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How to optimize your sales training investment

Sales Training Connection

Sales Training Investment. How much money are companies spending on sales training? As reported in a research report by Sales Performance International – “In the United States alone, industry estimates for corporate expenditures on sales training and performance improvement are more than 5 billion dollars annually.” This, as they say, is the easy part.

Sales training – too important to be owned exclusively by training

Sales Training Connection

All this means that sales training has moved closer to center stage and the spotlight is a little bit brighter than in yesteryear. Given these trends, we sat down the other day to analyze the sales training we have conducted over the last 25 years. Sales Training departments cannot produce superior results if they alone are viewed as owners of the training effort.

Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. Clearly for the market-leaders this journey has already begun. In times of such transformational market change, a new set of winners and losers emerge among the sellers to the market. The question can and should be explored from a number of perspectives, here let’s just drill down and examine what it means for designing sales training.

Sales training – what’s the biggest challenge?

Sales Training Connection

Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest. When asked about their companies’ biggest challenge with training programs, the respondents reported that the one growing most in concern was the lack of metrics. What’s important for making training work?

What to Improve Your Sales Skills? Then Go Beyond Most Sales Training

Increase Sales

Most sales training and much of the sales coaching focuses on how to improve sales skills. To reach that next level of sales success may require going beyond current, almost cookie cutter, robotic sales training. Yes sales training is important as is understanding marketing in today’s social selling world. FREE Download AI-Self-Assessment-78-Talents.

Sales training and learning styles – another popular myth

Sales Training Connection

Sales training. Each year lots of companies spend lots of money on sales training. Due to the transformational changes occurring in the market place, sustaining a superior sales team requires companies to adopt a culture where professional development is an ongoing effort. Is sales training as effective as it needs to be? Here, there is some good news and some bad news.

Train My Salespeople … Really?

No More Cold Calling

Think sales training is unnecessary? Many sales organizations bristle at the idea of spending money on sales training programs. But recent research from CSO Insights shows a direct correlation between the quality of a company’s sales training and quota attainment. In companies where skills training programs needed improvement, only 60.5 This is only half true.

7 Ways to Kill Sales Training

Sales Benchmark Index

Sales Leaders leverage Sales Training as a tool for improvement. This article lists sales training poisons SBI has seen - and their respective antidotes. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. You will have access to guides, templates and tools to help your sales training efforts. Top Training Techniques Tool.

The Truth Behind Failed Sales Training Coaching

Increase Sales

The truth behind failed sales training coaching is the curriculum, the process, the methodology call it what you will has been designed for the 1.8% Most, probably 95% of all sales training coaching has been developed to work with these three presumptions: Strategic plan exists. Marketing is separate from sales department. of all businesses (SMB). As of 2008, 98.2% Only 1.8%

Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales Training Connection

Sales Training Investment. The strategic “it” in this case is the decision about whether you should make an investment in sales training. But the really bad news is due to the present day competitive environment and the disruption in the markets, the negative consequences of those ideas are far greater. The sales training discussion needs to be updated and reframed.

Need, a Word to Be Banished from Your Content Marketing and Sales Conversations

Increase Sales

Just this morning in my news feed, I read a content marketing and sales headline “These are the skills you need to have.” The word “need” is filled with judgment and is probably one of the least emotionally intelligent words people in sales and marketing use on a daily basis. ” Emotional intelligence is critical to successful marketing and sales.

Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

With that thought in mind, the sales training initiative should be viewed as a process not a single event. . Sales training design. Although the specifics will vary depending on the unique needs of each company attempting to meet this challenge, it is possible to describe an initial training design. In many markets the day of the lone wolf sales person is coming to an end.

When the Training Wheels Come Off

Sales Benchmark Index

Training dollars are being misallocated. Her sales manager knew her potential and sent her to a weeklong sales training. The Need-Payoff that she had been trained on was thrown out the window. She was frustrated and went on LinkedIn, ready to test the market. Budget has been invested in Training and Development in the past year. A 4 day training at corporate.

Hiding Behind The Can’t Find Me Marketing Curtain

Increase Sales

What I have discovered is this “Can’t Find Me” marketing curtain appears to be more common with businesses offering professionals services such as sales training or executive coaching. How does it make you feel when you are unable to determine who the person is behind the marketing curtain? My little brain is now being filled with distrust. Share on Facebook.

