Increase Sales

APRIL 20, 2016

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?

Training 70

Training Motivation Retention Facebook 70

Increase Sales

JULY 5, 2013

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.”

Banking 136

Banking Training Infusion Retention 136

Increase Sales

MAY 6, 2016

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. Employees attend mandated diversity training on a regular schedule. Let me explain.

Training 70

Training Education Facebook Coaching 70

Increase Sales

MARCH 5, 2016

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. The lack of practice is part of the reason for the dismal leadership and sales training ROI.

ROI 70

ROI Training Ideal Customer Profile Retention 70

Increase Sales

FEBRUARY 3, 2015

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. Learning research suggests after 16 days only 2% is remembered.

Training 70

Training Positioning ROI Retention 70

Increase Sales

JANUARY 13, 2015

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. Share on Facebook.

Training 70

Training Ideal Customer Profile Small Business Small Business 70

Increase Sales

MARCH 14, 2014

If only… Kurlan & Associates revealed extensive sales research with the conclusion that 3 out of 4 sales representatives are clueless. The only problem with this thorough research is Kurlan & Associates failed to address the number one reason why small business salespeople “suck! Commitment. Responsibility.

Small Business 130

Small Business Small Business Lead Rank Skype 130

Increase Sales

NOVEMBER 7, 2016

When we examine sales research, we can better understand why so many walk the quick fix path and continue to ignore the sales process path. Then there are all those one day sales training events. Again, the sales research suggests social selling takes time and even more time than many wish to admit.

Travel 132

Travel Social Selling LinkedIn Research 132

Increase Sales

MAY 1, 2017

This morning I read some interesting research from the Gallup organization on performance appraisals. I believe this research could easily be extended to sales performance appraisals. Unfortunately, very few management training or even sales training programs include motivation beyond possibly Maslow’s Hierarchy of Needs.

Motivation 91

Motivation Research Facebook Sales Leadership 91

Increase Sales

JULY 26, 2017

Training and Development Coaching Tip: A one day workshop delivers less than 10% cognitive retention after 14 days. This person did not know the following: I deliver time management training and development. Of course the research suggests if the business receives a 2-3% response that is good. My early bird price was $445.

Social Selling 145

Social Selling Direct Mail Retention Facebook 145

Increase Sales

JANUARY 22, 2014

Yet, when we look at the research is this where the focus should be? First as to the research on sales training, sales behaviors and sales results. #1 2 – Most sales training or other training delivers a negative return on investment. #3 3 – 50% of sales people have missed sales quotes. #4

Retention 138

Retention Coaching Training Facebook 138

Increase Sales

JULY 19, 2013

What is even more unbelievable this stupidity can still be found in Fortune 500 companies where one would think with all the sales training and research about developing a high performance culture these firms would be the last ones to continue to be stupid. Another example of external stupidity is how sales training is delivered.

Coaching 165

Coaching Facebook Training Examples 165

Increase Sales

OCTOBER 1, 2013

Worse yet by not including my first name he has demonstrated he has not down any research outside of paying for a list of names. I did some quick LinkedIn research and found his name in my first effort. Sales Training Coaching Tip: There is no quick fix to increase sales. He has no desire to build a relationship.

Marketing 169

Marketing Email Marketing Small Business Small Business 169

Increase Sales

JULY 12, 2013

Sales Training Coaching Tip: Clarity is critical to sales success. Sales Training Coaching Tip: Social marketing allows for an immediate two way engagement versus the traditional or sales based approach that was one way such as advertising. Social marketing through technology is new and different. Share on Facebook.

Social Selling 127

Social Selling Channels Advertising Advertising 127

Increase Sales

AUGUST 5, 2013

I am sure the salesperson was trained to work on establishing “rapport” with the cold call sales lead. Sales Training Coaching Tip: If your sales pitch is emotionally compelling, you will attract real attention and you do not need to establish rapport. The first five to eight minutes were all about establishing rapport.

