Sales Training Connection

OCTOBER 27, 2014

It is almost always true that internal champions do not have selling skills and it is always true that they do not know as much your solutions and company as you do. So, if they are to sell for you effectively, then rehearsing becomes a big deal. Remember, your competitors also have internal champions.

Motivation 92

Motivation Training Strategy Selling Skills 92

Sales Training Connection

FEBRUARY 23, 2015

All Trigger Events represent some type of strategic shift so the sales team will indeed need to adjust and adapt their selling skills to the new reality. In is also true if the product is a game changer, then the sales team will likely face new sales challenges and a need to upgrade their selling skills.

Sales Coaching 50

Sales Coaching Coaching Energy Face-to-face 50

Sales Training Connection

OCTOBER 5, 2012

If you are selling in a market that is undergoing transformational changes, when the dust settles there will likely be a new set of winners and losers. The winners will be those that have the capacity to adjust and adapt their sales strategies and the build a new set of innovative selling skills that their sales teams master.

Positioning 95

Positioning Health Care Face-to-face Travel 95

Sales Training Connection

MARCH 3, 2014

All Trigger Events represent some type of strategic shift so the sales team will indeed need to adjust and adapt their selling skills to the new reality. When it comes to sales coaching, Trigger Events provide the focus and commitment necessary to make sure the sales coaching happens.

Sales Coaching 105

Sales Coaching Coaching Software Software 105

Sales Training Connection

AUGUST 24, 2011

Consultative selling skills. KAE sales training needs to achieve three overall objectives: Help the KAEs master the four new bodies of knowledge and skill sets delineated in the previous paragraph. . Business, clinical, and legislative trends in the health care industry.

Health Care 61

Health Care Account Territories Face-to-face 61

Sales Training Connection

SEPTEMBER 28, 2012

A determination must be made as to what does and does not constitute a reasonable request to help you sell. It is almost always true that internal champions do not have selling skills and it is always true that they do not know as much your solutions and company as you do. Rehearsing is a big deal.

Coaching 108

Coaching Account Training Up-Sell 108

Sales Training Connection

JANUARY 29, 2012

In addition, it is likely that the X-Farmers will, in particular, need to upgrade their selling skills. First, it is important that the entire sales force, including all the old Hunters and Farmers, have a common sales process. It is also a good idea, at first, to focus the coaching effort on X-Farmers. Establish a hunting day.

Strategy 84

Strategy Microsoft Account Territories 84

Sales Training Connection

JANUARY 27, 2016

New products require sales teams to adjust and adapt their selling skills. Due to market demands and advances in manufacturing technologies, companies will likely double their rate of introducing new products in the next several years compared to their recent past. It will require a “horse of a different color.”

Commission 50

Commission Guarantee Competition Buyer 50

Sales Training Connection

JULY 1, 2013

While selling skills aren’t required, TMs do need to understand the sales process, and the AE’s account strategy. It is good to remember that the C-level executive is more concerned about what is going to happen over the horizon than today’s problems – they have others who are addressing the details of those concerns.

Account 109

Account Training Up-Sell Selling Skills 109

Sales Training Connection

JULY 25, 2011

In addition, it is likely that the X-Farmers will, in particular, need to upgrade their selling skills. First, it is important that the entire sales force, including all the old Hunters and Farmers, have a common sales process. It is also a good idea, at first, to focus the coaching effort on X-Farmers. Establish a hunting day.

Strategy 65

Strategy Microsoft Account Territories 65

Sales Training Connection

AUGUST 12, 2011

After all, there are a lot of advanced selling skills and bodies of knowledge requiring attention. It’s true in sports; it’s true in leadership and it’s true in selling. Given the extensive nature of the Book of Knowledge for a sales person engaged in a complex sale, why the big fuss about developing the fundamentals?

Hiring 70

Hiring Health Care Sports Sales Qualified Lead 70

Sales Training Connection

FEBRUARY 17, 2012

For example, if a company was implementing a company-wide training initiative to improve fundamental selling skills, the role plays need to be customized for each division. Today, in a large multi-divisional company that is no longer the case. Any role play that is one year old – is one year too old.

Training 84

Training Coaching Buyer Up-Sell 84

Sales Training Connection

MARCH 18, 2013

The payoffs are substantial: sales reps can pick up useful technical knowledge; specialists learn selling skills and most importantly the two groups take another step towards building a working relationship. If you going to sell as a team, train as a team. Utilization.

Margin 112

Margin Vendor Face-to-face Sports 112

Sales Training Connection

APRIL 9, 2012

Heretofore, when we designed sales coaching programs for our clients, we have customized the “what to coach” portion of the program around the core selling skills and best practices relevant for that individual client. This time around we thought spending a little time on the “what to coach” part of the equation might be useful.

Coaching 111

Coaching Decision Maker Survey Construction 111