Sales Training Connection

NOVEMBER 18, 2015

Since I happen to be a psychologist by education, I wondered what type of advice my professional colleagues are providing and whether it might be helpful to Sales? Individual athletes, like golfers and tennis players, are too. In all cases the goal is the same: Gaining an edge and lifting performance to the next level.

Sales Coaching 50

Sales Coaching Coaching Hiring Sports 50

Sales Training Connection

APRIL 20, 2012

Maybe the tests were flawed – possible but unlikely since Mobley had contracted with the Educational Testing Service to help in the testing. Regardless of the skill tested the proven top executives were all over the normal distribution – on any given skill some were at the top, some in the middle and some at the bottom.

Sales Leadership 125

Sales Leadership Lead Rank Lead Scoring Face-to-face 125

Sales Training Connection

SEPTEMBER 17, 2014

MedTech clinical staff spend the majority of their time on client sites – whether at a hospital, standalone medical center, or physician practice – they provide support and education to both clinical and administrative staff. But why stop there?

Training 80

Training Health Care Pharmaceuticals Face-to-face 80

Sales Training Connection

JULY 23, 2014

Time is spent on educating the sales person about a problem the customer already understands. It is the same set of questions that have been asked by all the other salespeople. More importantly, the time spent vs. the value received doesn’t work out very well. What’s the alternative?

Conversion 121

Conversion Industry Strategy Education 121

Sales Training Connection

JULY 27, 2011

Prospects clearly prefer working with educators rather than pitchers and with advisors rather than order takers – and they vote with their wallets. Top sales performers appear to understand this instinctively.”. Here’s an overview of eight suggestions presented in that blog post : Focus on the prospect.

Education 72

Education Training Benefit Sales 72

Sales Training Connection

DECEMBER 5, 2012

It can also inhibit teamwork and discourage the sales force from taking the time to educate customers about new products.”. As the BCG authors noted: “A poorly designed plan, by contrast, can unwittingly direct the sales force to focus on the wrong customers, encourage unnecessary discounting, and overpay for poor performance.

Compensation 107

Compensation Strategy System Knowledge Base 107

Sales Training Connection

OCTOBER 4, 2013

Too much of the time in the meeting is spent on educating the salesperson about a problem the senior executive already understands. Why is a sales call like this ineffective with senior executives? The time spent vs. the value received does not work out very well for the senior executive.

Influencer 121

Influencer Training Referrals Conversion 121

Sales Training Connection

MAY 15, 2015

Has Marketing and Sales collaborated to provide Sales the information needed to be better informed about the customer’s industry, company and market and the information needed to educate the customer at each phase of the buying process? Sales Management.

Scale 50

Scale Buying Cycle Survey Sales Coaching 50

Sales Training Connection

OCTOBER 29, 2014

Or perhaps we should wait for a revolutionary technology to emerge from our colleagues in educational technology? Is it about coming up with higher impact instructional designs for delivering the same content? Is it coming up with more advanced models for framing the existing content?

Training 96

Training Social Media Media Up-Sell 96

Sales Training Connection

DECEMBER 14, 2016

Too much of the time in the meeting is spent on educating the salesperson about a problem the senior executive already understands. The reason at the top of the list is the time spent vs. the value received does not work out very well for the senior executive. An alternative? One option is a Point of View business conversation.

Buying Cycle 50

Buying Cycle Referrals Influencer Competition 50

Sales Training Connection

AUGUST 24, 2011

This is when Marketing usually does get invited to participate in sales training – to “educate” the sales force about the product to be sold. A particularly high payoff situation is when the sales training is focused on a new product.

Marketing 67

Marketing Demand Generation Demand Generation Targets Territories 67

Sales Training Connection

AUGUST 1, 2016

As the application of that technology expanded into training and education they started to offer online courses in a wide variety of personal and professional development areas ranging from early childhood education to sales training. They also made an early investment in augmented reality technology. CRM Company.

Training 50

Training Lead Rank Trends Ideal Customer Profile 50

Sales Training Connection

APRIL 10, 2015

And, the need for the information is different at different phases of the sales cycle both in terms of what the sales reps need to understand the account and what they need to educate the customer. No salesperson can do this even with great technology unless they get help from marketing.

System 50

System CRM Account Training 50

Sales Training Connection

AUGUST 10, 2015

Or, perhaps we should just wait for a revolutionary technology to emerge from our colleagues in educational technology? Or is there an entirely new set of sales skills that require greater attention? What to do is not so easy and there may be more then one right answer.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Sales Training Connection

APRIL 24, 2015

Therefore Marketing needs to work with Sales to provide the information necessary to educate the customer before the sales process begins, as well as, throughout the various buying stages as sales progress.

Marketing 50

Marketing Education Competition Training 50

Sales Training Connection

JANUARY 27, 2012

GlaxoSmithKline and Merck have followed suit, asking their reps to switch from the scripted sales pitch to acting as a resource to support treatments – from assistance in educating patients to help in navigating reimbursement. Sales training.

Pharmaceuticals 94

Pharmaceuticals Training Strategy Health Care 94