Trending Sources

CREATE Powerful Sales Conversations

Increase Sales

In working on some sales training for a new client, I discovered this acronym to do just that – CREATE powerful sales conversations. CREATE Powerful Sales Conversations. Powerful sales conversations go beyond the words. Sales Training active listening Business Ethics emotional intelligence inbound sales leads sales conversationsE – Empathy.

Are Your Sales Conversations Creating Emotional Distrust?

Increase Sales

Just by listening to the sales conversations of others and gauging your own emotional reaction, most salespeople can learn a lot. When engaging in any sales training, one of the words I caution salespeople not to use is “Why.” Now some may think marketing materials are outside of the sales conversation. ” Trust begins in our sales conversations.

Are These Words Hurting Your Sales Conversations?

Increase Sales

So what words are hurting your sales conversations? What is even worse most sales training focuses on “needs” and “wants” and reinforces this word within the salesperson. ” Here is another word within most sales conversations that also may be viewed as emotionally unintelligent because it implies judgment. “Should” can also be added to the list of words to remove from one’s sales conversations. This is way integrating the most emotionally engaging words in all sales conversations is essential for sales success.

Business conversations trump product presentations

Sales Training Connection

Sales conversations are more engaging than sales presentations – talking with is more effective than talking at. Why are conversations much more engaging than presentations? Information is revealed, but it’s couched in a conversational narrative that conveys a desire for mutual understanding and comprehension. The culprit is inherent in the nature of presentations.

Sales training – managing a conundrum

Sales Training Connection

Sales training. You are a new, first time Sales Training Director. You replaced a sales manager who did no sales training for a long time. The VP of Sales now feels that sales training is definitely needed and it needs to be done in short order. Sales training is not inexpensive. So, who is your sales training partner going be? Context. Lots of options.

Business conversations trump product presentations – An STC Classic

Sales Training Connection

Sales conversations are more engaging than sales presentations – talking with is more effective than talking at. Why are conversations much more engaging than presentations? Information is revealed, but it’s couched in a conversational narrative that conveys a desire for mutual understanding and comprehension. A Classic – ’63 Corvette. But need it?

Sales training – what’s the biggest challenge?

Sales Training Connection

Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest. When asked about their companies’ biggest challenge with training programs, the respondents reported that the one growing most in concern was the lack of metrics. What’s important for making training work?

Realtors – Time to Change the Sales Conversation

Increase Sales

After having our home listed as For Sale By Owner (FSBO ), I realize realtors have not changed their sales conversation for many years. Now there are some real estate sales training programs that attempt start with changing the internal sales conversations and that is good. However, what also needs to be changed is the sales conversation realtors have with their clients.

Need, a Word to Be Banished from Your Content Marketing and Sales Conversations

Increase Sales

One can’t blame salespeople after all they are trained to “uncover wants and needs” in most sales training programs. For the last 10 years, I have attempted to remove this word, “need,” from my own executive coaching engagements, content marketing and sales conversations. What if I don’t have these skills? You need to make straight As.

Why hold sales training off-site?

Sales Training Connection

Sales Training. Unfortunately once decisions are made about the what, how, and when, other important secondary factors impacting the sales training don’t get much attention. One secondary but important factor is: Where will the training be held? A few months ago we wrote a blog proposing that sales training and national sales meetings are an odd couple.

Reinventing the sales conversation with the hospital c-suite

Sales Training Connection

According to the C-Suite Project , all salespeople – regardless of industry – should consider three areas when interacting with the c-suite: content context, and conversation when focusing on the c-suite: Content. Conversation. We’ve said this before – the best sales calls are conversations. Selling to the Hospital c-Suite. Hospitals are undergoing unprecedented changes.

How to Begin the ROI Conversation

No More Cold Calling

You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. How are you training your sales team to have the ROI discussion right out of the gate? If you can’t prove your product gets results, you won’t get the sale. Welcome to the new world of sales. Now more than ever, your customers expect major bang for their buck. The Typical Scenario.

ROI 93

A 2026 excursion to the future of sales training

Sales Training Connection

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. A number of the authors writing back in 2016 suggested that sales training was at an inflection point. In the past, there was a tendency to design and execute sales training in isolation. Sales training providers.

