Sales Training Connection

MARCH 10, 2014

For example, the right internal champions can build your credibility with key decision makers, speak for you in places where you can’t go, and advocate for you in meetings you can’t attend. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Greater access.

Competition 114

Competition Decision Maker Lead Rank Lead Scoring 114

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. ©2014 Sales Momentum ®.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Sales Training Connection

JUNE 23, 2014

Some 74% of B2B decision makers, for example, use LinkedIn for business reasons, while 42% use Twitter. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: sales best practices , sales training , sales trends. ©2014 Sales Momentum, LLC.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Sales Training Connection

JUNE 26, 2013

Think back to the sales training programs you’ve attended. It’s likely that the great sales training programs had two characteristics in common – the same characteristics that have salespeople excited about sales simulations. For example: Aligning the sales training to business goals. Sales simulations.

Hiring 110

Hiring Face-to-face Scale Decision Maker 110

Sales Training Connection

MAY 8, 2013

The situations vary by market but include interactions such as: meetings with senior level decision makers, discussions with buying committees, and final shoot out presentations. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2011 Sales Horizons, LLC.

Hiring 106

Hiring Decision Maker Case Study Face-to-face 106

Sales Training Connection

SEPTEMBER 12, 2011

Changing decision-makers – Although once often the sole decision-maker, the power of physicians is eroding. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. . nurses, techs). ©2011 Sales Horizons, LLC.

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

Sales Training Connection

OCTOBER 15, 2014

Which people will be involved in the buying decision? What’s the importance of the role each will play – is Lee Baker the key decision maker or simply a minor influencer? If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

Networking 88

Networking Decision Maker Policies Training 88

Sales Training Connection

APRIL 23, 2012

According to Bain, this enables the companies to do two things: (1) offer a lower price and bring additional benefit to the hospital because their costs are lower (2) sell more by focusing on the totality of needs of the hospital by selling directly to a economic decision maker. ©2012 Sales Horizons, LLC.

Health Care 112

Health Care Decision Maker Training Benefit 112

Sales Training Connection

MAY 18, 2015

One often underemphasized is the ability to help the customer deal with the perceived risks of moving ahead with the purchasing decision. So, how can you reduce the risk and make it easy for a decision maker to say “yes?”. Let’s take a look at three different levels of decision makers: CEO, President, COO.

Decision Maker 50

Decision Maker Hiring Conversion Sales 50

Sales Training Connection

NOVEMBER 6, 2013

If you sell to the same decision makers, focus on associations that represent these positions, like VPs of Sales or CIOs, so you can learn more about the challenges they are facing. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Momentum, LLC.

Face-to-face 114

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

Sales Training Connection

OCTOBER 11, 2013

Many decision-makers and influencers are involved, the needs and issues are multi-layered and the solution configuration and implementation management is likely to be complex and sophisticated. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Account 110

Account Strategy Negotiation Pivotal 110

Sales Training Connection

APRIL 27, 2012

To be effective an internal champion not only has to be willing to be your champion, they also have to be a player in the decision process. People you develop as champions cannot be of much help if they are not one of the decision makers or key influencers. An internal champion can be of tremendous help in getting that done.

Decision Maker 116

Decision Maker Influencer Networking Training 116

Sales Training Connection

JANUARY 4, 2013

In major accounts many players are involved in the decision. A few are key decision makers. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Managing a superior network in a large B2B account requires time, dedication, and skill.

Networking 112

Networking B2B Health Care Gatekeeper 112

Sales Training Connection

FEBRUARY 20, 2012

The key decision maker told you after the session that your solution was not only responsive but also technically and operationally better than what the competitors had proposed. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC.

Decision Maker 97

Decision Maker Proposal Training Sales 97

Sales Training Connection

FEBRUARY 8, 2016

Whelan noted – we train our teams on what we call empty-bucket sessions where people state the facts of the problem, their interpretation and analysis of the facts and then and only then work collaboratively with their manager towards a solution. what’s our competitive advantage? ©2016 Sales Momentum, LLC.

Sales Management 50

Sales Management Strategy Decision Maker Analysis 50

Sales Training Connection

DECEMBER 9, 2013

Nurturing these professional relationships have many benefits from generating leads to introducing you to key decision makers. Since the technical and support staff in the position to observe such signals are not salespeople, they need to be trained in lead identification and lead qualification skills. Final Note.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead B2B 112

Sales Training Connection

NOVEMBER 2, 2011

The situations vary by market but include interactions such as: meetings with senior level decision makers, discussions with buying committees, and final shoot out presentations. . If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. .

Hiring 93

Hiring Decision Maker Case Study Face-to-face 93

Sales Training Connection

MARCH 28, 2017

People you develop as internal champions cannot help if they are not one of the decision-makers or key influencers. In a complex sale, this is an easy trap to fall into because it’s difficult to determine the decision making authority and influence power of the various players. Selecting the wrong person.

Account 50

Account Decision Maker Influencer Competition 50

Sales Training Connection

JANUARY 20, 2012

The second question is do these changes impact sales training – again the answer is yes. This means that people, other than physicians, increasingly are become pivotal players in the decision-making process. So medical device sales people are calling on new decision-makers and influencers who have different purchasing criteria.

Health Care 82

Health Care Policies Decision Maker Pivotal 82

Sales Training Connection

OCTOBER 3, 2011

If there is a committee making the decision – and more and more often there is – an introduction to the committee members or an opportunity to present to the committee are two common commitments. Another commitment is access to decision-makers and other decision-influencers you might not yet have met. .

Sales Cycle 96

Sales Cycle Decision Maker Call-back Referrals 96

Sales Training Connection

AUGUST 29, 2011

In major accounts many players are involved in the decision. A few are key decision makers. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. . Managing a superior network in a large B2B account requires time, dedication, and skill.

Networking 86

Networking B2B Health Care Gatekeeper 86

Sales Training Connection

FEBRUARY 27, 2015

Plus, sometimes things are settled but then come unraveled as other customer decision-makers enter the buying process. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. With these thought in mind we are always on the look out for ideas on the topic.

Negotiation 50

Negotiation Face-to-face Decision Maker Buying Cycle 50

Sales Training Connection

JANUARY 4, 2017

Many decision-makers and influencers are involved, the needs and issues are multi-layered and often conflicting, and the solution configuration and implementation management is likely to be complex and sophisticated. Tried and true” is likely to reemerge as “Sorry and Sad.”. ©2017 Sales Momentum® LLC.

Decision Maker 73

Decision Maker Competition Account Fashion 73

Sales Training Connection

MARCH 21, 2017

In major accounts, many players are involved in the decision. A few are key decision makers; others are influencers. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Look for opportunities that may signal other opportunities. Remember it’s a network.

Gatekeeper 46

Gatekeeper Decision Maker Lead Rank Lead Scoring 46

Sales Training Connection

APRIL 9, 2012

The McKinsey article was based on a survey conducted with 1,200 decision makers who are responsible for buying high-tech products and services. Thirty five (35) percent of the decision makers rated too much contact as the most destructive sales rep behavior. So, what behavior do you think made it to the top of the list?

Coaching 111

Coaching Decision Maker Survey Construction 111