Sales Training Connection

DECEMBER 3, 2012

During that era five or six companies dominated the sales training industry. The best of those founding companies are still around and are doing quite well. Today along side these companies are a host of small entrepreneurial sales training organizations. They competed against each other to win the major deals.

Training 104

Training Hiring Licensing Industry 104

Sales Training Connection

OCTOBER 6, 2013

For example, in the medical device industry companies often have salespeople in different divisions selling to the same hospital. So, while medical device companies may consider their products as separate silos, many hospitals do not. As companies increasingly look to reduce costs they want to leverage their purchasing power.

Training 119

Training Benefit Customer Service Examples 119

Sales Training Connection

MAY 9, 2014

Most companies have purchased some sales training – especially around basic selling skills. Companies shouldn’t throw out what they’ve already done and replace it with something else on the same topic. The six or seven dominant companies of the past have merged or have been bought up by equity firms.

Trends 115

Trends Training Sales Coaching Coaching 115

Sales Training Connection

OCTOBER 6, 2014

In 2011, Wharton’s Ethan Mollick shared that mid-level managers could have greater impact on company performance than almost anyone else in an organization, yet they are “often overlooked and sometimes maligned.”. So getting middle management right is a big deal for every company. Sales Middle Managers.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

Sales Training Connection

JANUARY 9, 2013

Companies in the emerging economies are doing things quicker, cheaper, and better than yesteryear. In that market milieu leading companies are changing what it takes to win the innovation race. So how do companies get better at bring innovative and cost effective products to the market? No industry is immune.

Margin 119

Margin Ideal Customer Profile Lead Rank Lead Scoring 119

Sales Training Connection

MAY 16, 2017

In major accounts, multiple people within your company are involved in implementing the sale and supporting the customer. After all, the effectiveness of the work all of these people do has a direct impact on a customer’s satisfaction with the solutions your company offers.

Customer Service 65

Customer Service Up-Sell Opportunity Sales 65

Sales Training Connection

NOVEMBER 6, 2013

As a baseline being prepared means you understand the industry and company. But you also need an understanding of the company’s business challenges. When meeting with senior executives you must in advance be knowledgeable about the challenges the company faces and have insights and a point of view about the path forward.

Face-to-face 114

Face-to-face Ideal Customer Profile Decision Maker LinkedIn 114

Sales Training Connection

APRIL 26, 2017

One theme that emerged is credibility is divided into two pieces: company and personal. Company credibility is the easier of the two. It derives from product and company knowledge. We posed the question: How can new sales reps build their credibility? Personal credibility is a little more interesting.

Hiring 66

Hiring Sales Training Conversion 66

Sales Training Connection

AUGUST 20, 2014

This lack of emphasis is part of the larger problem companies have with Talent Management. If your company put in place the onboarding system for your sales force more than five years ago, it is likely time to reassess. Unfortunately, it is historically one of the most underemphasized aspects of sales performance development.

Hiring 110

Hiring Competition Training System 110

Sales Training Connection

FEBRUARY 5, 2014

Accenture surveyed 600 corporate employees, 200 corporate business decision makers and 200 self-employed individuals in the United States to better understand how the workforce views the importance of entrepreneurialism and how companies support idea generation.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Sales Training Connection

SEPTEMBER 3, 2014

They point out that for companies with the vision and commitment to set such a target, the rewards can be immeasurable – Roughly 30 trillion dollars in new customer spending will be up for grabs in the next 30 years and this type of mindset may be a way to get a bigger share. What else needs to be done? Be selective.

Closing 102

Closing Customer Training Competition 102

Sales Training Connection

NOVEMBER 7, 2014

Yesterday we got a call from a company about helping their sales managers do a better job of sales coaching. The company was, we think rightly, concerned that such an approach was not the best path forward. We’ve observed many companies just pick the best sales rep – defined as the person who sales the most – to sales manager.

