Sales Training Connection

DECEMBER 10, 2014

We thought it was interesting – and asked Andy to share some of the ideas contained in the book in this guest post … Sellers and buyers alike want to accelerate the sales and buying processes. Waste your buyers’ time and it will make them reluctant to invest more time in you. So, what’s holding them back?

How To 119

How To Sales Cycle Face-to-face Buyer 119

Sales Training Connection

MAY 5, 2014

From time to time we hear disparaging words about the use of role-plays in sales training programs. Realistic buyers. Realistic Buyers and Good Feedback. Too often, the person playing the customer at each table during sales training is a program participant. Sales role plays. Good feedback. Real-World Content.

Construction 117

Construction Training Groups Buyer 117

Sales Training Connection

JANUARY 15, 2014

The professors constructed six persuasive scenarios and had hundreds of undergraduates read the scenarios and play the buyers role. Because of the type of sale and the buyers, the study construct does raise some flags about its applicability to B2B selling. Each scenario was then followed by one to six reasons to buy in.

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B2B Construction B2C Study 117

Sales Training Connection

JUNE 4, 2014

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. ©2014 Sales Momentum, LLC.

Sales Management 123

Sales Management Face-to-face Pivotal Sales Leadership 123

Sales Training Connection

OCTOBER 1, 2014

When we surveyed B2B buyers about what was most important to them in a salesperson, a top response was “do what you say you will do” – or in other words, keep your promises. Plus the buyers noted that today they have a wide variety of online sources for finding out about products. Sales Best Practices Sales Training Selling Value'

Survey 101

Survey Buyer B2B Training 101

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. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Highly networked “superbuyers.” The result?

Lead Rank 108

Lead Rank Decision Maker Trends B2C 108

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. ©2013 Sales Horizons, LLC.

Health Care 97

Health Care Pharmaceuticals Proposal Training 97

Sales Training Connection

JUNE 21, 2016

Whether you are talking about recruiting, selection, onboarding, training or compensation, it is will worth the time to consider whether your processes are in tune with the experiences and expectations of a cohort that will comprise an increasing percentage of your sales force. Invest in training. What does this mean for Sales ?

Sports 70

Sports Distribution Compensation Report 70

Sales Training Connection

FEBRUARY 7, 2014

On the other hand, if you are a salesperson and want a buyer to buy from you rather than your competition then that is an interaction about “persuasion.”. The research clearly indicated that in successful calls the buyer was talking more than the seller and the seller was asking more questions. . ©2014 Sales Momentum, LLC.

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Call-back Engineering Research Training 100

Sales Training Connection

MAY 20, 2013

Second, while professional services staffers may consider their products as separate silos, many buyers do not. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. They look at their total spend with a professional services firm and want to leverage the volume.

Sales Leadership 126

Sales Leadership Incentives Incentive Guarantee 126

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. ©2013 Sales Momentum ®.

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Call-back Analysis Training Objections 125

Sales Training Connection

FEBRUARY 20, 2013

Because of the transformational changes in the buying environment selling to hospitals is a much-discussed topic – including in our blog the Sales Training Connection. 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.

Health Care 94

Health Care Consultative Selling Training Vendor 94

Sales Training Connection

AUGUST 24, 2012

A Sales Training Connection Classic. This small difference yields a huge dividend in sales training. We’ve all attended countless sales training programs – as participants, facilitators, and observers. We’ve all attended countless sales training programs – as participants, facilitators, and observers.

Face-to-face 100

Face-to-face Lead Rank Coaching Training 100

Sales Training Connection

FEBRUARY 24, 2014

All sales, to all buyers, will be viewed through an economic lens. . These customers are often early adopters of innovation—and their experience and sophistication can significantly reduce the sales, training, and support effort required, rendering them less expensive to serve relative to their size. ©2014 Sales Momentum ®.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

Sales Training Connection

FEBRUARY 17, 2012

If you are a sales person and have been to a sales skills training program in the last 25 years, there is a 99% chance you have participated in a role play. They are the most common type of learning activity used by training vendors and in-house training departments. Sales Role Plays. Short answer: they work. Not bad.

Training 84

Training Coaching Buyer Up-Sell 84

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. So, no other skill set has received more attention in sales training than the art and science of asking questions. Sales Tips. ©2012 Sales Horizons, LLC. Technorati Tags: Asking questions , closed questions.