Cold Calling 122

Cold Calling Call-back Coaching Small Business 122

Increase Sales

AUGUST 16, 2012

Some sales experts and business consultants have jumped on what appears to be this ever growing wagon train of value creation. This research appears to reinforce the “brand” of the retailer as customer enhancement is directly connected and builds customers’ expectations. Think value proposition statement.

Conversion 145

Conversion Retail Buyer Small Business 145

Increase Sales

AUGUST 3, 2013

The salesperson then went out to share she had conducted some research on me including viewing my website. Finally, I asked the following question: “Since you indicated you did your research on me, I am sure that you noticed my name secured tens of thousands of hits from a plethora of different websites. Share on Facebook.

Cold Calling 135

Cold Calling Advertising Advertising Coaching 135

Increase Sales

OCTOBER 26, 2015

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. There is a lot of spin in sales about value creation.

Lead Rank 70

Lead Rank Lead Scoring Small Business Small Business 70

Increase Sales

JULY 9, 2016

In doing some research for a webinar I conducted on using LinkedIn Pulse as a marketing platform, I came across this sustainable sales success barrier: The Inability to Articulate Value. Possibly this inability to clearly articulate value may help to explain why 99% of sales leads do not convert per research by Forrester.

Lead Rank 78

Lead Rank Lead Scoring Decision Maker LinkedIn 78

Increase Sales

MAY 16, 2016

Well, there is research to confirm you just might be right. Microsoft conducted research about the attention span of people. From past research, Microsoft determined the attention span for people was 12 seconds. For example, many astute buyers can tell by the first questions you ask what type of sales training you had.

Microsoft 100

Microsoft Lead Rank Lead Scoring Research 100

Increase Sales

JULY 24, 2017

Right now I cannot count the number of articles, books to sales training workshops that promise to deliver what I call the one size fits all sales solutions. Sales research continues to suggest very few people can earn the sale on the first contact. #2 1 – People Buy From People They Know and Trust.

Facebook 88

Facebook Research Buyer Closing 88

Increase Sales

APRIL 19, 2012

Attend many of the sales training coaching seminars to workshops or even some some of the sales management software tools (customer relationship management CRM) and eventually you will hear all about you, as the individual contributor, need to “work smarter not harder” if you want to increase sales. Action is needed.

How To 170

How To Face-to-face Small Business Small Business 170

Increase Sales

SEPTEMBER 16, 2013

Behavioral research continues to support people achieve goals because of the emotional importance to them, the rewards and even more importantly the possibility of failure. Today’s sales training coaching tip is after you construct your WAY SMART goal, then emotionalize it. Share on Facebook.

Infusion 137

Infusion Construction Coaching Facebook 137

Increase Sales

OCTOBER 2, 2014

As I was doing some additional research, I realized much of the leadership development programs appear to ignore this first step. Years ago during some customer service, team building training for a telecommunications firm one of the participants said flat out in a very challenging and derisive voice “I am not a leader.

Epiphany 130

Epiphany Telecommunications Customer Service Facebook 130

Increase Sales

NOVEMBER 1, 2013

This week I received the following in-house email marketing message from a first degree connection who considers herself to be a “Social Media Marketing, Google Adwords, Facebook and Linkedin Training expert.” ” Sales Training Coaching Tip: If you are an expert, you may wish to spell LinkedIn correctly.

Social Media 161

Social Media Media LinkedIn Retail 161

Increase Sales

JANUARY 8, 2014

Sales Training Coaching Tip: Even if you have the best sales skills in the entire wide world, until people know who you are, who your company is and what solutions you deliver, you will remain pocket poor. Sales Training Coaching Tip: This downloadable PDF 3-Phase-Sales-Process-ADVSYS may provided additional clarity. Share on Facebook.

