Sales Training Connection

MARCH 5, 2014

One was a post by Dean Newland and the other was a Bluteau DeVenny & Company white paper reporting on its research study. The Bluteau DeVenny research study involved respondents in a variety of organizations and companies across generations. We came across two pieces about generational differences. Leadership Characteristics.

Sales Management 114

Sales Management Study Coaching Survey 114

Sales Training Connection

NOVEMBER 21, 2014

A study by Millennial Branding and American Express , for example, reported that 61 percent of managers surveyed felt that soft skills were more important in new hires than hard skills, or even technical skills. The study goes on to report six soft skills most often cited as critical to success. ©2014 Sales Momentum ®.

Hiring 125

Hiring Face-to-face Lead Rank Study 125

Sales Training Connection

OCTOBER 1, 2012

Physicians – and other medical staff – report that clinical studies in peer reviewed journals and evidence-based medicine are increasingly important in making decisions. By using words like I, me, we, and us in presenting the study findings, the third party value is diminished – and the results may even be perceived as biased.

Health Care 94

Health Care Data Journal Study 94

Sales Training Connection

NOVEMBER 10, 2016

Emma Brudner reported the results of a sales productivity study where sales reps spent only 33% of their time selling. Other studies have reported the figure to be a low as 10%. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. How great is the opportunity?

Top of Funnel 101

Top of Funnel Funnel Face-to-face Ideal Customer Profile 101

Sales Training Connection

OCTOBER 22, 2012

The folks at the Harvard Business School and Stanford jointly conducted a series of imaginative studies that added a new twist to this key to success. The studies indicated the factor most important in making a go/no-go decision was the potential for greatness versus what someone had already achieved. ©2012 Sales Horizons, LLC.

Face-to-face 104

Face-to-face Lead Rank Lead Scoring Study 104

Sales Training Connection

AUGUST 9, 2016

The selling with clinical data approach involves the sales rep customizing the integration of the key information from the study to each physician to help differentiate the product, emphasize the benefits and alleviate possible concerns. . Failure to really understand the study. No surprises here. Common traps. Sales Training.

Data 50

Data Study Fashion Call-back 50

Sales Training Connection

JULY 15, 2013

Research studies report that adults make eye contact 30% to 60% of the time in an average conversation. But if you make contact more often – 60% to 70% of the time – you create stronger connections during the conversation. .” Although glancing at a smartphone might seem to be a harmless act, it might not be that harmless.

Sales Coaching 121

Sales Coaching Coaching Analytics ACT 121

Sales Training Connection

JUNE 25, 2014

Gallup studied 2,500 entrepreneurs to understand the actions and decisions that would answer that question. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Sales managers – success. What separates successful entrepreneurs from those who are less successful?

Sales Management 123

Sales Management Sales Leadership Promotion Study 123

Sales Training Connection

FEBRUARY 22, 2017

Research studies in communication suggest that most of us can listen four to six times faster than we can talk. First, we can let our mind wander and sort of tune in and out of the conversation. Everyone’s been in a conversation in which the other person has chosen this option. Stay focused. So what do we do with the extra time?

Call-back 82

Call-back Face-to-face Conversion Follow-up 82

Sales Training Connection

JUNE 9, 2014

According to a Corporate Executive Board study , as many as 25% of high-potential employees plan on leaving their jobs within a year. The CEB study shared these techniques that sales managers can use to better the odds: Ensure that work is stimulating and meaningful. This is certainly a statistic that all sales managers should ponder.

Sales Talent 112

Sales Talent Hiring Sales Leadership Compensation 112

Sales Training Connection

SEPTEMBER 17, 2012

Recently we came across an interesting post by Steve Martin in the Harvard Business Review that reported on a study about when customers make their final decision on who the winner is going to be. Martin interviewed a 1,000 customers as part of a win-loss analysis study. Sales success by half time. Make the call.

Study 103

Study Sales Cycle Competition Analysis 103

Sales Training Connection

JUNE 6, 2014

According to a recent Gallup study – “To build and maintain patient loyalty and engagement in an era when consumers can shop around for the best value, healthcare organizations must not only provide quality care but also surpass patient expectations.”. Today patients are better able to compare healthcare providers than ever before.

