Sales Training Connection

JANUARY 27, 2016

The healthcare and technology industries are classic examples. 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.

Commission 50

Commission Guarantee Competition Buyer 50

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

JANUARY 31, 2017

In the early 19th century the Industrial Revolution changed everything. Compared with the Industrial Revolution, we estimate that this transition is happening ten times faster and at 300 times the scale, and roughly 3,000 times the impact. However, from time to time the nature of the change takes on a different look.

Scale 50

Scale Coaching Sales Coaching Pivotal 50

Sales Training Connection

MAY 30, 2014

In a wide variety of industries, companies are experiencing transformational changes. A Classic – ’63 Corvette. These changes are driven by global competition, technological changes, government regulations and the dynamics of an unstable economy.

Sales Leadership 111

Sales Leadership Government Guarantee Vendor 111

Sales Training Connection

JULY 19, 2016

From time to time entire industries go through dramatic changes driven by forces that are disruptive in scope and scale. Today the healthcare industry is a prime example. Those that prosper will recognize that if buyers change how they buy then sellers need to change how they sell. Medical sales training.

Training 50

Training Pivotal Scale Software 50

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. The medical sales and technology industries are classic examples. Buyers are changing what they buy, how they buy and what they are willing to pay for it.

Decision Maker 73

Decision Maker Competition Account Fashion 73

Sales Training Connection

APRIL 19, 2013

In a wide variety of industries, companies are experiencing transformational changes. Sales leaders and innovation. These changes are driven by global competition, technological changes, government regulations and the dynamics of an unstable economy.

Sales Leadership 114

Sales Leadership Government Guarantee Vendor 114

Sales Training Connection

APRIL 20, 2015

Today across industries companies are instituting transformational changes in their buying process. 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. Are adaptable.

Sales Management 50

Sales Management Sales Leadership Study Pivotal 50

Sales Training Connection

SEPTEMBER 22, 2015

And if buyers change how they buy – salespeople need to change how they sell. They expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before. Recent years have seen tremendous disruption in how customers buy.

Training 50

Training Knowledge Base Exercises Travel 50

Sales Training Connection

MARCH 9, 2016

Today, it can be found in the Toy Industry Association’s hall of the 100 most memorable 20th Century toys. And if buyers change how they buy – salespeople need to change how they sell. expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before.

Hiring 50

Hiring Training Territories Compensation 50

Sales Training Connection

MARCH 19, 2014

To bring the point about practice + feedback home, last year we were doing a simulation for a company in the oil and gas industry. The VP of Sales had assigned his top managers to attend the program to play the buyers and he sat in at various tables to help in the feedback.

Lead Rank 117

Lead Rank Training Face-to-face Coaching 117

Sales Training Connection

APRIL 15, 2015

In industry after industry companies are going through disruptive changes. If buyers change how they buy, sellers need to change how they sell and sales leaders need to bring the insight to make that happen. This has lead to dramatic shifts in what companies buy, how the buy, and what they are willing to pay for it.

Sales Management 50

Sales Management Sales Leadership Coaching Pivotal 50

Sales Training Connection

JUNE 1, 2016

The medical sales industry is a striking example. If buyers change how they buy, sellers need to change how they sell and training needs to help.

Training 50

Training ROI Territories Travel 50

Sales Training Connection

FEBRUARY 6, 2012

Buyers inside most large corporations have changed significantly in the last two to three years … What they buy, how they buy, and what they are willing to pay for it have changed. Yesterday, when selecting sales training, those doing the selection often turned to a program they have used in the past. But how did Dyson do it?

Face-to-face 97

Face-to-face Training Sales Leadership Groups 97

Sales Training Connection

AUGUST 10, 2015

And if buyers change how they buy – salespeople need to change how they sell. They expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before. How well are companies meeting the challenge? The folks at Bain surveyed 550 B2B sales executives. World-of-work.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Sales Training Connection

JANUARY 13, 2016

And if buyers change how they buy – salespeople need to change how they sell. They expect sales reps to be knowledgeable about their industry, company, and issues at a higher level of proficiency than ever before. Recent years have seen a tremendous disruption in how customers buy. They expect insights not product pitches.

Buyer 50

Buyer Training Meeting Maximizer 50

Sales Training Connection

JULY 22, 2013

Depending upon the industry, team members may be drawn from manufacturing, service, information technology, and/or corporate. Major accounts selling focuses on multiple buyers. These disparate buyers in the purchasing process will require one-to-one selling, presentations, committee sessions (e.g.,

Account 106

Account Negotiation Government Lead Rank 106

Sales Training Connection

AUGUST 8, 2012

Over the last decade we have used sales simulations with a significant number of B2B companies across a wide variety of industries. The best combination is a senior instructor plus experienced sales managers who can play the buyer roles, introduce best practices, and provide expert feedback. Instruction. Team Building.

Training 105

Training Face-to-face B2B Groups 105

Sales Training Connection

MARCH 13, 2013

Over the last decade we have used sales simulations with a significant number of B2B companies across a wide variety of industries. The best combination is a senior instructor plus experienced sales managers who can play the buyer roles, introduce best practices, and provide expert feedback. A Classic - '63 Corvette. Instruction.

Training 93

Training Face-to-face B2B Groups 93