Sales Training Connection

SEPTEMBER 27, 2013

If salespeople are going to bring value, new ideas, and insight to customers, they must understand the business issues and the challenges their customers face. Questions are a primary consultative tool for getting that done. Finally, consider using questions for shaping the customer’s point of view.

Face-to-face 112

Face-to-face Sales Qualified Lead Lead Rank Lead Scoring 112

Sales Training Connection

JANUARY 21, 2012

Underestimating the fact that every customer is unique. If you were to ask a group of assembled sales managers whether the account strategy for each customer should be unique, every hand in the room would go up. It’s important to get a broad information base about the customer early in the sales cycle.

Strategy 88

Strategy Account Training ACT 88

Sales Training Connection

OCTOBER 17, 2014

Sales reps that are able to share engaging stories that resonate with customers can make a more compelling connection between their solution and the customer’s needs. It is one thing to list why a customer should do business with you; it is another to be able to relate a past success story that beings the value of that list to life.

Hiring 119

Hiring Intent Benefit Training 119

Sales Training Connection

DECEMBER 19, 2011

And, many companies count on it – enticing customers to purchase by creating a familiar buying environment. According to Dr. Art Markman at the University of Texas, this formula helps customers navigate through their purchase because they quickly recognize what they’re supposed to do. Most buyers find comfort in familiarity.

Up-Sell 98

Up-Sell Training B2B Examples 98

Sales Training Connection

SEPTEMBER 22, 2015

Recent years have seen tremendous disruption in how customers buy. Customers need fresh ideas and creative insights for addressing a set of needs and opportunities that are both new and challenging. Online Sales Training. And if buyers change how they buy – salespeople need to change how they sell. ©2015 Sales Momentum, LLC.

Training 50

Training Knowledge Base Exercises Travel 50

Sales Training Connection

SEPTEMBER 26, 2012

Today the available information tools enable the individual to research the background of a company and the trends in the industry. Know the objective and how you’re going to achieve it for every interaction with the customer. With that assumption on the table, what can a David do to defeat a Goliath and win the business?

Competition 105

Competition Trends Account Training 105

Sales Training Connection

MARCH 28, 2016

Although the exact definition varies depending on the actor, Sales Enablement is all about creating and delivering the following: practices, technologies and tools that enable a sales team to improve their performance and productivity. Fair enough. They need to up their game.

Sales Enablement 50

Sales Enablement Relationals Exact Sales Leadership 50

Sales Training Connection

AUGUST 3, 2013

You have to learn the product; you probably have to develop new customer contacts; you have to deal with implementation issues yet to be worked out and you have to worry about your own credibility if things go wrong. Covocative ) that have developed easy-to-use customizable software tools that can be of tremendous help for getting it right.

Compensation 105

Compensation Incentives Incentive Coaching 105

Sales Training Connection

JUNE 21, 2016

Customers have more information about the products, predictive analytics have taken the guesswork out of determining who is a potential buyer and automated sales management tools are cheaper, better and more pervasive than ever. Increasingly Sales is being impacted by the digital revolution.

Sports 70

Sports Distribution Compensation Report 70

Sales Training Connection

AUGUST 16, 2013

It is one thing to list why a customer should do business with you; it is another to be able to relate past success stories that brings that list to life. Storytelling in medical device sales is a powerful and effective tool for selling to doctors, administrators, and clinical staff.

Health Care 110

Health Care Pharmaceuticals Training Relationals 110

Sales Training Connection

AUGUST 6, 2012

It is one thing to list why a customer should do business with you; it is another to be able to relate a past success stories that brings that list to life. Storytelling in medical device sales is a powerful and effective tool for selling to doctors, administrators, and clinical staff.

Health Care 111

Health Care Training Relationals Positioning 111

Sales Training Connection

JANUARY 11, 2012

In most markets customers are instituting significant changes in how they do business. If a customer base is going through a transformation shift, then from a sales perspective a beefed-up modified version of business-as-usual is not going to carry the day. New Normal in Sales.

Pivotal 69

Pivotal Health Care Training B2B 69

Sales Training Connection

AUGUST 1, 2016

From 2016 to 2026 both suppliers and customers took a more holistic and integrated approach for improving sales productivity. Customized programs. By 2020 the migration from generic to customized programs became complete. Internet Company.

Training 50

Training Lead Rank Trends Ideal Customer Profile 50

Sales Training Connection

JANUARY 2, 2012

The Pitch-Book was your major selling tool. Customer value meant simply having a product you could sell that was cheap. During the Renaissance the importance of the customer and the understanding of their concerns and problems emerged as the foundation for all of selling. Renaissance. Neo-Classic.

Training 94

Training Hiring Lead Rank Travel 94

Sales Training Connection

JANUARY 8, 2013

And four, as a result of the first three mistakes, in the accounts that are considered key, opportunities for joint value creation with the customer are frequently lost. Here are five insights gained from our experience: Design customized programs. There are a variety of reasons to customize sales training.

Account 98

Account Training Territories Margin 98

Sales Training Connection

JANUARY 11, 2013

And four, as a result of the first three mistakes, in the accounts that are considered key, opportunities for joint value creation with the customer are frequently lost. Here are five insights gained from our experience: Design customized programs. There are a variety of reasons to customize sales training.

Account 78

Account Training Territories Margin 78