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Closing Face-to-face Training Sales 130

Sales Training Connection

OCTOBER 29, 2012

Over the years we’ve surveyed hundreds of potential buyers across industries in the B2B market space. So take a look at your sales training program – if it does not address this topic then it might be ready for an update. Personal credibility and sales success. Customer satisfaction – a crucial and interesting topic.

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Hiring Vendor Training Survey 108

Sales Training Connection

AUGUST 15, 2012

Recently we had a sales training project where we had the opportunity to observe a 50 rep sales team making a series of sales calls. In successful calls buyers talk more than the sellers and the sellers ask more questions. Three points desire highlighting: Establishing a meaningful objective for the call. ©2012 Sales Horizons, LLC.

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Face-to-face Objections Training Sales 115

Sales Training Connection

SEPTEMBER 21, 2011

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. There are three criteria for effective role-plays: real-world content, realistic buyers, and good feedback.

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Face-to-face Lead Rank Training Buying Cycle 109

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. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Asking questions. ©2012 Sales Horizons, LLC.

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Face-to-face Intent Training Objections 136

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. It’s certainly not justifiable to have sales managers participate in just any type of sales training program. The more complete proposition is “ Practice + Feedback Makes Perfect.”.

Lead Rank 117

Lead Rank Training Face-to-face Buying Cycle 117

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. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sports 92

Sports Proposal Training Meeting 92

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. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

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Account Strategy Ideal Customer Profile Sports 115

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. This is not a training issue – it is a policy issue. Check out other posts on sales effectiveness at the Sales Training Connection.

Maximizer 92

Maximizer Policies Discount Call-back 92

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. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: sales best practices , sales strategy , sales training.

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Strategy Analysis Training Sales Enablement 104

Sales Training Connection

MAY 30, 2014

Because of the scope of the change on the buyers’ side of the equation, a comprehensive perspective of innovation is required: sales force designs need revisiting – sales processes should be reviewed – roles and responsibilities deserve a new look and that is just the short list. ©2014 Sales Momentum, LLC.

Sales Leadership 111

Sales Leadership Government Guarantee Vendor 111

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

SEPTEMBER 7, 2012

Early adopters are a small special breed of buyers driven by a unique set of professional and personal needs that are not representative of the general population of physicians. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC.

Health Care 107

Health Care Territories Training Up-Sell 107

Sales Training Connection

AUGUST 1, 2014

Second, while professional services staffers may consider their products as separate silos, many buyers do not. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: business development , professional services , salest training , team selling.

Incentives 93

Incentives Incentive Guarantee Engineering 93

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. A correlated thought is to remember that bigger and better onboard training is a great next step. Technorati Tags: hiring new sales reps , new product launch , sale best practices , sales training.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

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. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC. . ©2012 Sales Horizons, LLC.

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Sales Training Relationals Research 114

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. Over the last several years we have focused on medical sales training. The shift is a good news – bad news story.

Buyer 50

Buyer Call-back Survey Coaching 50

Sales Training Connection

NOVEMBER 18, 2013

The research is clear – in successful calls buyers talk more than the seller and sellers ask more questions. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. No matter what happens next you are probably in trouble. ©2013 Sales Momentum, LLC.

Face-to-face 115

Face-to-face Training Sales Account 115

Sales Training Connection

APRIL 19, 2013

Because of the scope of the change on the buyers’ side of the equation, a comprehensive perspective of innovation is required: sales force designs need revisiting – sales processes should be reviewed – roles and responsibilities deserve a new look and that is just the short list. ©2013 Sales Horizons, LLC.

Sales Leadership 114

Sales Leadership Government Guarantee Vendor 114

Sales Training Connection

JANUARY 31, 2017

Some suggestions: blogs (list of top rated sales blogs) work better than books and self-directed online training (Udacity, Udemy, edX, Coursea) can augment formal company-based training. Rethink sales training. Historically in many companies sales training has been a “once in awhile” type of thing.

Scale 50

Scale Coaching Sales Coaching Pivotal 50

Sales Training Connection

MAY 7, 2014

Buyers today have more information available about the products they wish to purchase than ever before. This is one of the reasons why today buyers may be 50% through their buying cycle before they even contact selling organizations. The contradiction is driven in part by the advent of technology. ©2014 Sales Momentum LLC.'

Sales Coaching 109

Sales Coaching Coaching Buying Cycle Commission 109

Sales Training Connection

FEBRUARY 6, 2012

Yesterday, when selecting sales training, those doing the selection often turned to a program they have used in the past. 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. Perhaps, but perhaps not.

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Face-to-face Training Sales Leadership Groups 97