Construction 149

Construction Ideal Customer Profile Sage Coaching 149

Increase Sales

JULY 3, 2014

When leadership initiatives are examined from redos to poor productivity to customer service to absenteeism, there are either two paths where leaders place emphasis: Provide more knowledge and skills through training. Train the people and they will do what they are expected to do. Work to develop better attitudes and habits.

Motivation 130

Motivation Government Research Energy 130

Increase Sales

SEPTEMBER 23, 2013

William Marston published in 1928 his research findings on human emotional. How to Increase Sales Training Coaching Tip: If you consistently speak as an adult and are confronted by a parent (someone who wants to stay in control). The goal to increase sales is always front and center especially as the year begins to wrap up. Compliance.

How To 147

How To Construction Coaching Analysis 147

Increase Sales

JUNE 24, 2013

As a trained instructional designer, I can attest to much of the sales training and even some sales coaching fails to deliver a positive return on investment for a variety of reasons. Sales employee productivity LinkedIn Contacts return on investment ROI Sales Training solution selling wasted time' solution-selling.

Solutions Selling 126

Solutions Selling ROI Hiring Salary 126

Increase Sales

APRIL 2, 2013

” Now one would think that listening, even better active listening, would be one of the primary sales skills sets taught within the plethora of sales training coaching programs if the goal was to increase sales. Depending upon the research, effective listening comprises anywhere from 40 to 50% of our daily time.

Coaching 146

Coaching Webinar Metrics ACT Facebook 146

Increase Sales

OCTOBER 29, 2013

Sales Training Coaching Tip: An education based marketing approach further unites these two marketing areas. Sales Training Coaching Tip: Marketing research suggests to have TOMA requires 33 touches annually. Sales Training Coaching Tip: When marketing is memorable, it is an investment not a cost. Share on Facebook.

Marketing 137

Marketing Small Business Small Business Promotion 137

Increase Sales

SEPTEMBER 16, 2013

Sales Training Coaching Tip: Anywhere from 80-90% of all behavior is subconscious depending upon the research. The sales training coaching tip of the day is to at least remove the word “try” from you vocabulary. Another weasel word is “Yeah, but.” Share on Facebook.

Coaching 138

Coaching Discount Intent Facebook 138

Increase Sales

JANUARY 27, 2017

Giving employees communication training is potentially a good right action provided they understand how you as the business leader communicates. Research suggests most entrepreneurs are high problem solvers and work at a very fast pace. So far this same research has not revealed employees to be mind readers.

Travel 70

Travel Facebook Research Motivation 70

Increase Sales

JANUARY 14, 2017

Sales research also reveals how much of today’s sales skills return to communication and engagement. Yet when most of the sales training is reviewed, how much time is actually spent on communication from phone calls, to voice mails to emails to other forms? 44% of salespeople give up after one contact (Source: Scripted).

Lead Rank 70

Lead Rank Sales Leadership LinkedIn Facebook 70

Increase Sales

SEPTEMBER 8, 2011

Even though this marketing research report was geared for retailers, the data is good information for any salesperson who wants to increase sales. Sales Training Coaching Tip: People buy on emotions first then justify that decision with logic. Sales Training Coaching Tip: Read my review at Amazon or over at EzineArticles.

Retail 145

Retail Marketing Small Business Small Business 145

Increase Sales

JUNE 8, 2012

Some of the larger accounting to sales training coaching firms conduct extensive behavior research into what makes top sales performers. Sales Training Coaching Tip: When you reference something you have read such as a LinkedIN profile, please take the time to read it. Pretty simple. or would you prefer “Bull Feathers!

Decision Maker 169

Decision Maker Ideal Customer Profile Revelation Coaching 169

Increase Sales

JULY 24, 2014

This is a simple read with powerful research examples. One exceptional takeaway from rule #3 of wiring can be applied to sales training and leadership development programs. Business Leadership Brain Rules critical thinking leadership leadership development Sales Training small business' Share on Facebook.

Small Business 114

Small Business Small Business Exercises Google 114