Sales Training Connection

JANUARY 9, 2013

Regarding innovation the authors suggest: “More focused collaboration among multiple functional groups notably marketing and sales , operations, engineering, R&D, and procurement.” McKinsey explored this question and suggested the answer is not just about doing a better job doing what they are doing.

Margin 119

Margin Ideal Customer Profile Lead Rank Lead Scoring 119

Sales Training Connection

APRIL 27, 2015

They need to be able leverage support from other organizational groups like Marketing, Engineering and Technical Support. Have I developed the knowledge required to leverage the available institutional resources to help my sales team? Due to changing customer expectations sales reps cannot do it alone – they need help.

Sales Management 50

Sales Management Sales Coaching Coaching ACT 50

Sales Training Connection

MARCH 18, 2013

The specific type of specialist varies by industry but usually they provide technical/engineering expertise or product specialty knowledge or capabilities related to implementation management. To address the need for more expertise, some companies have added more specialists to their sales teams. Investment. Utilization.

Margin 112

Margin Vendor Face-to-face Sports 112

Sales Training Connection

JANUARY 8, 2013

As context for the sales training discussion, the Boston Consulting group provide some interesting insight in an article entitled Creating Value in Key Accounts. Key Account sales almost always involve multiple players such as: engineers, technical support, implementation managers etc. Let’s take a look at that difference.

Account 98

Account Training Territories Margin 98

Sales Training Connection

JANUARY 11, 2013

As context for the sales training discussion, the Boston Consulting group provide some interesting insight in an article entitled Creating Value in Key Accounts. Key Account sales almost always involve multiple players such as: engineers, technical support, implementation managers etc. Let’s take a look at that difference.

Account 78

Account Training Territories Margin 78

Sales Training Connection

JANUARY 13, 2016

In the customization, attention needs to be given to the fact that, although the challenges may be the same, in many companies the sales reps are divided into operating groups that sell to different segments of the market. The sales rep may engage engineering, service or consulting personnel at various phases of the sales cycle.

Buyer 50

Buyer Training Meeting Maximizer 50