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Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. The question can and should be explored from a number of perspectives, here let’s just drill down and examine what it means for designing sales training. Building transformational sales training. For designing an effective sales training effort to help a sales team adapt and adjust to transformational changes in the customers’  buying process ?

Improve sales training – flip it

Sales Training Connection

Sales Training. Sales Training. Switching topics to sales training, we do not have the corresponding percentages as to the time sales trainers spend lecturing but whatever the percentage – it is higher than it needs to be. Let’s explore why flipping should be applied to sales training and how one might do it.  Technorati Tags: sales training. Enter flipping. 

Trends in sales training – an interview with Richard Ruff

Sales Training Connection

Jason Kanigan at interviewed Richard about sales training trends earlier this week. Most companies have purchased some sales training – especially around basic selling skills. Sales training has changed over the last 20 years. Online training is becoming increasingly more prevalent. Classroom training is expensive but 40% of the cost is T&E.

Isolating the swing factors for making big-ticket sales training investments

Sales Training Connection

Sales training investments. While sales training programs aren’t multi-billion dollar investments, we think some of the points the McKinsey & Co principals shared around considerations in making multi-billion dollar purchasing decisions have implications for sales training investments – whether in the millions or the tens of thousands. Keep decision biases in check.

Back to the Future: Is Electronic Software Delivery Making A Big Return?

Software Business Blog

For the past couple of years, software as a service has been all the rage, with most companies adopting at least some form of online delivery for their products. For this and other reasons, electronic software delivery (ESD) is making a comeback. But SaaS has its downsides, too. Most notably, you have to be connected to the internet to access SaaS applications.

Mind the Gap: What James Bond Can Teach Us About Software Sales

Software Business Blog

James Bond also ends up in these situations a lot , but then again, he’s a little better trained (and perhaps in better shape) than most software buyers. Software marketing teams realized long time ago that leads needs to have a structured process to manage the sales process. Plus, it’s his job to get out of sticky situations. So they introduced sales automation. What is it?

Client Retention Lessons from Software as a Service

The Sales Blog

Client Retention Lessons from Software as a Service is a post from: The Sales Blog | S. Not too many years ago, there was no such thing as software as a service ( SAAS ). Instead, you bought a packaged box with the software enclosed on a disk, and you ran the software on your computer. But software companies learned that they could create and capture more value with a better model. By delivering the software as a service, they could continually roll out new features and functions, reduce your hardware costs, and generally provide a better experience.

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!

Inside sales – it is a new dawn and sales training needs to shine

Sales Training Connection

As the intensity of the spotlight on inside sales increases, attention needs to turn to training.  In the past, the level and rigor of the sales training for inside sales has not matched that provided to outside sales groups.  In most cases this was justifiable given the difference in the sales activity and the potential for revenue generation.  Training Design. Inside Sales.

8 Ways to Maximize User Adoption

Software Business Blog

Decision makers know that while enterprise software holds the potential to increase revenue and growth, poor implementation of new systems decreases employee productivity. Enterprise software is a good investment only if employees use the software, and when they adopt it in the way designers and developers intended. There’s no question about it: Change is hard. Offer help.

Inside Sales Announces BDR and Marketing Certification Training

The Sales Insider

As the leader in sales automation and lead management software, knows a thing or two about training top performing sales reps. Best Practices How To's Inside Sales Inside Sales Training how to market inside sales training Sales has some of the best marketing and outbound BDR reps in the world. Our team is consistently Read more.

Not Just a Training Event - Make Your Next Initiative Stick

Sales Benchmark Index

Don’t think that a training event and leadership’s endorsement will work. What to do: Start with the end in mind – focus on adoption before worrying about the “training event” or rollout. Sale organizations that focus on the rollout or training event fail. Chad is the SVP of sales of a $180 million software organization. This post is written for a Sales Leader. Are you?

Using Leverage in Sales: The Art of Winning an Unfair Game

Smart Selling Tools

Certainly, if you hire and train a full-time staff of researchers and have them contact every one of the companies until a complete org chart and profile are completed.  Product Reviews Sales Effectiveness Sales Management DiscoverORg Flash Boys IT Sales leverage Michael Lewis Moneyball Oakland A''s org charts sales software sales tools selling Webinar Can you get it yourself?

Does My (non-sales) Department Need Sales Training?

Empowered Sales

As a professional sales training and consulting company, we train sales teams. We also provide sales training to lots of other departments… many of which don’t see themselves as engaged in actual selling. Many corporate departments other than sales can benefit from sales training… and, it doesn’t really matter whether the department is customer facing.

