Sales Success. Constant change has always characterized the business world. Looking in the rear view mirror has never been a recommended strategy for determining future direction. However, from time to time the nature of the change takes on a different look. MORE
While hardly a new idea, professional sport teams increasingly are hiring psychologists to work with their players. Individual athletes, like golfers and tennis players, are too. In all cases the goal is the same: Gaining an edge and lifting performance to the next level. MORE
Sales training. Here’s the conundrum … You have a 250 person sales team. You are a new, first time Sales Training Director. You replaced a sales manager who did no sales training for a long time. To add urgency, revenue numbers have been stagnant for too long. MORE
Consider this …. “If If you create an environment that inspires people in the good times and bad, they will figure out the right strategy and will do the right things from an execution perspective. I used to think strategy, execution and culture were a three-legged stool. MORE
Crafting sales strategy. In B2B sales, one-size-does-not-fit-all is a cornerstone proposition. There are no generic customers; hence there are no winning generic strategies – each customer is unique and every winning account strategy must take that uniqueness into consideration. MORE
Sales reps and new college grads. From time to time we come across articles that tell a tale of doom for Sales as a career. The stories predict dramatic reductions in the number of sales reps as the future unfolds. MORE
Virtual Reality and Sales Presentations. Each year medical companies develop a dazzling array of new products. Some are minor upgrades. While others are extraordinary new products designed to be game changers or, in some cases, “bet the company” entries into the market. MORE
Sales Process. Listen to a conversation about the need for improving sales process and it usually begins like this: “We have very aggressive sales targets and we’re just not getting there.”. “We’re MORE
Salespeople like everyone else can succumb to the temptation to stay busy. Research tells us that most people have an aversion to idleness and a bias toward taking action – especially when facing uncertainty. The rub is it doesn’t seem to matter if the action is a productive effort or not. MORE
Sales Mastery 2015. According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. And if buyers change how they buy – salespeople need to change how they sell. MORE
Companies spend a tremendous amount of time, money and effort every year to improve the productivity of their sales teams. The intervention strategies range from sales training efforts to coaching initiatives to sales tools to marketing materials. MORE
Developing a sales culture. Traditionally when talking about sales best practices, most of the emphasis has been placed on individual sales rep and sales management skill sets. MORE
New Sales Managers. Customers expect salespeople to know more today than ever before … and to know it at a higher level of proficiency. This difference constitutes an inflexion point. Customers now want sales reps who are trusted advisors not product facilitators. MORE
Product sales pitches. If you are an avid reader of sales blogs, it’s likely you will come across three or four blogs a week about the secret sauce for creating a winning product pitch. MORE
Developing Sales Leaders. It’s natural for front-line sales managers to focus on sales team performance – drilling down on the numbers. The deadlines are immediate and the rewards are explicit. MORE
Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest. With that in mind, McKinsey & Co conducted a survey of 1,400 executives worldwide to explore the question. Major Finding. MORE
Medical Device Selling Trends. ORTHOWORLD published an article in their February 2012 ORTHOKNOW newsletter summarizing key points Richard shared in a Medsider podcast with Scott Nelson on emerging trends in medical device sales. MORE
Sales excellence. Major account selling is truly a highly skilled and information-intense profession. Just like any highly skilled profession one must not only master skills; you must also understand the principles upon which success is built. MORE
Sales Coaching. Asking questions is an underpinning of successful selling. The notion – ask, listen, and then talk is a powerful principle in the science of successful selling. Asking questions is also an underpinning of successful interactions between salespeople and their sales managers. MORE
Good vs. Bad Business. Sales reps are always looking for that next big opportunity and justifiably so. But while all new big opportunities initially look great – be cautious! All “bright shiny objects” aren’t good opportunities. MORE
Sales training. If you look back over the last decade, a number of industries have gone through dramatic change. They have changed what they buy, how they buy, and what they are willing to pay for it. The future will produce more of the same with the changes likely to be even more dramatic. MORE
