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The Power of Observation in Selling Goes Beyond Sales Research

Increase Sales

Many sales training coaching programs are based upon sales research.  Sales Training Coaching Tip: Active listening is observing how people communicate. So many times by ignoring what is around us because we have embraced the research embedded in sales training coaching programs we, as salespeople, lose our own unique competitive advantage. Share on Facebook.

Mind the Gap: New Research Reveals Buyer-Seller Disconnect

Smart Selling Tools

He is a nationally recognized authority on selling and has written hundreds of articles and training programs for sales reps and sales managers. Michael has managed programs for US Healthcare, Bell Communications Research, and DuPont. New research shows that this “assumptionitis” is a condition both buyers and sellers suffer from, and it’s far more common than you might think.

How to optimize your sales training investment

Sales Training Connection

Sales Training Investment. How much money are companies spending on sales training? ” There are several avenues to attack the question: How do you optimize your sales training investment? Perhaps the one that has received the most attention relates to treating sales training as a “process not an event.”  This, as they say, is the easy part. 

Mike Kunkle on Driving Sales Training Results

Dave Stein's Blog

ES Research worked with Mike on a special project for his last company, so we got to know him a bit better. Here it is: Dave Stein: You’ve got a lot of metrics and impressive results listed on your LinkedIn profile, compared to some training professionals. Our research indicates that 85% of sales training doesn’t impact performance for long. What does that really mean?

Inside sales – 3 research findings for improving B2B performance

Sales Training Connection

Since we received a number of comments, we thought a further exploration of the topic was warranted.  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.  Technorati Tags: inside sales , sales best practices , sales training.

Why Off Site Leadership and Sales Training Misses the Mark

Increase Sales

At least once or twice monthly,  I receive catalogs from organizations that deliver very expensive two to three day  off site leadership and sales training. The problem with these off site leadership and sales training events is they fail to leverage the HOW and WHY behind learning engagement. Want sales training that hits the mark? The HOW. The Why. Autonomy (choice).

3 Ways to Research Prospects Online to Grow Sales

Score More Sales

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. courtesy of InsideView. Here are three simple ideas to help you get started. 1. Read it. Do general search on the web.

Four Training Tips: Maintaining Your Team’s Competitive Edge

The Productivity Pro

Regular training for your employees is integral to productivity and profitability, meaning it’s something you should never take for granted. Among other things, training: 1. Well-trained employees make fewer errors and require less direct supervision. Consistent training also decreases employee turnover—a big drain on corporate costs. 3. Saves the Company Money.

Train My Salespeople … Really?

No More Cold Calling

Think sales training is unnecessary? New research says you’re wrong. 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. This is only half true. percent of reps made quota.

Are You Ignoring Attitude in Your Sales Training?

Increase Sales

Having experienced numerous sales training programs in my previous life, not one of them really explored positive attitude in the learning engagement. Unfortunately, many sales training programs do not recognize this linkage and only further the disconnect. If we accept the premise that human beings are emotional creatures first, then emotions must be part of any sales training

Is advocating sales training a career risk?

Sales Training Connection

Sales Training. Interesting question – best not to hold the conclusion to the end.  So no!  It is not a career risk to be out front advocating your company place a priority on sales training. However, has some solid research been done on what constitutes sales success?  said their training exceeded expectations. Lack of Evidence of What Works. The answer is – Yes!

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.

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. At no cost, an expert from SBI will present the full research findings. Use the "off menu" approach with your sales training provider.

Sales training – 3 ways to maximize your investment

Sales Training Connection

The article delves into how sales training has changed over the past several years. In the article you’ll read several points shared by Dick Ruff on what to do to make sure your sales training is successful. Here are some of Dick’s key points about reinforcing sales training : What’s done before and after sales training is as important as the sales training itself.

Sales Tips: Do You Know the Difference Between Buyers and Researchers?

