Sales Training Connection

DECEMBER 5, 2014

Sometimes legitimate opportunities have not yet been funded. These opportunities often turn out to be non-opportunities and salespeople spend a lot of time pursuing opportunities that will never lead to closed sales. Plus, it can also enable you to continue to shape thinking about a realistic price.

Lead Qualification 109

Lead Qualification Scale Lead Rank Lead Scoring 109

Sales Training Connection

OCTOBER 19, 2012

One underutilized approach for achieving this goal is the potential for technical and service people to identify sales opportunities. Every person who interacts with customers should have their antennae “up” for potential opportunities for their company. These people spend a significant amount of time at the customer site.

Customer 109

Customer Training Up-Sell Opportunity 109

Sales Training Connection

OCTOBER 30, 2013

Sometimes legitimate opportunities have not yet been funded. These opportunities often turn out to be non-opportunities and salespeople spend a lot of time pursuing opportunities that will never lead to closed sales. Plus, it can also enable you to continue to shape thinking about a realistic price.

Lead Qualification 112

Lead Qualification Scale Lead Rank Lead Scoring 112

Sales Training Connection

APRIL 22, 2013

First, it is important to determine if there is funding for the opportunity. Second, you must determine “fit” – to what degree are the customer’s needs and specifications for the opportunity aligned with your capabilities? In major accounts there are two main objectives that must be achieved to qualify a lead.

Sales Qualified Lead 105

Sales Qualified Lead Fashion Account Training 105

Sales Training Connection

APRIL 4, 2014

Identify the top accounts – who has them, the solutions they are using, and potential new opportunities. Become familiar with the sales pipeline, the prospects populating it and make revisions where necessary like getting rid of no-win opportunities. Talk with senior management.

Sales Management 119

Sales Management Pivotal Coaching Sales Coaching 119

Sales Training Connection

MARCH 21, 2017

What was the impetus for the opportunity? Who did what just preceding the opportunity? New opportunities are a response to something. Was the last opportunity consistent with what you understand to be the customer’s plan, or did it appear to be a reaction? What things were in motion before the opportunity occurred?

Gatekeeper 46

Gatekeeper Decision Maker Lead Rank Lead Scoring 46

Sales Training Connection

APRIL 22, 2015

Sales reps are always looking for that next big opportunity and justifiably so. But while all new big opportunities initially look great – be cautious! All “bright shiny objects” aren’t good opportunities. The larger the opportunity the more important it is to get it right. Scenario 1. So how do you get it right?

Pipeline 50

Pipeline B2B Account Sales Cycle 50

Sales Training Connection

JUNE 26, 2013

For a sales training program to be great, salespeople must have the opportunity to wrestle with the challenges they face everyday. That means salespeople must have the opportunity to develop account strategies, call on key decision makers, and handle tough objections. Realistic and Relevant.

Hiring 110

Hiring Scale Face-to-face Decision Maker 110

Sales Training Connection

DECEMBER 11, 2013

Many young high potential people are reluctant to accept an opportunity because they think they are not ready. Consequently, they miss growth opportunities and in some cases develop a negative reputation for not being a ‘go-getter.’. One of the reasons for this is many high potential people tend to be perfectionists.

Sales Coaching 114

Sales Coaching Coaching Hiring Cancellation 114

Sales Training Connection

AUGUST 12, 2013

There are limitations but there are also opportunities. Some where in the sales coaching process there is usually the opportunity to leverage others in your organization to help coach via mentoring or modeling. Many sales reps face the same challenges and the same knowledge and skill gaps. Leverage others.

Sales Coaching 120

Sales Coaching Coaching Face-to-face Pivotal 120

Sales Training Connection

JUNE 13, 2012

They look for opportunities across the account – seeking additional opportunities with their current customer contacts, as well as, brand new customers inside the organization. They pursue new accounts and they aggressively approach new products. These sales reps are looking to maximize the productivity of their territory.

Strategy 121

Strategy Territories Compensation Maximizer 121

Sales Training Connection

MAY 21, 2014

There are limitations but there are also opportunities. Some where in the sales coaching process there is usually the opportunity to leverage others in your organization to help coach via mentoring or modeling. Many sales reps face the same challenges and the same knowledge and skill gaps. Leverage others.