Sales Coaching 92

Sales Coaching Coaching Face-to-face Call-back 92

Sales Training Connection

FEBRUARY 24, 2014

For years MedTech companies have enjoyed strong gross margins and top-line growth. For example, the authors note: “Companies in all segments of the sector will need to produce high-quality goods at lower cost. In the past Medtech companies were able to raise price based on incremental innovations that will no longer be the case.”.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

Sales Training Connection

MARCH 27, 2013

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? Some companies just don’t do it. Let’s start with the ugly.

Coaching 115

Coaching Sales Management Training Consultative Selling 115

Sales Training Connection

OCTOBER 4, 2016

Today companies in most markets are undergoing transformational changes. An obvious example of this would be a company that has separate sales forces for different markets such as a national account sales team and a territorial sales team. They are changing what they buy, how they buy and what they are willing to pay for it.

Sales Process 113

Sales Process Scale Territories Sales 113

Sales Training Connection

JUNE 23, 2014

Two fundamental shifts in buyer demographics are forcing changes in how companies sell. Companies will need to develop go-to-market models that meet both sets of needs. Companies that organize their business model to maximize their learning from every customer or potential customer interaction will capture disproportionate return.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Sales Training Connection

OCTOBER 4, 2013

Three other reasons that will likely increase a senior executive granting access to a salesperson are: A referral from outside the company from a respected colleague of the senior executive. Being from a company that is a strategic partner of the executive’s company. Listen more than talk.

Influencer 121

Influencer Training Referrals Conversion 121

Sales Training Connection

APRIL 17, 2013

In today’s competitive markets, companies cannot rely on Marketing as the sole source of leads – Sales needs to be in the game. Many companies hold their sales team accountable for lead identification and have provided the training to help them get it right. New job – new company. Lead identification.

Leads 112

Leads Marketing Qualified Lead Training Account 112

Sales Training Connection

MAY 2, 2014

According to ASTD, US companies spend approximately $20B on sales training annually. How can companies improve their sales training? sales training. While we might be spending a lot of money, that doesn’t mean the sales training is effective or efficient. That’s a topic I wrote about in the current issue of Onward Magazine.

Training 96

Training Sales Company 96

Sales Training Connection

DECEMBER 3, 2014

Each year lots of companies spend lots of money on sales training. Due to the transformational changes occurring in the market place, sustaining a superior sales team requires companies to adopt a culture where professional development is an ongoing effort. Sales training. We suspect worse news.

Training 99

Training Survey Sales Coaching Report 99

Sales Training Connection

OCTOBER 19, 2012

In major accounts, multiple people within your company are involved in implementing the sale and supporting the customer. After all, the effectiveness of the work all of these people do has a direct impact on a customer’s satisfaction with the solutions your company offers.

Customer 109

Customer Training Up-Sell Opportunity 109

Sales Training Connection

MARCH 3, 2014

Lots of companies start coaching initiatives but a scarce few sustain them over time. Our online sales coaching software allows companies to institute sales coaching that is: Relevant and timely because it is customized to the Trigger Event. These companies also reported that simply spending money on sales training is insufficient.

Sales Coaching 105

Sales Coaching Coaching Software Software 105

Sales Training Connection

SEPTEMBER 30, 2013

Companies launch a dazzling array of new products every year. A few are “bet the company” entries into the market. Target the Right Companies so they can increase the probability of success. • Some are designed to be significant revenue producers or game changers. All too often, new product sales disappoint.

Training 113

Training Competition Coaching Revenue 113

Sales Training Connection

AUGUST 1, 2016

A classic example of the latter was the recent development of a virtual reality product sales training curriculum developed by one of the leading MedTech companies that enables sales reps to actual walk through a human heart to better understand the clinical factors related to implanting their latest absolvable stent. Content.

Training 50

Training Lead Rank Trends Ideal Customer Profile 50

Sales Training Connection

JULY 23, 2014

Industries are going through transformational changes that are impacting what companies buy, how they buy, and what they are willing to pay for it. Although the quantity and quality will vary by company, this is a good place to start when getting the required data and information. Sweet spot on gathering information.

Conversion 121

Conversion Industry Strategy Education 121

Sales Training Connection

MAY 12, 2014

The authors noted that top performing sales companies have about the same number of people in sales roles as low performing companies. Increasingly companies are moving to multiple channels. In most companies some of these request can be handle by someone else, some can be cut in half, and maybe some can just be ignored.