Customer Centric Selling

Sales Tips: Know the Difference Between Buyers - and Researchers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. For complex B2B offerings, research is done mostly by non-Key Players wanting to learn about offerings without sellers influencing their requirements. Image courtesy of Stock Images at

ESR Launches Virtual Sales Training Survey

Dave Stein's Blog

Sales training continues to transition from the traditional classroom modality to virtual.  This trend started back in the 1960′s and 1970′s, driven by Nightingale-Conant, originally publishers of sales training audiotapes. Some sales trainers and sales training companies have been providing virtual learning programs and supporting reinforcement for years. Thanks!

When the Training Wheels Come Off

Sales Benchmark Index

Our research shows that Julie is not alone. Training dollars are being misallocated. By signing up for our 7th annual Research Tour your team can learn why. 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. Many artifacts common in sales trainings no longer work.

The Prevalence of Assumptions in Sales Training Coaching

Increase Sales

Years ago when earning my first degree in education and then later my Masters of Science in Instructional Design (thank you Purdue University ) I was exposed to Edgar Dale’s Learning Model and today when reading another blog about assumptions realized the prevalence of assumptions in sales training coaching as well. Sales Training Coaching Tip:  Isolation is another assumption.

Sales Training Buyers Beware. There is No Barrier to Entry in The Sales Training Business.

Dave Stein's Blog

Among those emails, Google Alerts, my Twitter feed (“sales training” is one stream I track), reading plenty of blogs, and getting numbers of new books on sales sent to me on a regular basis, I get to see a lot of what’s really, really dangerous about this industry. Some are happy when salespeople that leave your organization—they get to train the replacements next year.

How to Increase Sales Tips & Snippets #19 Research

Increase Sales

The last of the how to increase sales tips for 2011 is research.  In marketing, investing the time to do your research is critical to how effective are your marketing strategies and tactics (think conversions). In this morning’s email I received the following unsolicited email with at least four marketing mistakes because of poor research. Credit link] name.

Brain Research and Buying: The Link to Increase Sales

Increase Sales

You may have the best sales skills from the sales training coaching of  Zig Ziglar or any other noted sales guru, but all sales come after the buyers have at least bought you, bought your company and potentially bought your solution. Now technology and  brain research now reveal how those buying decisions are made.  Share on Facebook.

Leadership Is a Developmental Process, Not a Training Program

Increase Sales

Yesterday in speaking with an executive coaching client, he mentioned how his firm was looking into a leadership training program, I suggested to him sustainable leadership happens through a developmental process not through a training program.  Diversity training is included in many leadership programs or is a stand alone training program.  Let me explain.

Training Our Customers To Want The 57%!

Partners in Excellence

” Other research has this “engagement point” anywhere between 57-92%. The basic premise is the massive amount of digital information enables of customers to do research on the web results in their not engaging sales until the are 57% of the way through their buying process. Being good customers, they may be simply doing what we have trained them to do.

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.

The Key to Maximize Your Sales Training

Sales Benchmark Index

Sales training eats up a lot of this non selling time. As Sales Leaders we know sales training is key though. The ASTD(American Society for Training & Development) reports an 18% increase in productivity for every 3 hours spent training. But traditional training methods cost more with fewer results than before. Agile Sales Training. Author: Dan Perry.

Please Stop the Ongoing Insanity in Bank Sales Training

Increase Sales

During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? My quick and direct response was “banks and other financial institutions continue to use the same training providers they have been using for the last 20 plus years.” Separating training from development is also critical.

How to Take the “Snore” Out of Sales Training

Sales Benchmark Index

It is so compelling, yet your sales training class did not grasp it. This post is about the importance of sales training fundamentals. The best sales training content is forgotten without memorable delivery. Download a copy of our FUNdamentals of Sales Training Checklist to keep them engaged. Your salespeople will benefit from a worthy training program in numerous ways.

IsThis Common Sales Training Presumption Your Increase Sales Barrier?

Increase Sales

After having sat through various sales training seminars, workshops to 2 day learning engagements, I realized that the majority shared this common presumption that was a barrier to increase sales. We have ongoing research about all the failed goals from New Years Resolutions, to weight loss to missed sales quotas. Credit: Gratisography. The obvious was consistent goal achievement.