Sales training – it’s time to play beat the clock

Sales Training Connection

One important core question presently circulating among those who care about sales training is: What percentage of sales training ought to be done in the classroom vs. some form of guided self instruction? An example in the world of sales training of the distinction would be: one could learn the sales best practices for handling objections in an online course.

Do you Dominate the Conversation?

Your Sales Management Guru

Do You Totally Dominate the Conversation? Two recent conversations I had—one on the telephone, one face-to-face in a restaurant—influenced me to write today’s blog. Dominating the Conversation : I have no doubt both sales trainers I spoke to, when they’re training people, preach the direct opposite of what they were personally practicing; otherwise they wouldn’t be successful.

Keys to Selecting a Sales Training Company

Understanding the Sales Force

Yesterday, I had a conversation with a Sales VP about the training he said he wanted (but didn't really) for his sales team. When a CEO initiates the call, and then invites a Sales VP to join the conversation, Sales VPs are usually worried about: Dave Kurlan sales training

Sales training myopia of tech start-ups

Sales Training Connection

Sales Training and Start-ups. However, since we are in the sales training business we were particularly interested in what was being said about creating innovative sales training and developing a superior sales team. Sales training was not on the radar screen. The trap is doing too little, too late in terms of sales training. Now all this seems fair enough.

Sales training and learning styles – another popular myth

Sales Training Connection

Sales training. Each year lots of companies spend lots of money on sales training. Is sales training as effective as it needs to be? Today, sales training is significantly better than it was ten years ago. Recently Brainshark conducted an interesting survey with 162 B2B sales training professionals as to the state of sales training. We suspect worse news.

Improve sales training – flip it

Sales Training Connection

Sales Training. Sales Training. Switching topics to sales training, we do not have the corresponding percentages as to the time sales trainers spend lecturing but whatever the percentage – it is higher than it needs to be. Let’s explore why flipping should be applied to sales training and how one might do it. Technorati Tags: sales training. Enter flipping.

3 Ways to Increase Sales Training Adoption

Sales Benchmark Index

Salespeople loathe sales training. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training. Use the estimator to assess the value of sales training adoption.

Value Connecting Conversations Versus Value Creation

Increase Sales

Some sales experts and business consultants have jumped on what appears to be this ever growing wagon train of value creation. One answer is to have value connecting conversations. Sales Training Coaching Tip: “If you are telling, you ain’t selling.” Value connecting conversations require strong communication skills and especially active listening.

Inside Sales Power Tip 149 – Columbo Conversations

Score More Sales

Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. The post Inside Sales Power Tip 149 – Columbo Conversations appeared first on Score More Sales. He won 5 Emmy awards and 10 Golden Globe nominations for his portrayal of the sloppy looking detective who always solves the crime. You can see Columbo episodes now on here. Close More Deals.

Train My Salespeople … Really?

No More Cold Calling

Think sales training is unnecessary? Many sales organizations bristle at the idea of spending money on sales training programs. But recent research from CSO Insights shows a direct correlation between the quality of a company’s sales training and quota attainment. In companies where skills training programs needed improvement, only 60.5 This is only half true.

Trends in sales training – an interview with Richard Ruff

Sales Training Connection

Jason Kanigan at interviewed Richard about sales training trends earlier this week. Most companies have purchased some sales training – especially around basic selling skills. Sales training has changed over the last 20 years. Online training is becoming increasingly more prevalent. Classroom training is expensive but 40% of the cost is T&E.

3 considerations for creating a sales training curriculum

Sales Training Connection

Sales training curriculum. Planning your sales training curriculum for 2013? At this time of year most sales training managers are into planning for the year ahead. Given priorities being set and budgets being finalized, this is a good time to not only think about what sales training needs to be accomplished but also to review some of the fundamental “how-to’s.”.

Sales training stickiness – doubling back

Sales Training Connection

Sales training stickiness. Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve. Customize sales training so the sales people can easily adopt the skills.

Sales training and national sales meetings – an odd couple

Sales Training Connection

Sales training and. We have noticed, however, that some companies tend to strive for a bridge too far and conduct serious sales training at their national sales meeting. At national sales meetings, sales training usually doesn’t turn out very well and the attempt plays havoc with the other benefits that are derived from the event. Before and after sales training.

