Sales Training Connection

JANUARY 8, 2014

Others think back not so fondly on those meetings and do the exact opposite. The quality of sales team meetings we’ve observed vary significantly. Many simply replicate the same techniques their sales managers use. As team selling becomes more prevalent, call planning meetings need to be easier to conduct and more effective.

Meeting 116

Meeting Call-back Distribution Software 116

Sales Training Connection

FEBRUARY 10, 2014

Only after you get clarity around the exact meaning of that criterion can you assess whether it is truly a strength or weakness. It is both important to develop a shared meaning of the decision criteria and to get a sense about the relative priority on the importance scale.

Competition 120

Competition Scale Vendor Influencer 120

Sales Training Connection

NOVEMBER 18, 2015

Second, from our observation of salespeople, a frequent response to those stressful moments is the exact opposite of “slow down.” First, like sports there are those high stress moments that occur from time to time. So the fundamental mental challenge exists in both professions.

Sales Coaching 50

Sales Coaching Coaching Hiring Sports 50

Sales Training Connection

JULY 8, 2013

Robert Steinbrook at the Yale School of Medicine, “There are many more doctors-in-training over the last five to ten years who have trained in environments with less drug-industry involvement than comparable students might have had a decade earlier.”. ©2013 Sales Momentum ® LLC.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

Sales Training Connection

AUGUST 7, 2013

Senior executives are not interested in “discover my pain” dialogues and standard capability presentations; they are interested in people who can provide creative and imaginative insights. The notion that you need to get in early and also be prepared may appear to be in conflict. Can you do both?

Buying Cycle 111

Buying Cycle Analysis Training Competition 111

Sales Training Connection

AUGUST 31, 2011

This trend will become more prevalent, rather than less prevalent. . We’ve looked at how salespeople can develop internal champions and the benefits of developing internal champions – but we realized we have not put down in one place exactly what role a sales person might want an internal champion to take on when the sales person isn’t there.

Health Care 71

Health Care Analysis Training Trends 71

Sales Training Connection

MAY 4, 2016

This is the exact opposite of defining every training challenge as “pounding a nail” because you have a hammer at hand. . This means the sales training design needs to be customized from “top to bottom.” It must incorporate whatever skill sets are relevant to selling in the newly defined market. ©2016 Sales Momentum ® LLC.

Training 50

Training Ideal Customer Profile How To Territories 50

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.

Sales Enablement 50

Sales Enablement Relationals Exact Sales Leadership 50

Sales Training Connection

JULY 24, 2013

Customize the entire sales training program around the contacts, issues, and challenges that sales reps will face when they leave the classroom. Key point – Design training experiences to exactly replicate the look of the real world. Maximize practice and feedback.

Training 105

Training Maximizer Face-to-face Discount 105

Sales Training Connection

NOVEMBER 2, 2012

Customize the entire sales training program around the contacts, issues, and challenges that sales reps will face when they leave the classroom. Key point – Design training experiences to exactly replicate the look of the real world. Maximize practice and feedback.

Training 103

Training Maximizer Face-to-face Discount 103

Sales Training Connection

NOVEMBER 7, 2014

We first thought perhaps they had not done such a good job at training their sales managers to coach – but it wasn’t so. They had designed a customized sales coaching simulation that was exactly what we would have proposed as the highest impact training design.

Sales Coaching 92

Sales Coaching Coaching Face-to-face Call-back 92

Sales Training Connection

FEBRUARY 22, 2013

These problems are easily seen by examining concepts like “paradigm” and “strategy” which have been overused and abused. One problem is the idea becomes fuzzy. For example, does anybody really know exactly what a “sales strategy” looks like or the meaning of the expression “paradigm shift?”.

Ideal Customer Profile 121

Ideal Customer Profile Face-to-face Training Engineering 121

Sales Training Connection

JUNE 1, 2016

There is an added benefit of reframing the need for sales training as a response to a strategic change. It enables a company to not only determine when an investment is warranted, it also helps you to define exactly what the sales training ought to look like.

Training 50

Training ROI Territories Travel 50

Sales Training Connection

AUGUST 29, 2012

They should focus on how to use the stories effectively in the sales calls. Integration. The company is moving from selling individual products to selling an integrated solution; yet there is no common vision among the sales reps as to exactly what that means for the customer.

Face-to-face 101

Face-to-face Training Survey Vendor 101

Sales Training Connection

AUGUST 1, 2016

This is the exact opposite of immediately defining every training challenge as “pounding a nail” because you have a hammer at hand – or teaching a sales strategy model because that is the intellectual property base that is presently in vogue.

Training 50

Training Lead Rank Trends Ideal Customer Profile 50

Sales Training Connection

JULY 9, 2012

In the team-selling situation, the person being asked for information will likely have a stake in the game – make sure the self-interest benefits of providing a thoughtful answer are clearly developed. Frame your request. Figure out exactly what you need. Then consider how to frame your question so that you solicit the insights you’re seeking.

Face-to-face 97

Face-to-face Coaching Twitter Benefit 97