Sales Training Connection

OCTOBER 21, 2014

Changing sales process because of online information. ©2014 Sales Momentum, LLC. . . Technorati Tags: buying process , face-to-face selling , sales best practices , sales process , sales strategy.

Face-to-face 92

Face-to-face Customer B2C Consumer 92

Sales Training Connection

JUNE 13, 2014

Mastering Major Account Negotiating , a new free ebook, explores the skills and techniques top B2B sales performers use when negotiating in major account sales. Negotiating during the sales process is never easy; negotiating during the sales process when you’re involved in major account sales is even more challenging.

eBook 97

eBook Negotiation Account Face-to-face 97

Sales Training Connection

APRIL 4, 2012

If your customers are making changes of that magnitude, then the case is made that it is no longer business-as-usual for your sales team. The required shift in the sales process isn’t incremental; it’s transformational. So, what does it take for a company to plan and implement a sales transformation?

Pivotal 124

Pivotal Training Face-to-face Ideal Customer Profile 124

Sales Training Connection

MARCH 19, 2013

Medical sales - getting a commitment. Asking for a commitment that moves the sales process forward – too often it’s the forgotten last step in a sales call. How often have we been in a sales call where the physician nods in agreement and we leave the call thinking it’s been successful?

Health Care 97

Health Care Pharmaceuticals Proposal Training 97

Sales Training Connection

FEBRUARY 24, 2014

.” The BCG report goes on to suggest that MedTech companies must also invest in reinventing their sales team to reflect the shifts in the buying process. Let’s explore that recommendation starting by examining the nature of the shift in the buying process and then exploring some suggested changes for the sales process.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

Sales Training Connection

MAY 15, 2015

Do we know the steps in the customer’s buying process and the key players and the roles they will play? Sales Process. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2015 Sales Momentum, LLC. Target Marketing.

Scale 50

Scale Buying Cycle Survey Sales Coaching 50

Sales Training Connection

NOVEMBER 3, 2016

“If your management team does not fundamentally believe that successfully redesigning your sales process is one of the top strategic challenges your company faces, don’t even start a sales transformation project.”. Successful sales transformation projects require an enterprise-wise orientation. “If Lack of coordination.

Training 50

Training Pivotal Face-to-face Ideal Customer Profile 50

Sales Training Connection

JUNE 6, 2014

Third, it’s likely that increased patient satisfaction will result in a dditional players engaged in the buying process – for example: more involvement of senior level executives, patient care advocates, financial personnel, and facility personnel in charge of the hospital environment. ©2014 Sales Momentum, LLC.

Pharmaceuticals 103

Pharmaceuticals Health Care Pivotal Sales Cycle 103

Sales Training Connection

APRIL 28, 2014

This means in 2014, the challenge is not about doing a better job learning and following your sales process; it will be about understanding how to adapt and redefine it in real-time. It is becoming increasingly important for salespeople to engage the customer where the customer is in the buying process. Excel at team selling.

B2B 110

B2B Training Up-Sell Account 110

Sales Training Connection

OCTOBER 2, 2013

How do these transformational changes impact sales? Three considerations stand out – all of which will have an effect on the sales process and how we should train medical sales people. These trends will shift the purchase of medical devices away from solely relying on physician preference and clinical value.

Health Care 110

Health Care Strategy Trends Face-to-face 110

Sales Training Connection

MARCH 28, 2016

You can’t enable the sales process unless you are abundantly clear as to what the sales process ought to be that you are trying to enable and you cannot answer that question unless you have devoted sufficient time to understanding the buying process.

Sales Enablement 50

Sales Enablement Relationals Exact Sales Leadership 50

Sales Training Connection

DECEMBER 10, 2014

First, subtract all the meaningless one-sided “touching base” emails and “checking in” voice mails that you send to a prospects and then count how many meaningful sales touches you have in your average sales process where you actually interact with and deliver value to your prospect. But in general, the answer is “not many.”