Pharmaceuticals 103

Pharmaceuticals Health Care Pivotal Sales Cycle 103

Sales Training Connection

FEBRUARY 5, 2014

Recently we can across an interesting study by Accenture about how to support idea generation through entrepreneurialism. Although the study focused on the business world in general, we thought several of the ideas were particularly important for how innovation can be infused into to the selling function. ©2014 Sales Momentum ®.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Sales Training Connection

DECEMBER 14, 2016

A correlated reason for getting in early and getting it right with senior level executives was pointed out in an excellent study by Steve Martin. Martin interviewed 1,000 customers as part of a win-loss analysis study. From a process perspective, what rarely works is the traditional needs discovery conversation. An alternative?

Buying Cycle 50

Buying Cycle Referrals Influencer Competition 50

Sales Training Connection

JANUARY 29, 2014

Recently the TAS group in partnership with SalesforceWork.com published a study on how well things are going out there. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum ®.

Sales Management 131

Sales Management Top of Funnel Face-to-face Funnel 131

Sales Training Connection

JANUARY 26, 2015

One of the great studies of achievement was conducted way back when in 1926 by a researcher named Catherine Morris Cox. She studied the background and works of 300 recognized geniuses, from Leonardo Da Vinci to Mozart to Albert Einstein. Inventiveness – being about to continuously reinvent oneself as the marketplace changes.

Scale 50

Scale Face-to-face Study Call-back 50

Sales Training Connection

FEBRUARY 9, 2015

In a Harvard Business Review post, Rafi Mohammed reviewed an interesting McKinsey study on the relationship between price increases and profits. In the study McKinsey worked with the Global 1200. The key to the McKinsey study was of course – “if demand remained constant.” Let’s take a look at a short list.

Discount 50

Discount Negotiation Study Engineering 50

Sales Training Connection

APRIL 11, 2014

In regard to expectations, a recent leadership study by Bluteau DeVenney & Company reported that the one of the most important expectations of all employees is the opportunity to grow. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

Sales Leadership 110

Sales Leadership Compensation Report Policies 110

Sales Training Connection

JUNE 6, 2016

The obvious secondary question is what goes where – that is, what should be done in the classroom vs. what should be assigned to some form of guided self-study. Any top sales training provider should be able to provide one-day of self-study based training for the knowledge component of the blended training at a fraction of that cost.

Training 50

Training Study Negotiation Maximizer 50

Sales Training Connection

APRIL 9, 2012

Yet others, in a recent Bain study , 80% of the 500 physicians interviewed reported they felt it was their responsibility to help reduce the total cost of care delivered to their patients, while maintaining quality. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 120

Health Care Face-to-face Training Resources 120

Sales Training Connection

APRIL 20, 2015

Recently we came across an extensive McKinsey & Company research study involving 81 organizations and over 180,000 people that addressed just that question. Their research studied 20 leadership skills – a small subset of which accounted for 89% of the variance on leadership effectiveness – particularly among frontline leaders.

Sales Management 50

Sales Management Sales Leadership Study Pivotal 50

Sales Training Connection

JANUARY 18, 2012

Periodically we come across a study we think is particularly interesting … and worth sharing with others. A case in point is an empirical study reported in strategy + business where Booz and Allen looked at the relationship between power and decision-making. Sales Management. A brief overview …. ©2012 Sales Horizons, LLC.

Sales Management 86

Sales Management Coaching Study Territories 86

Sales Training Connection

APRIL 25, 2014

Perhaps more unsettling, a global study of 4,500 employees at 38 MedTech companies found that skills in critical areas such as key account management and marketing are at less than ideal levels. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

Sales Training Connection

AUGUST 3, 2012

In studying what Guanaes achieved, Rosabeth Moss Kanter drew several lessons about how to create major impact in business. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. A case in point is Nizan Guanaes, a Brazilian communications expert.