Sales Coaching 104

Sales Coaching Coaching Face-to-face Pivotal 104

Sales Training Connection

APRIL 25, 2012

Soft differentiators tend to fall into two categories: Value Adds and Strategic Opportunities. Strategic Opportunities are those intangible benefits that help the customer expand its business. However, they continue to sell the individual pieces – hence there is a huge opportunity for differentiation for those that get it right.

Competition 118

Competition Discount Benefit Analysis 118

Sales Training Connection

APRIL 19, 2017

Too often the result is a missed opportunity. On the other end of the spectrum, what if the call goes better than anticipated? If they haven’t thought about a more aggressive advance – how will they close the call? If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Sales Cycle 98

Sales Cycle Proposal Closing Revenue 98

Sales Training Connection

JULY 7, 2014

Not only will it ensure that salespeople don’t continue pursuing the wrong account strategy – it also provides the opportunity to modify their sales strategy … increasing the probability of closing a sale since the modified sales strategy should be a far better fit.

Strategy 94

Strategy Account Sales Sales Management 94

Sales Training Connection

OCTOBER 17, 2014

In companies where separate sales reps are selling separate products to the same customer, the sales reps always need to be aware of cross-selling opportunities. Although they are not responsible for selling the other products, they can identify opportunities and create initial awareness – stories are great for achieving the second goal.

Hiring 119

Hiring Intent Benefit Training 119

Sales Training Connection

MARCH 13, 2015

Particularly when you are working with an existing customer you may be ahead of the customer in seeing an unfolding situation that would drive a new business opportunity. Who did what just preceding the opportunity? New opportunities are a response to something. What things were in motion before the opportunity occurred?

Lead Generation 50

Lead Generation Lead Rank Lead Scoring Ideal Customer Profile 50

Sales Training Connection

OCTOBER 6, 2014

The survey also revealed that “while many middle managers are motivated by the type of work they do, significant issues exist among many of those occupying the middle management ranks, related to: declining opportunities to progress professionally. a lack of the decision authority to get their jobs done.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

Sales Training Connection

DECEMBER 14, 2012

Most winners don’t win by creating selling opportunities – they simply leverage the sales that occur. The next several years will likely produce a fair share of selling opportunities. Understand the difference between persuasion and manipulation. Use imagination and innovation for crafting your solution.

Loyalty 109

Loyalty Customer Promotion Construction 109

Sales Training Connection

SEPTEMBER 19, 2019

When a mistake happens, and the customer gives you the opportunity to rectify it, take the time to analyze how you are going to prevent it from reoccurring. Don’t forget that prevention is better than cure. Make sure you communicate to the customer what you will do in the future to minimize the risk of reoccurrence.

Face-to-face 91

Face-to-face Guarantee ACT Promotion 91

Sales Training Connection

MARCH 26, 2012

This provides sales management with an opportunity to shape millennial’s behavior by ensuring they understand the organization’s culture and expectations. So, as CCL concludes: make sure millennials are fairly compensated; have interesting work to do; and have the opportunity to learn, develop, and advance.

Hiring 114

Hiring Incentives Incentive Compensation 114

Sales Training Connection

MAY 25, 2012

While Millennials may believe everyone wins, they are open to coaching and feedback to improve – providing an excellent opportunity for sharing best practices and critiquing their performance – positioned as a developmental opportunity. Finally, let’s talk about the atmosphere. Everyone likes fun – and Millennials surely do.

Training 110

Training Face-to-face Exercises Demographics 110

Sales Training Connection

MARCH 1, 2017

Identify the top accounts – who has them, what solutions are being used, and what are the potential new opportunities? Become familiar with the sales pipeline and the prospects populating it and make revisions where necessary – like getting rid of no-win opportunities. Talk with senior management.

Sales Management 50

Sales Management Pivotal Territories Coaching 50

Sales Training Connection

NOVEMBER 26, 2012

the other side of the continuum – sometimes too much time is spent wallowing why something went wrong and missing opportunities for future success. They become gun shy after something goes awry in a sales opportunity. Olympic Basketball Team. It is important great players don’t fret over a missed shot – even if it is a game changer.

Sales Management 105

Sales Management Sports Coaching Sales Coaching 105

Sales Training Connection

JANUARY 4, 2012

Particularly when you are working with an existing customer you may be ahead of the customer in seeing an unfolding situation that would drive a new business opportunity. Who did what just preceding the opportunity? New opportunities are a response to something. What things were in motion before the opportunity occurred?

