No More Cold Calling
AUGUST 24, 2017
Because of this belief, CEOs invest more money in beer Fridays and office supplies than training their salespeople, sales managers, or any other department that interfaces with the customer. . Development Philosophy: You subscribe to “one and done” training. The training is conducted and you check the box on training and development.
No More Cold Calling
SEPTEMBER 15, 2011
Give them real tools and training and start realizing your sales numbers! These new salespeople pounded the pavement or cold called from their phones, and then we wondered why they didn’t bring in the business—after all the training and money we spent on them. Great salespeople need more than a desk, a phone, and a computer.
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No More Cold Calling
AUGUST 16, 2012
We brainstormed options to train new people at the bank and also to reinforce referral sales skills for others on his team. Referrals #2 and #3: The Software Reseller. Ken also offered to introduce me to a software publisher as a keynote speaker for a future sales meeting which hundreds of sales professionals attend.
No More Cold Calling
JUNE 6, 2013
For example, if you sell software, a client may say his company will have justified their expenditure if they can increase productivity by at least 20 percent. How are you training your sales team to have the ROI discussion right out of the gate? Ensure that you can justify your ROI. Comment Here.
No More Cold Calling
APRIL 9, 2015
Why 74 Percent of Salespeople Are Failing Most new salespeople receive little training, even less coaching, and no real-world experience. Most of these struggling salespeople could improve with training. They’ve never had any training to build those skills. Train them. So they “wing it” and fail.
No More Cold Calling
APRIL 29, 2018
We’ve trained our buyers to expect discounts and that everything is negotiable. Just as we ditched our legacy software, we must ditch our legacy history, and the legacy processes that are stalling our growth. More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount.
No More Cold Calling
JUNE 13, 2013
How about ERP or Project Management Software? Michael Nick is one of the leading experts in sales tool development, and training and sales enablement. The problem is most prospects don’t believe you can deliver what you say you can deliver. Look at CRM or SFA systems over the years. About the Author.
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