Top of Funnel 112

Top of Funnel Sales Qualified Lead Funnel Inside Sales 112

Sales Training Connection

APRIL 25, 2014

For years MedTech companies have enjoyed strong gross margins and top-line growth. The authors suggest: “Companies in all segments of the sector will need to produce high-quality goods at a lower cost. MedTech sales. So what might that look like? Well first there are some overarching answers.

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

Sales Training Connection

MAY 30, 2014

In a wide variety of industries, companies are experiencing transformational changes. As a result companies’ expectations concerning their suppliers are changing – what they buy, how they buy, and what they are willing to pay for it are all in a state of flux. A Classic – ’63 Corvette. ©2014 Sales Momentum, LLC.

Sales Leadership 111

Sales Leadership Government Guarantee Vendor 111

Sales Training Connection

JUNE 11, 2013

Right now, some companies in the industry are seeing significant sales force turnover. An additional reason behind the sales force turnover stems from companies raiding competitors’ sales teams. So for companies facing high sales force turnover, how do you stem the tide? Better yet, how do you turn it around? As the U.S.

Face-to-face 98

Face-to-face Compensation Coaching Sales Leadership 98

Sales Training Connection

JULY 1, 2013

In a Fortune 500 company top customers bring in a disproportionate amount of the revenue and profit. Because of the potential, companies are instituting special Executive Sponsorship Programs for their top accounts where they assign a top senior manager (TM) to the account in addition to the Account Executive (AE). Measuring Success.

Account 109

Account Training Up-Sell Selling Skills 109

Sales Training Connection

JANUARY 17, 2014

What sales managers say can be interpreted as conveying an official company position – particular when a company is going through a period of change. But, at any given time, in any given company, five or six important things happening. You not only have to think about what you say but how you say it.

Sales Management 109

Sales Management Coaching Sales Coaching Promotion 109

Sales Training Connection

AUGUST 3, 2013

Every year B2B companies market develop a dazzling array of new products. Others are designed to be significant revenue producers or game changers and a few are “bet the company” entries into the market. In today’s market most B2B companies have made a substantial investment in developing a competent sales team. Sales Coaching

Compensation 105

Compensation Incentives Incentive Coaching 105

Sales Training Connection

OCTOBER 12, 2012

Now that technical jargon is on the table – let’s focus on Type 2– company jargon. All companies are full of their own “speak” that finds its way into every employees’ vocabulary – including sales reps. While there are many benefits to having a shared language, one of them isn’t sharing that common language with customers.

Face-to-face 114

Face-to-face Training Exact Sales 114

Sales Training Connection

OCTOBER 29, 2014

companies spend millions of dollars on sales training for their salespeople. Others are purchased from one of the ever-increasing number of sales training companies. Nor are we saying that companies should discontinue doing sales training in these foundational topics. Sales Training. The Status-Quo … Each year U.S.

Training 96

Training Social Media Media Up-Sell 96

Sales Training Connection

NOVEMBER 18, 2011

The competition isn’t just the other company – it’s also the company’s sales reps. But, also be an effective communicator, do what you say you are going to do, have unbridled enthusiasm, and convey an undying belief in your company. Understand your competitor. Don’t underestimate the importance of relationships.

Competition 113

Competition Face-to-face Trends Training 113

Sales Training Connection

MAY 20, 2013

For many companies, selling as a sales team simply means two people going on a call. In addition, professional service firms often have project teams in different divisions working with the same company, department or agency. This can be a particularly important competitive advantage in the professional service sale.

Incentives 126

Incentives Incentive Sales Leadership Guarantee 126

Sales Training Connection

OCTOBER 26, 2012

Right now, some companies in the industry are seeing significant sales force turnover. An additional reason behind the sales force turnover stems from companies raiding competitors’ sales teams. So for companies facing high sales force turnover, how do you stem the tide? Better yet, how do you turn it around? As the U.S.

Face-to-face 101

Face-to-face Compensation Sales Talent Industry 101