Sales Training Connection

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Sales management: Step 1 – Stop annoying your sales team

Sales Training Connection

Buyers we surveyed over the years resoundingly report they value salespeople that follow-up – they like salespeople that do what they say they are going to do. The more successful the salesperson, the more likely that they regularly follow-up with buyers in a timely way. Say you will and then you don’t.

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4 megatrends for sales organizations from McKinsey

Sales Training Connection

New disruptive technologies are changing buyers’ attitudes and actions. Two fundamental shifts in buyer demographics are forcing changes in how companies sell. A proliferating set of easy-to-use, free, and relevant tools has created the expectation that B2B products and solutions meet the same bar. The result?

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Sales alert: millennials are here

Sales Training Connection

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.

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Why do millennials make great salespeople?

Sales Training Connection

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.

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Selling and the power of familiarity

Sales Training Connection

Most buyers find comfort in familiarity. We believe analogies can be a highly effective sales tool for helping customers develop an understanding of the value of your solution – the more complex the solution, the greater the potential impact of the analog. In prior blogs we introduced the power of storytelling in sales.

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Online sales training – it’s time for a second look

Sales Training Connection

And if buyers change how they buy – salespeople need to change how they sell. There are any number of reasons behind the good news story from new innovative sales training companies to exciting developments in instructional technology to some really smart analytical tools. Online Sales Training.