Sales Training Connection

NOVEMBER 20, 2013

Mankin’s research reinforces this concept, noting that for each person added beyond seven people, decision effectiveness declines by 10 percent. Bain research, for example, indicates that only 12 percent of large-scale changes are executed as intended. Underestimating what’s involved in making a change.

Account 116

Account Scale Lead Qualification Training 116

Sales Training Connection

OCTOBER 10, 2014

An ever-growing body of research, summarized by neuroscientist Christine Cox of New York University, has found that when this fight-or-flight reaction kicks in, even if there is no visible response, productivity falls and the quality of decisions is diminished.”. In fact there is a “fight-or-flight” reaction. Rewards and recognition.

Sales Management 100

Sales Management Motivation Face-to-face Research 100

Sales Training Connection

MARCH 5, 2014

One was a post by Dean Newland and the other was a Bluteau DeVenny & Company white paper reporting on its research study. The Bluteau DeVenny research study involved respondents in a variety of organizations and companies across generations. We came across two pieces about generational differences. Leadership Characteristics.

Sales Management 114

Sales Management Study Coaching Survey 114

Sales Training Connection

SEPTEMBER 19, 2012

The authors reported a couple of points that were worth highlighting for the ongoing discussion: Research conducted by DePaul at a major industrial manufacturer indicated that among sales personnel hired over a 10-year period, those coming from sales education programs hit the break-even point in their territories 30% faster.

Hiring 112

Hiring Territories Education Competition 112

Sales Training Connection

JUNE 25, 2014

After years of research and hundreds of interviews, Gallup identified 10 behaviors consistently observed in highly successful entrepreneurs. What separates successful entrepreneurs from those who are less successful? Gallup studied 2,500 entrepreneurs to understand the actions and decisions that would answer that question.

Sales Management 123

Sales Management Sales Leadership Promotion Study 123

Sales Training Connection

APRIL 11, 2014

In their most recent newsletter Colletti-Fiss , national leaders in sales compensation, made the following observation about the financial importance of retaining sales talent – “Our research shows that when a sales rep leaves, 20% to 80% of the business is at risk. Does it matter? So, yes it matters.

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

Sales Training Connection

JANUARY 10, 2014

We came across an interesting research study by Software Advice that examined the performance of their inside sales team – analyzing data collected from over 6,000,000 visitors to their web site. Since we received a number of comments, we thought a further exploration of the topic was warranted.

Inside Sales 106

Inside Sales Research B2B Sales Qualified Lead 106

Sales Training Connection

OCTOBER 26, 2011

Technorati Tags: sales training , sales training articles , sales training best practices , sales training blogs , sales training curricula , sales training curriculum , sales training design , sales training facilitator , sales training program , sales training research.

Study 79

Study Groups Training Sales Methodology 79

Sales Training Connection

JULY 27, 2012

It’s hard to estimate the percentage of 2011 graduates that found employment in sales because no definitive research has been done on that specific question. One way to advance any discipline is to produce more and better research. And the second question is even harder to answer. Sales professionals.

Education 98

Education Course Benefit Knowledge Base 98

Sales Training Connection

MAY 28, 2014

The theme is prominently being reported in research, too. The importance of team selling to overall sales success continues to build. We hear this increasingly from clients and colleagues. This team selling trend presents a new challenge for salespeople: leading sales teams though influence.

Influencer 113

Influencer Leads Marketing Qualified Lead Proposal 113

Sales Training Connection

APRIL 20, 2015

Recently we came across an extensive McKinsey & Company research study involving 81 organizations and over 180,000 people that addressed just that question. Their research studied 20 leadership skills – a small subset of which accounted for 89% of the variance on leadership effectiveness – particularly among frontline leaders.

Sales Management 50

Sales Management Sales Leadership Study Pivotal 50

Sales Training Connection

MARCH 9, 2016

Reviewing the Research. This notion was reinforced by a December 2015 research report released by McKinsey & Co on the digital revolution involving 150 companies from around the world. However, if we look to the advice from the research, then an entirely new reason emerges for doing sales training. Fair enough.