How To 119

How To Sales Cycle Face-to-face Buyer 119

Sales Training Connection

SEPTEMBER 17, 2014

Yet, in many cases the clinical specialists are reticent to get more engaged in the sales process because they lack the knowledge, skills and confidence relative to selling. And one final point … MedTech is not the only industry where clinical people could be involved in sales. Want to build your sales skills?

Training 80

Training Health Care Pharmaceuticals Face-to-face 80

Sales Training Connection

OCTOBER 13, 2015

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2015 Sales Momentum, LLC. Technorati Tags: consequence issues , sales best practices , sales skills , unknowns in the sales process.

Trends 50

Trends Relationals Buyer Sales 50

Sales Training Connection

DECEMBER 5, 2013

A top sales performer has a comprehensive understanding. In the end, it is probably wise to worry less about your sales process and focus more on the customer’s buying process. An average salesperson has a general understanding of this information.

Networking 112

Networking Gatekeeper Decision Maker Influencer 112

Sales Training Connection

MARCH 6, 2013

Beginning the discovery process from scratch is no longer a winning strategy. Middle Level – Sales reps can gather the information during the sales process.

Analysis 107

Analysis System Training Google 107

Sales Training Connection

MARCH 7, 2014

This means while an entire team can adopt a common sales process, there are individual differences that shape the path to excellence. It is also true, however, that each individual brings unique talents and a personalized set of experiences to the party.

Sales Management 116

Sales Management Sales Coaching Coaching Training 116

Sales Training Connection

AUGUST 11, 2014

We are making a big deal about sales fundamentals because they are more important than ever; they must be applied in more challenging situations and they are pervasive. You need them on every sales call regardless of where you are in the sales process. Want to take a deeper dive into salesfundamentals?  Click here.

Sports 97

Sports Negotiation Competition Training 97

Sales Training Connection

OCTOBER 12, 2012

While there is clearly a need for technical conversations in some sales process – one can certainly have a comprehensive technical discussion without lapsing into the use of technical jargon i.e. gibberish. It’s certainly easy to fall into the jargon trap when technical products are being sold and/or you have a technical background.

Face-to-face 114

Face-to-face Training Exact Sales 114

Sales Training Connection

NOVEMBER 18, 2011

Use the sales process to help your customers develop a more comprehensive understanding of the scope of the problem. Determine how much impact they have on the buying decision and have an accurate picture of the competition – not just from your point of view but, more importantly, from the customer’s view. Look at the big picture.

Competition 113

Competition Face-to-face Trends Training 113

Sales Training Connection

JANUARY 8, 2013

First, the skill sets requiring attention are specific to this level of sale. Last, the specifics of the sales process for Key Accounts are unique to each company. In standard sales training a fair amount of time is devoted to getting sales ideas and tools on the table. Adjust the practice and feedback equation.

Account 98

Account Training Territories Margin 98

Sales Training Connection

DECEMBER 17, 2012

The first and best option is to re-define the scope of work with the customer doing the sales process so that it is a good piece of business for you and brings greater value to the customer. So what do you do when faced with the situation where it is business that you can win, but it is bad business? There are two strategic options.

Objections 122

Objections Face-to-face Analysis Training 122

Sales Training Connection

JULY 19, 2016

Before the sales training, the leadership team must set the stage for sales training more substantially than usual. The sales team needs to see why the sales process needs changing, what the new process looks like, how others are also being asked to change and what the anticipated payoffs will be.

Training 50

Training Pivotal Scale Software 50

Sales Training Connection

JANUARY 27, 2014

First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to sales process. Transformational Market Change.