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!

Why Sales Training Ends Up Good, Bad or Ugly

Increase Sales

A recent rerun of the movie the Good, the Bad and the Ugly reminded me of why sales training works or does not work.  In many cases, sales training is more bad and ugly than good being sustainable and delivering the desired results. Beyond having a more than competent facilitator, the good sales training starts with this one word integrity. Alignment. Structure. Processes.

Beyond Static, One-Time Training Events

Sales and Marketing

Teaser: While the demands on sales reps have grown dramatically in recent years, training approaches have remained stagnant. Most companies continue to focus on one-time training events that take place in a traditional classroom, but research confirms this limited approach isn’t meeting modern sales reps’ learning needs. Issue Date: 2015-08-17. read more

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.

ESR Publishes 2011 Virtual Sales Training Report

Dave Stein's Blog

In Q3 2011, ES Research Group, Inc. conducted an important survey to explore the impact that technology, evolving media, and new delivery methods are having on the people and organizations that develop, deliver, and purchase sales training. Here is the press release: ESR’s 2011 Report on Virtual Sales Training. Who makes sales training decisions.

Value Creation – The Truth Leaks Out

Increase Sales

There is a lot of spin in sales about value creation.  In fact, books, webcasts, seminars to sales training events continue to push that salespeople can create value.  Some recent marketing research by Spong is now revealing what I have said for years: Value is created by the buyer not the seller. This preference is not a small percentage, but rather at 74%.  Delivery. Quality.

Top gun sales training

Sales Training Connection

Sales Training. Leading companies engaged in major sales in the B2B market have crossed the Rubicon when it comes to sales training.  As a result of this trend sales training is becoming more important and is taking on some new looks. One new look is c ompanies are micro-targeting their sales training. Sales training for high-potential sales reps has an immediate payoff.

Upcoming Webinars, New Research and Other News

Dave Stein's Blog

Here is an update on what’s coming from ESR over the next few months: Research on Negotiation. Research shows most employees have 200-300 active business connections that could be used by sales people to help open doors, but which are sitting untouched in contact lists and mailboxes. During this one-hour webinar, ES Research Group, Inc. Click here to take survey.

Episode 26 – On Training and Development with Dave Stein

The Sales Blog

Episode 26 – On Training and Development with Dave Stein is a post from: The Sales Blog | S. Dave Stein is the founder and CEO of ES Research. Dave is the world’s foremost authority on sales training, and his firm helps sales organizations choose the best sales training for their salespeople. Dave is well known and extremely well respected in the industry. I ask Dave to speak to why sales training fails, what skills salespeople need and, somehow, we steer into a conversation about Mack Hanan and his book Consultative Selling. Anthony Iannarino.

Is Inside Sales Training Equal in Importance to Field Sales Training?

Dave Stein's Blog

To stay competitive, sales managers must improve training for inside sales representatives. ESR encourages sales managers to approach training for inside sales representatives just as seriously as they would approach training for their most valuable outside sales (or field sales) representatives. Yet, many organizations invest far less in their inside sales training than they do in training their star field representatives. Too many sales managers regard inside sales training as “basic” training. What should inside sales training look like?

Is Inside Sales Training Equal in Importance to Field Sales Training?

Dave Stein's Blog

To stay competitive, sales managers must improve training for inside sales representatives. ESR encourages sales managers to approach training for inside sales representatives just as seriously as they would approach training for their most valuable outside sales (or field sales) representatives. Yet, many organizations invest far less in their inside sales training than they do in training their star field representatives. Too many sales managers regard inside sales training as “basic” training. What should inside sales training look like?

Practice The Connection Bridge to Leadership and Sales Training ROI

Increase Sales

Yet in reviewing a recent catalog with a plethora of leadership and sales training opportunities, the word practice is missing.  Research continues to support that within 24 hours we remember 50% of what we learned the previous day.  If you disagree, remember cramming for those high school and college tests? Practice makes perfect or so we are told. How much did you actually remember?

ROI 22