Hiring 50

Hiring Training Territories Compensation 50

Sales Training Connection

JUNE 15, 2012

The research has consistently shown that in successful calls the buyer talks more than the seller and the seller ask more questions. Asking questions. Because of these findings, asking questions is recognized as a fundamental sales skill.

Face-to-face 136

Face-to-face Intent Training Objections 136

Sales Training Connection

APRIL 13, 2012

It is a well-established research finding that in successful calls the buyer talks more than the seller and the seller ask more questions. Starting with your Product. “I I wonder if I could just take a few minutes to talk with you about our new…” No matter what happens next you’re probably in trouble.

Sales 114

Sales Training Relationals Research 114

Sales Training Connection

MAY 21, 2012

Research consistently shows that in successful calls buyers talk more than the sellers and the sellers ask more questions. Sales Tips. So, no other skill set has received more attention in sales training than the art and science of asking questions.

Closing 130

Closing Face-to-face Training Sales 130

Sales Training Connection

JUNE 18, 2012

Make the story make a point – Have well-researched, provocative viewpoints about the story that relate to the customer’s environment. That said, here are the 8 best tips for storytelling we introduced in that earlier post : Focus on the prospect – tell stories that relate to solutions that address the customers needs.

Benefit 136

Benefit Training Relationals Report 136

Sales Training Connection

JULY 15, 2013

Research studies report that adults make eye contact 30% to 60% of the time in an average conversation. So, let’s include it in the program as one of the sales coaching scenarios our sales managers should address.” ” Although glancing at a smartphone might seem to be a harmless act, it might not be that harmless.

Sales Coaching 121

Sales Coaching Coaching Analytics ACT 121

Sales Training Connection

OCTOBER 24, 2011

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. Most important of all is we need to find out quickly what their level of knowledge is and how much research they’ve already done.

Buying Cycle 74

Buying Cycle Sales Cycle Follow-up Research 74

Sales Training Connection

NOVEMBER 9, 2012

Ringlemann’s study has been reproduced by many researchers over the years with the same results. Or, in other words, the more people on a team, the less effort they expend on the task because they feel less responsible for the output. The phenomenon technically is called Social Loafing. So let’s see what it might mean for sales.

Engineering 107

Engineering Maximizer Training Study 107

Sales Training Connection

JULY 6, 2012

The research indicates that in successful calls the buyer talks more than the seller. The Call Manager opens the meeting, manages the agenda, brings other personnel into the conversation and at the end of the meeting summarizes and proposes the next steps. The more people you bring, the more important call management becomes.

Sports 92

Sports Proposal Training Meeting 92

Sales Training Connection

SEPTEMBER 3, 2014

When writing Getting Partnering Right (about companies forming extraordinary relationships with their customers) one of the insights from the background research for the book was the simple finding that it takes a lot of work, effort and commitment to develop extraordinary relationships – so be selective. What else needs to be done?

Closing 102

Closing Customer Training Competition 102

Sales Training Connection

NOVEMBER 11, 2014

Can you relate a customer story or describe the research that demonstrates your product does what you say it does? How do your products individually or collectively solve the problems likely to be encountered by your customer base? How do they impact productivity, risk, expense and revenue?

Face-to-face 91

Face-to-face Competition Engineering Account 91

Sales Training Connection

MARCH 13, 2015

A Survey of Sales Effectiveness: Global Research on what Drives Sales Success addressed that question. Think about leveraging literature, speeches, research, stories you’ve heard that relate to the customer agenda or you know are of particular interest to the individual. The skill set was: Developing New Business. .

Lead Generation 50

Lead Generation Lead Rank Lead Scoring Ideal Customer Profile 50

Sales Training Connection

OCTOBER 17, 2014

Make the story make a point – Have well-researched, provocative viewpoints included in the story that relate to the customer’s environment. ? Focus on the prospect – Tell stories that relate to solutions that address the customers needs. ? Leave the jargon at home – Translate the story into language familiar and relevant to the prospect. ?

Hiring 119

Hiring Intent Benefit Training 119

Sales Training Connection

FEBRUARY 22, 2017

Research studies in communication suggest that most of us can listen four to six times faster than we can talk. By paraphrasing, salespeople ensure they have heard and understood, and it provides their customers an opportunity to hear back what they’ve said to make sure it’s really what they mean. Stay focused.