Health Care 106

Health Care Pivotal Trends Training 106

Sales Training Connection

DECEMBER 13, 2013

There is no longer a need to first install complex learning management systems; easy-to-use online sales training programs are now available. Training Design. For example, they too will need to master skills such as: asking questions, active listening, handling objections, and closing.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

Sales Training Connection

NOVEMBER 21, 2014

Beyond simply being flexible about schedules and responsibilities, salespeople increasingly are being called on to marshal internal resources and to be part of – or manage – sales teams. In today’s environment salespeople are required to play different roles at different times during the sales process.

Hiring 125

Hiring Face-to-face Lead Rank Study 125

Sales Training Connection

MAY 8, 2013

In a typical B2B sales process there are a number of high pressure situations and the consequences of being able to raise your game are significant. Both nature and nurture contribute to an individual’s ability to perform under pressure – some of the capability appears to be about “talent” and some is a learned skill.

Hiring 106

Hiring Decision Maker Case Study Face-to-face 106

Sales Training Connection

SEPTEMBER 27, 2013

There are two major times in the sales cycle where shaping comes into play. The first time is in the early part of the sales process when the customer is defining their needs. Trying to persuade the customer to a point of view that is not in their self-interest must be avoided at all cost.

Face-to-face 112

Face-to-face Sales Qualified Lead Lead Rank Lead Scoring 112

Sales Training Connection

APRIL 24, 2015

Therefore Marketing needs to work with Sales to provide the information necessary to educate the customer before the sales process begins, as well as, throughout the various buying stages as sales progress. Today customers know a lot about the competitive companies and products before they even contact sellers.

Marketing 50

Marketing Education Competition Training 50

Sales Training Connection

JANUARY 11, 2013

First, the skill sets requiring attention are specific to this level of sale. Last, the specifics of the sales process for Key Accounts are unique to each company. In standard sales training a fair amount of time is devoted to getting sales ideas and tools on the table. Adjust the practice and feedback equation.

Account 78

Account Training Territories Margin 78

Sales Training Connection

MAY 30, 2014

Because of the scope of the change on the buyers’ side of the equation, a comprehensive perspective of innovation is required: sales force designs need revisiting – sales processes should be reviewed – roles and responsibilities deserve a new look and that is just the short list.

Sales Leadership 111

Sales Leadership Government Guarantee Vendor 111

Sales Training Connection

OCTOBER 11, 2013

It’s important to get a broad information base about the customer even before your sales process starts and to build upon it early in the sales cycle. There is neither the need, nor the time to find out everything about everything all at once.

Account 110

Account Strategy Negotiation Pivotal 110

Sales Training Connection

FEBRUARY 26, 2013

Are there additional steps you need to take in the sales process? Does the customer bring forth issues and challenges you did not anticipate? Does a new opportunity emerge to leverage one of your strengths? Managing the “energy pie” – The “energy pie” is all those things that take your time and effort.

Energy 115

Energy Comparison Competition Training 115

Sales Training Connection

MARCH 18, 2013

During the sales process vendors are expected to bring real expertise to the party versus just selling products. Now, it is safe to say that no one single factor is the cause of this trend. But one deserves particular attention.

Margin 112

Margin Vendor Face-to-face Sports 112

Sales Training Connection

APRIL 19, 2013

Because of the scope of the change on the buyers’ side of the equation, a comprehensive perspective of innovation is required: sales force designs need revisiting – sales processes should be reviewed – roles and responsibilities deserve a new look and that is just the short list.

Sales Leadership 114

Sales Leadership Government Guarantee Vendor 114

Sales Training Connection

JANUARY 23, 2013

As a part of the discussion they explore three factors that determine the optimal design – product diversity, customer requirements, and the complexity of the sales process. But what about sales training ? and What is the optimal structure?

Training 103

Training Pivotal Commission Quota 103

Sales Training Connection

SEPTEMBER 26, 2012

Sales reps can provide value by the way the sell , as well as, what they sell. So when it comes to sales process be faster, better, quicker – because that is probably what it will take. Provide extraordinary value. Do everything you can to get on the customer’s side of the table.

Competition 105

Competition Trends Account Training 105