and later in their decision cycle than in times past. - Today doesn’t mirror yesterday. One size doesn’t fit all.

Strategy 50

Strategy Account Sales Management Sales 50

Sales Training Connection

AUGUST 15, 2012

In successful calls buyers talk more than the sellers and the sellers ask more questions. Too often no objective was established or the objective was so vague, for example – “to get information,” that it was not helpful for planning the call. Asking, listening, then talking. But too often we observed the sales rep reversed the sequence.

Face-to-face 115

Face-to-face Objections Training Sales 115

Sales Training Connection

MAY 9, 2014

How buyers buy has really changed. The classroom is a great place for application of the knowledge. Software is now available to help in the performance effort. It is being used in areas such as coaching and pipeline management. Hospitals are a great example – what they buy and how they buy is significantly different today.

Trends 115

Trends Training Sales Coaching Coaching 115

Sales Training Connection

OCTOBER 28, 2015

In today’ markets buyers are changing how they buy but sales organizations often fail to adjust and adapt their sales process to the new reality. The end result over time is a misalignment between how buyers buy and how sellers sell. The problem is too many companies do not systematically manage and evaluate their sales process.

Sales Process 50

Sales Process Scale Lead Rank B2B 50

Sales Training Connection

JANUARY 16, 2015

At the center of change is the fact that buyers have access to more and better information about you and your competitors then ever before.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

Sales Training Connection

JUNE 15, 2012

The research has consistently shown that in successful calls the buyer talks more than the seller and the seller ask more questions. Asking questions. Because of these findings, asking questions is recognized as a fundamental sales skill.

Face-to-face 136

Face-to-face Intent Training Objections 136

Sales Training Connection

APRIL 13, 2012

It is a well-established research finding that in successful calls the buyer talks more than the seller and the seller ask more questions. “I wonder if I could just take a few minutes to talk with you about our new…” No matter what happens next you’re probably in trouble.

Sales 114

Sales Training Relationals Research 114

Sales Training Connection

OCTOBER 7, 2014

Here are some highlights: According to Roberge, “Today’s buyers are empowered by the Internet and are demanding more personalized, more relevant, and more helpful interactions with salespeople. It’s definitely worth a read. Millennials are well positioned to deliver on this expectation.

Hiring 108

Hiring Hubspot Inbound Analytics 108

Sales Training Connection

JANUARY 4, 2017

Last, and importantly, just because you are starting at the beginning of your selling process, don’t assume the buyer is at the beginning of their buying process. Buyers are changing what they buy, how they buy and what they are willing to pay for it. Switch to another. Today markets are going through transformational changes.

Decision Maker 73

Decision Maker Competition Account Fashion 73

Sales Training Connection

MAY 15, 2015

Today buyers are often well into their buying process before they even initiate conversations with sellers. If buyers change how they buy – salespeople need to change how they sell. According to Bain & Company, B2B sales executives have seen tremendous disruption in recent years – and there’s no reason to think it won’t continue.

Scale 50

Scale Buying Cycle Survey Sales Coaching 50

Sales Training Connection

MAY 20, 2013

Second, while professional services staffers may consider their products as separate silos, many buyers do not. First, professional services firms are realizing they are “leaving money on the table” if they don’t leverage relationships across divisions in the same company, hospital, or other organization.

Incentives 126

Incentives Incentive Sales Leadership Guarantee 126

Sales Training Connection

MAY 21, 2012

Research consistently shows that in successful calls buyers talk more than the sellers and the sellers ask more questions. Sales Tips. So, no other skill set has received more attention in sales training than the art and science of asking questions.

Closing 130

Closing Face-to-face Training Sales 130

Sales Training Connection

SEPTEMBER 12, 2011

With more buyers involved in the process, with different priorities and differing views about your device, the complexity of the sales process has increased. Today sales people must manage not only physicians – who are becoming increasingly cost conscious , but also procurement, the C-suite, and other healthcare practitioners (e.g.,

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

Sales Training Connection

OCTOBER 29, 2012

Over the years we’ve surveyed hundreds of potential buyers across industries in the B2B market space. Personal credibility and sales success. Customer satisfaction – a crucial and interesting topic. One of the questions we ask is: What are the characteristics of the most successful sales reps who call on you?

Hiring 108

Hiring Vendor Training Survey 108

Sales Training Connection

JUNE 17, 2013

Driven by a number of business and economic factors buyers are changing what they buy, how they buy, and what they are willing to pay for it. When working with sales organizations we’ve observed that too many focus on just doing a better job doing what they are doing vs. making adjustments to the fact that the “game” has changed.

Strategy 104

Strategy Analysis Training Sales Enablement 104

Sales Training Connection

JULY 29, 2013

Recognize that the future doesn’t necessarily look like the past - changes driven by global marketplaces make the past a bad predictor of the future – from buyer requirements to competitive advantages. Focus on a few pivotal goals - then delineate what needs to be done and how to do it. Sales Strategy Execution.

Account 115

Account Strategy Ideal Customer Profile Sports 115

Sales Training Connection

APRIL 20, 2015

When buyers change how they buy, sales organizations need to change how they sell and front-line sales managers need to provide the leadership to make that happen. From those in your organization like Marketing, IT, Tech Support and the sales team to the extended buyer contacts that comprise your customer base. Are adaptable.

Sales Management 50

Sales Management Sales Leadership Study Pivotal 50

Sales Training Connection

MAY 29, 2015

Plus, the buyers noted that today they have a wide variety of online sources for finding out about products. But, in the buyer’s eyes, following up is one of the fundamentals for building trust and establishing a business relationship that separates those top sales reps from the others. Simply put, it’s the ticket to the dance.

Follow-up 50

Follow-up Survey Up-Sell B2B 50

Sales Training Connection

JUNE 30, 2016

In a complex sale the buying cycle is longer with more twists and turns; more buyers are involved both as individuals and as committees; and the competition is keene r. When comparing small transactional sales to large complex sales, the differences in the buying process are difficult to overstate.

Buying Cycle 65

Buying Cycle Ideal Customer Profile Competition Networking 65

Sales Training Connection

DECEMBER 13, 2013

In Martin’s survey of 100 VP of Sales, the VPs reported the shift is driven by pressure for profitability and the belief that buyers are more accepting of remote selling. As compared to the past they are handling more complex sales and they are doing it by email and phone contacts with the customers. Why the newfound interest?

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

Sales Training Connection

AUGUST 1, 2014

Second, while professional services staffers may consider their products as separate silos, many buyers do not. First, professional services firms are realizing they are “leaving money on the table” if they don’t leverage relationships across divisions in the same company, hospital, or other organization.

Incentives 93

Incentives Incentive Guarantee Engineering 93

Sales Training Connection

DECEMBER 19, 2011

Most buyers find comfort in familiarity. And, many companies count on it – enticing customers to purchase by creating a familiar buying environment.

Up-Sell 98

Up-Sell Training B2B Examples 98