Lead Rank 79

Lead Rank Lead Scoring Ideal Customer Profile B2B 79

Sales Training Connection

AUGUST 1, 2014

Teams now contribute in several ways – from participating in pre- and post- sales calls to being on a client site and identifying opportunities for growing existing business as well as new opportunities. This model is shifting – and we’re seeing a rise in the role of a team to develop business. Take a look. .

Incentives 93

Incentives Incentive Guarantee Engineering 93

Sales Training Connection

SEPTEMBER 29, 2014

You set clear expectations about timing, budget, and deliverables; make sure employees have the tools and resources they need to do their jobs; provide opportunities for training and learning; and genuinely care about the growth of each individual. Delegators are great managers and supportive bosses. Set up a successful delegation process.

Sales Management 96

Sales Management Journal Lead Rank Pivotal 96

Sales Training Connection

FEBRUARY 8, 2016

Delineate their interpretation and analysis of the sales situation – is this a viable opportunity and why? Work collaboratively with the sale manager to craft a sales strategy for the opportunity. what’s our competitive advantage? are there barriers to overcome and what resources will be required?

Sales Management 50

Sales Management Strategy Decision Maker Analysis 50

Sales Training Connection

JUNE 22, 2012

There are many variants of the complaint – a particularly popular one is how long opportunities languish in the pipeline. As sales management have told us – many sales people don’t want to cut an opportunity loose. One concern we often hear from sales management is: “Our sales teams just don’t do a good job managing their pipeline.”

Pivotal 113

Pivotal Hiring Pipeline Account 113

Sales Training Connection

FEBRUARY 15, 2017

This shift provides a significant need and huge opportunity to put in place learning methodologies that would not have been considered several years ago. The good news is this set of conditions represent a significant opportunity for the companies that commit the time and effort to get onboarding right. ©2017 Sales Momentum® LLC.

Hiring 74

Hiring Promotion Competition Face-to-face 74

Sales Training Connection

JULY 14, 2014

It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc. A Classic – ’63 Corvette. Mentoring new sales reps is a technique many companies use to “jump start” new sales reps.

Hiring 102

Hiring Training Exercises Positioning 102

Sales Training Connection

JULY 1, 2013

The purpose of these programs is to develop a special relationship with the C-level personnel in the customer organization so that partnering opportunities can be explored. There are numerous opportunities to “step on toes” and to portray to the customer that the “left hand does not know what the right hand is doing.”

Account 109

Account Training Up-Sell Selling Skills 109

Sales Training Connection

FEBRUARY 13, 2013

It’s a logical approach providing new sales reps with an opportunity to work with someone besides their sales manager to learn about the customer base, product portfolios, marshaling internal resources, etc. Mentoring new sales reps. Mentoring new sales reps is a technique many companies use to “jump start” new sales reps.

Hiring 123

Hiring Training Exercises Positioning 123

Sales Training Connection

APRIL 11, 2014

In regard to expectations, a recent leadership study by Bluteau DeVenney & Company reported that the one of the most important expectations of all employees is the opportunity to grow. If you are experiencing a turnover rate near or higher than 20%, the costs are likely to be unacceptably high.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

Sales Training Connection

FEBRUARY 18, 2015

Whatever your long-term career, having an initial experience as a salesperson establishes a great foundation because it provides an opportunity to interact with a wide variety of customers and other internal staff like marketing and technical support. Provides an opportunity for personal development. Establishes a great foundation.

Hiring 50

Hiring Commission Engineering Pharmaceuticals 50

Sales Training Connection

JANUARY 13, 2014

When rules of the road are in place, salespeople have clarity around expectations (such as the availability of internal resources and the likelihood of accessing them for a particular opportunity) and appropriate behavior (such as under what conditions the sales manager attends sales calls).

Sales Management 109

Sales Management Top of Funnel Sports ACT 109

Sales Training Connection

AUGUST 13, 2012

Then sales people should drill down on the specific opportunity, using questions such as “What if?” to broaden their view of the sales opportunity – including, for example more accurate readings on the customer’s challenges, perceptions of you and perceptions of your competitors. and “So what?”

Strategy 108

Strategy Travel ACT Account 108