All About e-Learning Platforms for Small- to Mid-Size Sales Training Firms

Dave Stein's Blog

Virtually every week I have a discussion with a principal at a small- or medium-size training firm about e-Learning platforms for their content. How fast the training industry is moving toward virtual, whether virtual will ever represent 100% of sales training, and what virtual platforms they should consider. Sure, it takes time to adapt your training material.

Sales Tips: Time for a Name Change

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sales Force Automation (SFA) morphed into Customer Relationship Management (CRM) and was made more relevant when Marc Benioff offered in a SaaS model and changed the software business forever. Sales Tips: Time for a Name Change. Could Galactic Resource Planning be next?

Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

They require a high-level of training and a high-level of knowledge on the part of both Sellers and Marketers. Sales Industry Sales Management Sales Tools/Product Reviews Docusign Forrester Research Sales Enablement sales enablement bubble sales software Scott Santucci That devastating thing? It’s what Scott’s calling a Hype Bubble. Who gets fired if that problem doesn’t get solved? 

Sales Tips: Invest In Your Sales Organization

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A few years ago I attended a conference. One of the speakers was in the sales training and consulting business. He recalled a conversation when the CEO of one of his clients shared a concern: What if I train a seller that decides to leave the company? Need some help to increase sales?

Sales Tips: How to Better Handle Buyer Objections

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Buyers sometimes raise objections to slow down speeding trains. Let’s assume a differentiating feature of your software is dynamic load balancing. Take a look at the sales training workshops available to get started and improve sales performance. Player: the system.

How to visualize data, boost motivation and surpass your sales goals

The Science and Art of Selling

Norway, September 16, 2015 – SalesScreen, Scandinavia’s leader in sales gamification, announced today that North American Sales Training Corporation (NASTC), a global sales training and consulting company based in Toronto, Canada, has joined the company as an international distributor. With a proven track record of introducing groundbreaking motivation and management tools to sales leaders throughout North America, NASTC is an ideal distribution partner to provide the network and support we need to expand the reach of our software,” said Sindre Haaland, the company’s CEO.

Black Friday Is Here!

Software Business Blog

We have our long-term partners for you to join – Bitdefender, IObit, VSO Software, AVS4YOU, Movavi, IOLO, ABBYY, but also fresh offers from relatively new merchants like: Norton – 30% payout. Affiliates affiliate network Avangate affiliates black friday 2016 black friday compaign ecommerce sell digital goods sell more online sell software online software vendorsThat’s big news!

Go Invisible and Profit!—The New Business Breakthrough by Mitch Russo

Tony Durso

Mitch Russo says, “Go invisible and Profit!” He co-founded Timeslips Corp, which grew to become the largest time tracking software company in the world before it was sold in 1998. Easy Sales Procedures (ESP) Inspirational Sales & Business Quotes Revenue Chat Salesman Training author books business entrepreneur leadership marketing sales sales training success

Sales Tips: A Brilliant Sales Management Strategy

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Salespeople that consistently exceed their numbers need minimal coaching and can allow sales managers to make their number despite the fact that many B or C Players don’t achieve quota. I had the pleasure of working with a VP of Sales at a $75 million software company.

Sales CRM for Small Businesses with BIG Ambition


simple three-step set-up wizard makes getting started a breeze, short self-service training videos have users up and running quickly and in app tips give answers to common questions as the user interacts with the solution. With Leads360 Express, sales managers will gain more control, visibility and peace of mind. It is this entrepreneurial, opportunistic spirit that America was founded on.

New Company Launches – Sales People Need Not Apply

Fill the Funnel

Much of what we accomplish each day is via an app on our phone, software in the cloud, or in the background of systems that we never even know exist. Attend and actively participate in online training events. Sales Books/Resources Sales News Training Web ToolsWhat is your reaction to that headline? Face it, technology has created many changes in the way we all do business.

Tough Customers Make You Better

Empowered Sales

This is basic stuff but the majority of customer-facing employees simply aren’t trained properly. The target market for Empowered Sales Training is not customer service so let me get off this pony and back on track with the purpose of this post: Tough customers make you better. Sales Training. Empowered Sales Training can be reached at 888.402.1117 or online.

Sales coaching – jump start by leveraging trigger events

Sales Training Connection

From our experience the key to the code is not another coaching training program or motivational speech at the national sales meeting.  Here, the good news is the development in the last three or four years of online sales coaching software that can support the Trigger Event. Based on proven best sales practices built into the customized software. Why might that be? Summary.

