Your Sales Management Guru

MARCH 24, 2015

The 10 Traits Buyers Seek in Sales Superstars. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool. Our research indicates that, from the buyer’s point of view, the best salespeople: 1. Tell the truth.

Buyer 40

Buyer Journal ROI Training 40

Your Sales Management Guru

OCTOBER 27, 2014

Emotion has always been a major element in the sales environment, buyers today are more risk adverse, salespeople are more cautious and less self confident and worse the relationships between buyers and sellers are caught up in cost vs value. All of these fears impact your planning actions.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Your Sales Management Guru

OCTOBER 4, 2010

During the planning meeting the strategic sales manager will define each date, time, assigned trainer and subject matter well in advance, this ensures that sales skills, product knowledge, company operations and industry information are thought through and during each quarter, the expertise of your team is moved forward on each topic. .

Training 60

Training Sales Leadership System Negotiation 60

Your Sales Management Guru

OCTOBER 6, 2015

If your industry is facing fewer opportunities and increased competition, each opportunity is even more precious. Determine buyer decision criteria. These “influencers” may be consultants that work in the same market or leverage the same prospect base, accounting firms, bankers, industry analysts.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40