Three Ways to Increase Sales Training Adoption

Sales Benchmark Index

Salespeople loathe sales training. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training. Use the estimator to assess the value of sales training adoption.

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

MedTech clinical staff + sales training. They are after all first and foremost technical staff by training and experience. All that is why when MedTech companies plan their sales training initiatives, clinical staff are now being considered as part of the target audience. This raises the question of how to engage the clinical staff in sales training ? But why stop there?

Invest In Training Your Sales People Every Day! A Conversation With Tory Hornsby

Partners in Excellence

Would you invest in training your sales people for 45 minutes every day? ” Tory and his sales management team take the entire sales team through 45 minutes of training every day! Too much training is based on an “event” orientation. The conversation I had with Tory was one of the most interesting discussions I’ve had in some time. We covered a lot of things beyond training, including key metrics, performance management, developing a sales focused culture and others. Related Posts: Would You Spend 45 Minutes A Day Training Your People?

Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

This buyer expectation requires that the sale rep have the information and skill sets to have compelling strategic business conversations. With that thought in mind, the sales training initiative should be viewed as a process not a single event. . Sales training design. If you are going to sell as a team, you need to train as a team. Performance development challenge.

Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales Training Connection

Sales Training Investment. The strategic “it” in this case is the decision about whether you should make an investment in sales training. The sales training discussion needs to be updated and reframed. What is the right question for determining if a sales training investment is appropriate? Hence considering an investment in sales training is clearly warranted.

Is advocating sales training a career risk?

Sales Training Connection

Sales Training. It is not a career risk to be out front advocating your company place a priority on sales training. Business Case for Sales Training. CSO Insights recently published a particularly informative study that relates directly to our career question – The Business Case for Sales Training. said their training exceeded expectations. So no!

Say “Hello” to the Conversational Presentation

Performance Sales and Training

Say “hello” to the conversational presentation. You may prefer to call these more informal customer facing events conversations. And conversations are great. However, if you aren’t prepared to talk about a solution in an engaging and memorable way at some point in the conversation, you are not likely to drive the opportunity forward. If you desire results from your conversations you can benefit from applying presentation skills, preparation and mindset. Considering yourself a conversational presenter opens you up to many tools you may not currently be using.

Sales conversations are simply more engaging than presentations

Sales Training Connection

Conversations vs. Presentations. Recently we came across a blog post in IdeaMensch that introduced an additional idea that we did not discuss – so we’re amending our post and adding a sixth point – conversations are more engaging than presentations – talking with is more effective than talking at. Conversations are simply much more engaging than presentations. But should it?

PBTO13: @LetsGrowLeaders – In conversation with Karin Hurt

Mukesh Gupta

She has a diverse background of executive leadership experience in sales, customer service, call centers, human resources, merger integration, training and leadership development – the last 20 years of which have been with Verizon. In this freewheeling conversation we talk about. Who is on the show today: In today’s episode, we have Karin Hurt. Why is she on the show. Buy her book.

Training sales managers to coach – the good, the bad, and the ugly – An STC Classic

Sales Training Connection

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? Training Sales Managers to Coach. A Classic – ’63 Corvette. Let’s start with the ugly. Step 2.

Isolating the swing factors for making big-ticket sales training investments

Sales Training Connection

Sales training investments. While sales training programs aren’t multi-billion dollar investments, we think some of the points the McKinsey & Co principals shared around considerations in making multi-billion dollar purchasing decisions have implications for sales training investments – whether in the millions or the tens of thousands. Focus on the swing factors.

The Challenger Sale: Taking Control of the Customer Conversation

Dave Stein's Blog

SEC Solutions is an ESR sales training/consulting provider subscriber. ESR sees the potential for sales training/methodology firms to provide the how and the Challenger Model to provide the what so far as the customer conversation is concerned. Book Recommendation coaching Leadership Methodology Relationships Sales Training CompaniesSEC is one division of that company.

5 Takeaways from a Sales Management Training

Sales Benchmark Index

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. Here are 5 key takeaways that made this training a success. Gamify the training. Train on Social Selling. This One-on-One Coaching Tool was customized by sales managers facilitating the training.