Training 101

Training Study Account Strategy 101

Sales Training Connection

MARCH 26, 2012

but this new study provides some additional points for understanding how to manage millennials: Millennials are more willing to defer to authority than either boomers or Gen Xers. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC.

Hiring 114

Hiring Incentives Incentive Compensation 114

Sales Training Connection

NOVEMBER 9, 2012

Ringlemann’s study has been reproduced by many researchers over the years with the same results. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. The phenomenon technically is called Social Loafing. So let’s see what it might mean for sales.

Maximizer 107

Maximizer Engineering Training Study 107

Sales Training Connection

DECEMBER 3, 2014

For example, the Brainshark study reported that 48% of the training professionals felt the content of the training was not engaging enough. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. We suspect worse news. ©2014 Sales Momentum ®. .

Training 99

Training Survey Sales Coaching Report 99

Sales Training Connection

JANUARY 12, 2015

McKinsey reported an interesting research study on leadership training. If you are a Senior VP or a Training Director, the study is a must read. The McKinsey study estimated 14 billion dollars a year in the US. There is little doubt that companies get it – leadership training is important. ©2015 Sales Momentum, LLC.

Sales Leadership 50

Sales Leadership Face-to-face Study Training 50

Sales Training Connection

OCTOBER 6, 2014

The Becker Hospital Review which shared the results of a 2014 Insigniam study that focuses on middle managers. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. So getting middle management right is a big deal for every company. ©2014 Sales Momentum, LLC.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

Sales Training Connection

OCTOBER 17, 2016

But the more we have studied high 
performing sales teams, the more we have come to realize that the
 cart has often been placed before the horse. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2016 Sales Momentum® LLC.

Ideal Customer Profile 50

Ideal Customer Profile Study Sales Leadership Coaching 50

Sales Training Connection

DECEMBER 2, 2013

The idea is simple: by using technology students spend time at home getting up-to-speed on a given area of knowledge, then in the classroom the teacher, instead of lecturing from the front of the room, spends time floating from table to table as the students work on exercises that apply the knowledge they studied before class.

Training 112

Training Travel Exercises Call-back 112

Sales Training Connection

AUGUST 15, 2011

In 2011, Bain & Company published a study – The new cost-conscious doctor: Changing America’s health care landscape. The study introduced several key points that will be critical for anyone in medical sales – and for those responsible for designing their sales training. Let’s take a closer look. . ©2011 Sales Horizons, LLC.

Health Care 69

Health Care Guidelines Study Training 69

Sales Training Connection

MAY 8, 2013

A good design approach would involve crafting role-plays and case studies where the participants have a chance to practice and discuss alternative approaches for handling the high pressure situations. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Hiring 106

Hiring Decision Maker Case Study Face-to-face 106

Sales Training Connection

NOVEMBER 18, 2015

Since Mets did make it to the World Series, it seemed like a good case study. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. I came across an article in the NY Times by Tim Rohan sharing how the Mets are using a sport psychologist. ©2015 Sales Momentum, LLC.

Sales Coaching 50

Sales Coaching Coaching Hiring Sports 50

Sales Training Connection

DECEMBER 21, 2012

Some additional posts about sales training you might find interesting are: Optimizing Your Sales Training Investment , Optimizing Your Sales Training Investment – The Sequel , Buying Sales Training – Yesterday vs. Today , Sales Training 2011 Study , How to Improve Sales Training – Look to Hybrids. ©2011 Sales Horizons, LLC.

Training 109

Training Call-back Lead Rank Lead Scoring 109

Sales Training Connection

NOVEMBER 14, 2014

Kiran Snyder conducted a study for Fortune.com, reporting these differences between workplace performance reviews given to men and women: Amount of negative feedback. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Women in Sales. ©2014 Sales Momentum ®.

Face-to-face 84

Face-to-face Coaching Sales Coaching Sales Management 84

Sales Training Connection

FEBRUARY 20, 2013

For example, studies have shown that patients are more likely to have better outcomes if treated in hospitals using IT systems, hence selling to IT departments is becoming more important today than ever. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 94

Health Care Consultative Selling Training Vendor 94