The Ongoing Desire for the Perfect Sales Training

Increase Sales

Is it just me or does most of the sales training appear to identify what makes the perfect, almost robotic top sales performer who never makes a mistake? Don’t you wish as a small business owner or sales manager if you could quickly train your sales people to be the perfect android? That is why emotional intelligence will begin to play a greater role in sales training. #2

Catch the GoSalesTrain for On-the-Go Sales Training

Dave Stein's Blog

I recently joined the advisory board of GoSalesTrain, a new mobile sales training platform that, through seamless integration with today’s most popular smart devices and web browsers, promises to change how sales training is delivered, absorbed, and retained. Focus is one of the key differences between this and the other platforms crowding the market today.

Stop Wasting Your Money On Sales Training!

Partners in Excellence

There’s probably a round of cheering from those who’ve been subjected to bad sales training programs. Every year, billions are spent on various types of sales training. But too often, the training doesn’t achieve the expected goals. Of course there are some poorly designed and executed training programs. This title will draw several immediate reactions.

The Free Sales Training Conundrum

Increase Sales

This morning I read a posting about “free” sales training or any other training. Those who provide training and development services especially the solo entrepreneurs are retreating to offering free as an incentive to increase sales. Of course, free sales training does not pay the bills. . Free may actually devalue the expertise of those providing sales training and even business or executive coaching services. With free sales training, there is no skin, no commitment to even attend the sales training session less alone to take action.

LinkedIn and Effective B2B Marketing Strategies

Increase Sales

LinkedIn closely follows Twitter when it comes to effective B2B marketing strategies according to a survey conducted by Regalix Research. What continues to amaze me is the number of B2B professionals who fail to engage in effective B2B marketing strategies. The best LinkedIn effective B2B marketing strategies are those where you are truly authentic. Source: Regalix Research.

Partner Hiring and Training

Your Sales Management Guru

Partner Hiring and Training Lessons from Sage Summit. Non-productive partner companies often hire the best, but fall short at training their talent. What tends to be missing or where weak vendors or non-productive partners seem to fail, however, are in two other aspects of management’s responsibility: proper onboarding and ongoing training and development.

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5 Takeaways from a Sales Management Training

Sales Benchmark Index

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. Here are 5 key takeaways that made this training a success. Gamify the training. Train on Social Selling. This One-on-One Coaching Tool was customized by sales managers facilitating the training.

Sales training – let’s look to the future and try something different

Sales Training Connection

Sales Training. companies spend millions of dollars on sales training for their salespeople. And, by sales training we are talking about sales skills training not product training. An equal amount is spent on product training as well. Internal training departments develop some programs. Sales Training Challenge. What’s our answer? Summary.

#1 Reason You Need To Automate Your Marketing

Fill the Funnel

Marketing automation is essential for every business. Your primary role is to study your market, and plan and execute business strategies and tactics. The hours you could be devoting to really careful consideration of your brand image or mind mapping your overall marketing strategy, or analyzing the competitive landscape are wasted away on busy work. All Rights Reserved.

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Marketing Automation is Not Marketing Strategy


We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. Marketing automation doesn’t identify your best target audiences. Marketers sometimes see automation as a silver bullet. Stevens.

Memorable Marketing Makes Money

Increase Sales

As I have written countless times, the purpose of marketing is to attract attention and begin to build relationships. When marketing is memorable, meaning you have created an emotional connection with your target audience, you will make money. The question is how do I make my marketing memorable for my small business? Share on Facebook.

Would You Spend 45 Minutes A Day Training Your People?

Partners in Excellence

Tory said, “Every day, we devote the first 45 minutes a day to sales training.” That leaves 7.5 “productive hours” in the day (we know those aren’t all productive), or 450 minutes–so he is investing 10% of everyone’s time in sales training—every day! The remaining 30 minutes is spent training. Did you say 45 minutes a day?”

Customers have changed – so must the sales and marketing relationship

Sales Training Connection

Sales and Marketing can no longer be two trains passing in the night, as so many VPs of Sales we know lament. Bridging the gap between Marketing and Sales must be a priority. It’s hard to imagine getting this right without a high level of cooperation and collaboration between Marketing and Sales. Technorati Tags: marketing-sales alignment , Marketing-Sales relationships.

