Sales Training Connection

OCTOBER 7, 2014

They’re data-driven – Millennial salespeople will approach selling as a science, embracing the tools and analytics that are increasingly becoming important as a foundation for success. They’re entrepreneurial – In today’s market bring a business mindset to the engagement is exactly what customer are expecting.

Hiring 108

Hiring Hubspot Inbound Analytics 108

Sales Training Connection

JUNE 4, 2014

In Sales, where teams often are spread across geographies and meetings are via conference calls or online conferencing tools, sales managers are faced with the twin challenges of maintaining interest and engagement. It’s the manager’s responsibility to run a tight meeting – with focus.

Sales Management 123

Sales Management Face-to-face Pivotal Sales Leadership 123

Sales Training Connection

JUNE 23, 2014

A proliferating set of easy-to-use, free, and relevant tools has created the expectation that B2B products and solutions meet the same bar. We have seen a 50% growth in the use of tablets in the enterprise, while 40% of devices used in the enterprise are consumer applications.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Sales Training Connection

OCTOBER 17, 2014

Use silence for impact and emphasis – It’s a powerful, underused tool – intentional silence draws emphasis to what you’ve said or what you’re about to say. Punch the story – Put your audience in the story. Introduce a new thought. Challenge conventional wisdom. Use humor when appropriate but not jokes! ?

Hiring 119

Hiring Intent Benefit Training 119

Sales Training Connection

JUNE 21, 2016

Customers have more information about the products, predictive analytics have taken the guesswork out of determining who is a potential buyer and automated sales management tools are cheaper, better and more pervasive than ever. Millennials want to be judged on the quality of their work product.

Sports 70

Sports Distribution Compensation Report 70

Sales Training Connection

AUGUST 16, 2013

Storytelling in medical device sales is a powerful and effective tool for selling to doctors, administrators, and clinical staff. When it comes to behavior change, relapse is a normal part of the process. What’s the plan if a physician agrees to try your medical device but never gets around to it?

Health Care 110

Health Care Pharmaceuticals Training Relationals 110

Sales Training Connection

DECEMBER 19, 2011

We believe analogies can be a highly effective sales tool for helping customers develop an understanding of the value of your solution – the more complex the solution, the greater the potential impact of the analog. In prior blogs we introduced the power of storytelling in sales.

Up-Sell 98

Up-Sell Training B2B Examples 98

Sales Training Connection

AUGUST 6, 2012

Storytelling in medical device sales is a powerful and effective tool for selling to doctors, administrators, and clinical staff. When it comes to behavior change, relapse is a normal part of the process. What’s the plan if a physician agrees to try your medical device but never gets around to it?

Health Care 111

Health Care Training Relationals Positioning 111

Sales Training Connection

AUGUST 1, 2011

Sharpen the distinction between tools and forms. Tools help sales people to think and act strategically; they help one to translate data in to actionable information for winning the business. Forms, on the other hand, are primarily used for writing down and documenting what you know.

Sales Process 65

Sales Process Compensation Training ACT 65

Sales Training Connection

SEPTEMBER 29, 2014

You set clear expectations about timing, budget, and deliverables; make sure employees have the tools and resources they need to do their jobs; provide opportunities for training and learning; and genuinely care about the growth of each individual. Delegators are great managers and supportive bosses.

Sales Management 96

Sales Management Journal Lead Rank Pivotal 96

Sales Training Connection

SEPTEMBER 27, 2013

Questions are a primary consultative tool for getting that done. If salespeople are going to bring value, new ideas, and insight to customers, they must understand the business issues and the challenges their customers face. Bringing value can be achieved just as well by the thoughtful question as by fact telling.

Face-to-face 112

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

Sales Training Connection

SEPTEMBER 26, 2011

And, as expected, most of the references related to software.

Face-to-face 100

Face-to-face Software Software Google 100

Sales Training Connection

JULY 23, 2014

Sweetspot is a great tool for sales reps because it provides in-depth, up-to-date information about an extensive variety of industries and the companies within those industries in an easy-to-use format. The good ones are available on tablets and smartphones so they can be use as a just-in-time source of information.

Conversion 121

Conversion Industry Strategy Education 121

Sales Training Connection

SEPTEMBER 26, 2012

Today the available information tools enable the individual to research the background of a company and the trends in the industry. With that assumption on the table, what can a David do to defeat a Goliath and win the business? Some suggestions: Develop a comprehensive understanding of the company.

Competition 105

Competition Trends Account Training 105

Sales Training Connection

MARCH 28, 2016

Although the exact definition varies depending on the actor, Sales Enablement is all about creating and delivering the following: practices, technologies and tools that enable a sales team to improve their performance and productivity.

Sales Enablement 50

Sales Enablement Relationals Exact Sales Leadership 50

Sales Training Connection

SEPTEMBER 22, 2015

There are any number of reasons behind the good news story from new innovative sales training companies to exciting developments in instructional technology to some really smart analytical tools.

Training 50

Training Knowledge Base Exercises Travel 50

Sales Training Connection

JANUARY 11, 2012

The authors noted: “Identifying what your change program’s pivotal role is and making sure that the people in it have both the tools and the willingness to change is often essential to ensuring that the rest of the organization changes.”. You need to identify the pivotal job and start there.

Pivotal 69

Pivotal Health Care Training B2B 69

Sales Training Connection

AUGUST 1, 2016

Historically Company B’s Training Center had done outstanding work related to helping clients use mobile devices as tools for learning. As the 2016-2026 time-period unfolded they leveraged their extensive internal expertise and expanded that work into other domains including sales training. Internet Company.

Training 50

Training Lead Rank Trends Ideal Customer Profile 50

Sales Training Connection

NOVEMBER 10, 2014

We just had a conversation with the folks from Software Advice a company that evaluates sales enablement tools. What are companies looking for when hiring a Sales Director in 2014? They had recently completed an interesting research study on the skills companies want Sales Directors to have in today’s market.

Hiring 102

Hiring Pivotal Software Software 102

Sales Training Connection

JANUARY 8, 2013

In standard sales training a fair amount of time is devoted to getting sales ideas and tools on the table. Last, the specifics of the sales process for Key Accounts are unique to each company. Adjust the practice and feedback equation. In Key Account training the participants already know the basic selling models and techniques.

Account 98

Account Training Territories Margin 98

Sales Training Connection

JANUARY 2, 2012

The Pitch-Book was your major selling tool. The Product Pitch ruled the land – you got the first script when you joined a company and you practiced and rehearsed it over the years. Closing tricks such as the Trial Close and the Puppy Dog Close were the sophisticated skills of the period.

Training 94

Training Hiring Lead Rank Travel 94

Sales Training Connection

JANUARY 11, 2013

In standard sales training a fair amount of time is devoted to getting sales ideas and tools on the table. Last, the specifics of the sales process for Key Accounts are unique to each company. Adjust the practice and feedback equation. In Key Account training the participants already know the basic selling models and techniques.

Account 78

Account Training Territories Margin 78