Sales Training Connection

JULY 29, 2011

Magazine article by Tim Donnelly: How to Sell Value Rather Than Price : Select target prospects wisely – Determine as early as possible if the prospect is simply one of those customers only concerned about negotiating the cheapest price. Unless you offer the lowest price these prospects are wastes of time. This isn’t easy to do.

Negotiation 65

Negotiation Customer Service Sales Cycle Competition 65

Sales Training Connection

DECEMBER 12, 2012

Being able to relate past successes related to high-value customers that resemble your prospective customer is an extremely powerful sales technique. Success Stories. Reps require help developing the skills to tell those stories. Buying Signals. What are the relevant buying signals for the high-value customer?

Sales Qualified Lead 108

Sales Qualified Lead Banking Ideal Customer Profile Lead Rank 108

Sales Training Connection

OCTOBER 17, 2012

physicians are now employed by hospitals or integrated delivery systems , a trend fueled by the creation of accountable care organizations (ACOs) and the prospect of more risk-based payment approaches. More than half of practicing U.S.

Health Care 108

Health Care Hiring Journal Networking 108

Sales Training Connection

OCTOBER 24, 2011

What this meant for many salespeople is their time would be spent with far more suspects than prospects. They’ve done at least some preliminary research to the point that when they do engage with the salesperson, they are already beyond the “deer in the headlights” position many prospects used to find themselves in.

Buying Cycle 74

Buying Cycle Sales Cycle Follow-up Research 74

Sales Training Connection

OCTOBER 12, 2011

They’re about putting what you ask and what you say together in a way that’s valuable for your prospects and for you. And effective conversations take more than just being a good listener or talker. Can effective conversations set you apart and advance your objectives?

Conversion 76

Conversion Competition Face-to-face Social Media 76

Sales Training Connection

APRIL 4, 2014

Become familiar with the sales pipeline, the prospects populating it and make revisions where necessary like getting rid of no-win opportunities. Review the team members’ performance both currently and over time. Identify the top accounts – who has them, the solutions they are using, and potential new opportunities.

Sales Management 119

Sales Management Pivotal Coaching Sales Coaching 119

Sales Training Connection

JUNE 11, 2012

While the managers noted that some prospects come from corporate marketing campaigns, several remarked their sales people were not personally doing a good job developing referrals and they needed to. We were recently talking with some sales managers about helping their teams build their book of business.

Referrals 115

Referrals Sales Qualified Lead Campaigns Sales Cycle 115

Sales Training Connection

NOVEMBER 14, 2011

Technorati Tags: Lead identification , Prospecting , sales best practices , sales strategy , sales training articles , sales training blogs. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2011 Sales Horizons, LLC.

Sales Qualified Lead 95

Sales Qualified Lead Leads Marketing Qualified Lead Government 95

Sales Training Connection

FEBRUARY 20, 2012

The author noted: “in today’s risk-averse environment when you are selling a major solution you – need to conduct two sales: the first involves persuading the prospect that they cannot afford not to address the issue. This nightmare was well analyzed in an article we recently came across by Bob Apollo.

Decision Maker 97

Decision Maker Proposal Training Sales 97

Sales Training Connection

OCTOBER 13, 2016

How do we narrow down the list of prospects? Now, there are clearly upsides to this development – but the downsides are there as well. Selection dilemma. So, who is your sales training partner going be?

Training 50

Training Gatekeeper Hiring Vendor 50

Sales Training Connection

AUGUST 10, 2015

But, salespeople have a special challenge – not only do they have to work with colleagues, they also have to work with prospects and customers where it’s easy to say “yes” – but yes is not always the right answer. Confidence.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Sales Training Connection

APRIL 3, 2013

Examining the customer organizations that are high priority prospects. The first day should be a highly interactive practice-based experience focusing on initial skill development in areas such as: Understanding the market forces driving the need for the product. Exploring the value propositions for the key players.

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Training 108

Sales Training Connection

MARCH 1, 2017

Become familiar with the sales pipeline and the prospects populating it and make revisions where necessary – like getting rid of no-win opportunities. Review the sales team members’ performance both currently and over time. Identify the top accounts – who has them, what solutions are being used, and what are the potential new opportunities?

Sales Management 50

Sales Management Pivotal Territories Coaching 50

Sales Training Connection

MARCH 4, 2015

The author noted: “in today’s risk-averse environment when you are selling a major solution you need to conduct two sales : the first involves persuading the prospect that they cannot afford not to address the issue. This nightmare was well analyzed in an article by Bob Apollo.

Competition 50

Competition Proposal Sales Strategy 50

Sales Training Connection

JANUARY 16, 2015

As Bain points out: “Many buyers will have researched a supplier, queried some of its customers and screened the supplier out of consideration before the supplier’s rep has an opportunity to contact the prospective buyer.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

Sales Training Connection

SEPTEMBER 9, 2011

It can be argued that sales people get continuous feedback from their prospects and clients – some calls go well, others miss the mark. Technology is an effective – and acceptable – vehicle to provide feedback to Millennials and equally important, it’s efficient. . Leverage customer experiences.

Hiring 99

Hiring Wireless Coaching Journal 99

Sales Training Connection

AUGUST 24, 2011

The result most often is “one way” learning where Marketing serves as a “product expert” providing go-to-market information (such as competitive product advantages, prospect profiles, and value propositions) and fielding questions from Sales. In return, Marketing might hear some initial reactions from Sales.

Marketing 67

Marketing Demand Generation Demand Generation Targets Territories 67

Sales Training Connection

APRIL 6, 2015

But they are opportunities to advance the sale – seeking an appointment for the following week, asking the best way to get on the potential prospect’s calendar, or even finding out to whom else you should speak during the sales cycle. As James so appropriately notes – elevator speeches don’t end up closing a sale.

Face-to-face 50

Face-to-face Call-back CRM Report 50

Sales Training Connection

APRIL 10, 2015

With conducting research on prospects and clients before sales calls and documenting what was going on in his accounts (the company did not have a CRM system and he was using his own Excel spreadsheet) the salesperson was running out of “time and tape.” Fortunately, the salesperson had a sales manager who was helping in those areas.

System 50

System CRM Account Training 50

Sales Training Connection

APRIL 15, 2015

Increase the time you spend with prospects, new customers and lost customers. If you are going to get unstuck and develop a new mindset there is no better way to get started then getting on the other side of the table – update your perspective of the customer. What could our sales manager do to action Ibaraarn’s message?

Sales Management 50

Sales Management Sales Leadership Coaching Pivotal 50

Sales Training Connection

OCTOBER 21, 2014

The salesperson isn’t the only one introducing prospects to your products and services. Well, one thing we know for sure is when buyers change how they buy; it’s a good idea for salespeople to rethink how they sell. Let’s take a look. You are no longer the sole purveyor of information.

Face-to-face 92

Face-to-face Customer B2C Consumer 92

Sales Training Connection

JANUARY 2, 2012

Training for developing lead identification and lead qualification skills will become more important as prospecting for new business becomes more difficult. Blending learning will take on a broader scope as the popularity of knowledge repositories grow.

Training 94

Training Hiring Lead Rank Travel 94

Sales Training Connection

NOVEMBER 4, 2015

Social interactions with a new or existing customer – or a prospect. There are several sales situations where the ability for having a social conversation might be particularly important – three standout: Initial sales call with a new customer. Networking opportunity, such as a business conference.

Face-to-face 50

Face-to-face Journal Networking Sports 50