Bucking the Crap Quandary of Sales Training

Increase Sales

The crap quandary of sales training is “I or my people need some new knowledge on best selling practices or development of existing sales skills, but much of the sales training makes big promises, costs big dollars and delivers less than desired results.” ” Yes there is a lot of crap out there in the sales training coaching arena. My hand is raised! Relevancy.

The Guide to a Customized Sales Training Program

Sales Benchmark Index

Why do you need customized sales training program? A customized sales training program will do both of these. Customizing a sales training program is easier than you think. If you only have one style of training, (i.e. You won’t dismiss the “training event” entirely. But that doesn’t mean you can’t create and serve up training content in different modalities.

Sales Training is Not Just for Big Business – Part 04

Increase Sales

The absence of sales training is directly and firmly placed at the feet of leadership. When leaders fail to train and develop their people especially their sales team, then only they can be held for the lack of results. The usual reason for not providing any sales training is money. “I can’t afford to train these people.” Give me a break! ” .

Optimizing your sales training investment

Sales Training Connection

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs. The focus was on optimizing the results from the $100 billion that world-wide companies spend every year on performance skill training in areas ranging from performance management to sales techniques. Question: Does this insight ring true for sales training?

LinkedIn Training for B2B Social Selling

Fill the Funnel

Excited to announce the public launch of and the best LinkedIn training focused on B2B sales and marketing professionals that understand the power behind social selling. I have been involved with LinkedIn training for over eight years and have trained and spoken at sales conferences across North America on the topic. She IS my LinkedIn trainer!

Training ABCs for sales force design

Sales Training Connection

Because of the dynamic changes occurring across markets, the assessment of whether the right sales force design is in place has become a priority for senior sales leaders. But what about sales training ? When all is said and done and a determination is made that a new sales force design structure is needed, is there also a need for additional training? Sales Force Design.

If I Have to Sit Through One More B.S. Sales Training Class…

Dave Stein's Blog

Memo: To Sales Reps and First-Line Sales Managers From: Dave Stein Subject: Sales Training As you know, I spent nearly a decade evaluating and comparing sales training companies, their approaches, and their effectiveness. We discussed sales training. He said, “I can’t tell you how many sales training programs I’ve sat through. ” Did my colleague need training when he was a rep? But the training he needed had to help him do one thing—sell more. The training he received missed the mark, again, and again. He admits he did.

Why Small Business Sales Training Misses the Mark

Increase Sales

Some of the more forward thinking business leaders continually seek small business sales training to improve their business results. Yet, when looking at the learning objectives such as negotiations, overcoming objections, closing the sale, for these offerings be it through local sales consultants to much larger sales training providers most are missing the mark for these small businesses.

Sales Training Is Not Just for Big Business – Part 1

Increase Sales

Once again I realized SMB businesses desperately need sales training. Many salespeople in mid size to small businesses (under 50 employees) have never had any formal education about the sales process – marketing, selling and keeping customers. Additionally, the overall marketing message for the SMB becomes muddled. The Reality of Sales Training. Internal Fears.

Big Data and Big Lies Have Arrived in the Sales Training and Assessment Space

Understanding the Sales Force

I hadn't realized it, but he has become to athletics what Objective Management Group (OMG) is to assessments, and my wife's company, PENTA Communications , is to marketing. It was a promotion from Top Sales World (TSW) to download a "Free Big Data-Driven Sales Training Report for Your Industry." I've been trying very hard to find the time to write this article. We are so proud!

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How Top Sales Reps Prevent Worthless Training Efforts

Sales Benchmark Index

Every year, Sales Reps are forced into mandatory training. The question Reps want answered: how does this training help me make more money? Assess the value of your training and do one of these three things: If the training is bad, then tell your manager exactly why. If the training is bad, suggest a better alternative worth your time. Stay Relevant. Integrated.

The Future of Sales Training Ignores the Reality of Today

Increase Sales

This morning I just read another article about the future of sales training in which they quoted the publisher of Selling Power that by 2020: “80% of all B2B transactions will be automated” “11 million lost jobs in sales” I always find these statistics interesting in that 97.7% The Disconnect Between the Present and the Future of Sales Training. Source: U.S.

Why Recruiting is Like Marketing

DiscoverOrg Sales

Since I didn’t know any better, I figured that I might as well build the recruiting engine in the same fashion that I built a marketing engine, and it turned out the approach worked. Applying just a few of the techniques learned as a marketer made our recruiting engine 10x more productive and successful – and we hit our goals a month ahead of schedule. Cold calls.