Call-back 82

Call-back Face-to-face Conversion Follow-up 82

Sales Training Connection

MARCH 19, 2013

Research shows that in complex sales, the seller needs to “close” for a commitment from the buyer on every call. The commitment varies on a number of factors including where you are in the sales cycle and the buyer’s position.

Health Care 97

Health Care Pharmaceuticals Proposal Training 97

Sales Training Connection

MAY 8, 2013

As one might guess, a lot of the research was done with athletes and high stake jobs like stock traders where the collection of quantifiable data is easy and there are a number of well defined moments of pressure.

Hiring 106

Hiring Decision Maker Case Study Face-to-face 106

Sales Training Connection

OCTOBER 21, 2013

Can you relate a customer story or describe the research that demonstrates your product does what you say it does? How do your products individually or collectively solve the problems likely to be encountered by your customer base? How do they impact productivity, risk, expense and revenue?

Face-to-face 97

Face-to-face Competition Account Engineering 97

Sales Training Connection

NOVEMBER 17, 2016

In others, the product concept was backed by poor market research. And, the good news is the initial research out of the Stanford’s Virtual Human Interaction Lab shows that virtual reality presentations can be powerful motivators for people’s buying behavior. Well, sometimes the product design was fundamentally flawed. Availability.

Ideal Customer Profile 50

Ideal Customer Profile Fashion Analytics Video 50

Sales Training Connection

JULY 8, 2013

On the other side of the table with fewer sales reps seeing physicians face-to-face, physicians have come to accept the new normal – fewer free office lunches, reduction in paid speaker programs, and cuts in dollars paid for pharmaceutical and marketing research.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

Sales Training Connection

JANUARY 7, 2013

The research indicates that proximately 70% of the skill-gain in a sales training program is lost in 3 months without reinforcement. Sales coaching provides an effective and efficient for leveraging that knowledge to the sales team. Worse case without sales coaching that knowledge is lost if a Sales Manager leaves the organization.

Sales Coaching 127

Sales Coaching Coaching Sales Leadership Fashion 127

Sales Training Connection

OCTOBER 13, 2015

Let’s explore those questions by examining some research from my old colleague Neil Rackham related to conditions that tend to increase the probability of the existence of a Consequence Issue and some early warning signals of actions by the customer that all is not well. How do we detect these Consequence Issues?

Trends 50

Trends Relationals Buyer Sales 50

Sales Training Connection

DECEMBER 16, 2013

Research tells us that in successful sales calls buyers talk more than sellers. While real-time analysis during sales calls is effective when one person is doing the call it is harder to pull off if everyone on a team sale engages in real-time analysis. A change of the game plan should be left to the Call Manager. Airtime Problems.

Call-back 125

Call-back Analysis Training Objections 125

Sales Training Connection

JANUARY 16, 2013

Some time ago a couple of colleagues and I did some research and wrote a book about Getting Partnering Right. The question is – are all members of the sales team marching to the same tune when it comes to achieving superior customer engagement? When they are, you can learn more about how to make a difference.

Customer 101

Customer Account Engineering Training 101

Sales Training Connection

JULY 27, 2011

Have well-researched, provocative viewpoints regarding the customer’s environment that will raise the level of conversation to one that customers remember. Here’s an overview of eight suggestions presented in that blog post : Focus on the prospect. Leave jargon at home – use language familiar and relevant to the prospect.

Education 72

Education Training Benefit Sales 72

Sales Training Connection

OCTOBER 1, 2012

Rather, medical device sales reps should leverage research done by a third party through attribution, such as: NIH reported … or Drs. By using words like I, me, we, and us in presenting the study findings, the third party value is diminished – and the results may even be perceived as biased.

Health Care 94

Health Care Data Journal Study 94

Sales Training Connection

NOVEMBER 18, 2013

The research is clear – in successful calls buyers talk more than the seller and sellers ask more questions. Beginning a call with a question like: “I wonder if I could have a few minutes to talk about our new inventory software …” is an example of what not to do – and a classic trap! No matter what happens next you are probably in trouble.

Face-to-face 115

Face-to-face Training Sales Account 115