Understanding the Sales Force
APRIL 4, 2013
We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. Selling Skills - They never developed the kind of selling skills that would allow them to role-play all of the various scenarios that are bound to come up. Please contribute your own #20.
Understanding the Sales Force
MARCH 14, 2014
You''re asking them to change how they sell, so in essence, you''re asking them to change who they are as salespeople. Salespeople with a lack of Commitment don''t have the incentive to change. 9,770 results come up for my articles on Consultative Selling. Most importantly, it''s a conversation, not a series of questions.
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Score More Sales
JUNE 2, 2014
Skill is the training piece – how you prospect, message, engage, follow-up, track and help clients buy. Basic selling skills can be taught. Effort is where more or less dials are made, more or less conversations are had and more or less emails are crafted and sent.
Highspot
JANUARY 4, 2024
Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. This process ensures the training program is laser-focused on bridging these skill gaps. Tie incentives to specific goals and milestones related to the new product.
Braveheart Sales
OCTOBER 22, 2020
Create one that incents the behavior you desire and eliminates subjectivity and ambiguity. For instance, if incentives are based off of quota attainment, then quotas cannot be subjective and frivolously set by managers. Are you ready to make improved selling skills and behaviors part of an individual’s development plan?
The Digital Sales Institute
MARCH 12, 2024
The urgency close only works where the customer already sees the value, and this is an incentive to decide now. To stimulate a deeper conversation, the salesperson asks them for any objections they might have with the product. If a decision is vague it means the buyer has concerns about the proposed solution.
The Sales Developers
DECEMBER 6, 2019
When SDRs are able to have more time for conversations, it means that they will understand their buyer personas more clearly and sell better. If they’re distracted by the 80% of the funnel, reps don’t have as much time to work on their selling skills. The Cost of Bad Data.
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