Sales Training Article about Ignoring Evolution

Customer Centric Selling

Sales Training Article: Ignoring Evolution. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sign-up for a CCS® sales training workshop to learn the customer-centric approach to selling. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company. Few, like GM are too big to fail.

Consultative selling and selling consultatively – don’t confuse them!

Sales Training Connection

Here is a short list: Subject-matter expertise.   If you are selling enterprise software, then you have to understand the technology and applications in order to bring the expertise required to help the customer solve their business challenges. If one buys the notion, then the 2015 sales training for most companies needs to be more than just a little adjusting and upgrading here and there. 

CRM Solutions: The New Paradigm


Traditional CRM solution has an increasingly mounting number of drawbacks, including length of time for training, implementation runway, cost of administration and lack of user benefit among others. CRM Sales Software Especially with established brands, these issues have long been taken for granted—“part of the program.”

Get Off The Sales Training Merry Go Round & Increase Revenue

Insight Demand

It’s the same with sales training. No, they’d rather take the easy route than endure the discomfort/effort of real change- even though I tell them the exercises are more effective.”. “It’s the follow-through, and not the sales training that creates change’ says Michael Blancette, Sales Enablement Leader at VMware in his article “ Save Yourself From The Sales Training Merry-Go-Round.”

It's Time To Kill Social Media | Sales Motivation and Sales Training

The Sales Hunter

Training. The problem with social media is it is merely a whole group of people running from one neat software tool to another one. sales training. sales training tip. training tip. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Sales Articles. Selling a Price Increase. Negotiation.

STRONGMAN Solution-Selling Model

Empowered Sales

Chances are there are at least five options: 1) Your solution, 2) Your competitor(s)’ solution, 3) Build it on their own or develop it in-house, 4) Do Nothing, and 5) Improve or upgrade their existing process (perhaps by adding resources or conducting training).  Sales Training. STRONGMAN Solution-Selling Model. Solution selling is complex and very exciting. ” N, Need.

Savings on Both Sides: Vendor and Client Perspectives on the Financial Advantages of SaaS – Part I

Software Business Blog

As new trends transform the software industry, it can be hard to stay on top of changing technologies, much less their impact on company finances. While software-as-a-service (SaaS) is often seen as a technical and marketing/ business endeavor, the model has major implications for finance as well. SaaS speeds up interactions and gathers more detailed data for professionals at all levels of the organization, changing every aspect of how software companies operate. The model makes renewals less painful and less expensive than in the traditional software model.

Sales Training Article: Time for a Post-Q1 Wakeup Call

Customer Centric Selling

Sales Training Article: 2014 - So Far, So Good? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Now would be a good time to attend a sales training workshop to learn how you can save the year and make your number. Estimate your close rates (or use actual numbers from your CRM software) and apply them to your current pipeline.

Cool People Interview Series: Andy Brice

Software Business Blog

well-respected man in the world of software start-ups, I wanted to get his perspective of how this world has changed in the past seven years and what’s predicted to come next. Andy: My main business is PerfectTablePlan , a software product that helps people planning seating for events. also run a 2 day training course for developers who want to start their own software business.

Guest Article: “TEAM SELLING–Lone Wolfs no longer reign supreme,” by Dr. Richard Ruff

Sales and Management Blog

Today, salespeople have available easy-to-use and powerful CRM systems and software applications that allow them to share information and insights to a degree that was hard to image even 5 years ago. Dr. Richard Ruff has spent the last thirty years designing and managing large-scale sales training projects for Fortune 1000 companies.  He is a co-founder of   Sales Horizons , a sales training company aimed at mid and small size companies. Uncategorized dr. richard ruff sales sales best practices sales training selling team selling Transformational Market Change.

The First Rule of Sales: Leverage

Smart Selling Tools

Certainly, if you hire and train a full-time staff of researchers, and have them contact every one of the companies until a complete org chart and profile are completed.  Product Reviews Sales Effectiveness Sales Management DiscoverORg leverage org charts sales software sales tools sellingLeverage: The ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources. Thus, “doing a lot with a little.” ” As it goes for business, so it goes for sales.

Savings on Both Sides: Vendor and Client Perspectives on the Financial Advantages of SaaS – Part II

Software Business Blog

The purpose of it all is for software companies to understand how SaaS will transform their business, from a finance pov and more. Installing software on a multi-tenant database “in the cloud,” rather than on onsite servers, certainly represents a significant reduction in monthly hosting bills, not to mention server maintenance. multi-tenant model also enables SaaS providers to maintain and update only one central version of the software, making maintenance less complicated and expensive both internally for the vendor and for external customers. Maintenance and Support.

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.