Sales teams – more people with “sales antennae up” = more wins. The investment required to make a sale is lower when selling to existing customers versus new customers. MORE
Listening in sales calls. While most salespeople have come to agree that asking questions is a key skill, many still underestimate the contribution of good listening to achieving top performance. It is the forgotten twin in the proposition – ask, listen and then talk. MORE
Customers Buying Journey. McKinsey&Co’s David Edelman and Marc Singer recently wrote about the world of consumer buying. We thought the overall conclusion also had relevance for the B2B market. MORE
Sellers need to change now. Are you ready? According to Bain & Company, B2B sales executives have seen tremendous disruption in recent years – and there’s no reason to think it won’t continue. MORE
Ssales Simulation. Historically companies have often used sales simulations as a capstone sales training program for their senior sales reps or their national account group – that is when the program is positioned as a Top Gun school. MORE
Today having a superior sales team is more important than ever. Good is no longer good enough. Several factors are driving this need for excellence – two stand out: You can’t sustain a competitive advantage by product alone. MORE
Negotiation Strategy. There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation. MORE
Listening isn’t a spectator sport. You have to get in the game. You must convert from thinking about listening as something that is passive – to something that is active. MORE
Sales coaching puzzle. A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. MORE
Develop soft sales skills, too. Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and you’re likely find some of these sales skills being taught. MORE
Internal Champions. In major accounts a lot of the selling is going on when you are not there. So developing internal champions is a key to sales success. MORE
Selling to C-Suite Puzzle. In major accounts sales success at the C-level is a “do or die” proposition. What makes it particularly challenging is “one strike and you’re out.” ” There’s no second chance to get it right. MORE
Whether or not you have put in place a sales process – it is happening everyday. It is whatever your salespeople are doing Monday morning to navigate the customer’s buying process. The real problem is not, therefore, a lack of sales process. MORE
Wishing everyone a Happy Thanksgiving … and for many a long weekend filled with fun, football, and perhaps some shopping MORE
Sales Manager. How can we diagnose someone with “super salesperson syndrome”(S3)? Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach. MORE
Sales Training Connection
NOVEMBER 17, 2016
Virtual Reality and Sales Presentations. Each year medical companies develop a dazzling array of new products. Some are minor upgrades. While others are extraordinary new products designed to be game changers or, in some cases, “bet the company” entries into the market.
Sales Training Connection
OCTOBER 4, 2016
Sales Process. Listen to a conversation about the need for improving sales process and it usually begins like this: “We have very aggressive sales targets and we’re just not getting there.”. “We’re
Sales Training Connection
DECEMBER 14, 2016
Selling to C-Suite Puzzle. In major accounts sales success at the C-level is a “do or die” proposition. What makes it particularly challenging is “one strike and you’re out.” ” There’s no second chance to get it right.
Sales Training Connection
OCTOBER 13, 2016
Sales training. Here’s the conundrum … You have a 250 person sales team. You are a new, first time Sales Training Director. You replaced a sales manager who did no sales training for a long time. To add urgency, revenue numbers have been stagnant for too long.
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Sales Training Connection
NOVEMBER 3, 2016
Sales training. If you look back over the last decade, a number of industries have gone through dramatic change. They have changed what they buy, how they buy, and what they are willing to pay for it. The future will produce more of the same with the changes likely to be even more dramatic.
Sales Training Connection
NOVEMBER 10, 2016
Companies spend a tremendous amount of time, money and effort every year to improve the productivity of their sales teams. The intervention strategies range from sales training efforts to coaching initiatives to sales tools to marketing materials.
Sales Training Connection
SEPTEMBER 20, 2016
Sales coaching puzzle. A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers.
Sales Training Connection
NOVEMBER 24, 2016
Wishing everyone a Happy Thanksgiving … and for many a long weekend filled with fun, football, and perhaps some shopping
Sales Training Connection
OCTOBER 17, 2016
Developing a sales culture. Traditionally when talking about sales best practices, most of the emphasis has been placed on individual sales rep and sales management skill sets.
Sales Training Connection
FEBRUARY 25, 2015
Listening isn’t a spectator sport. You have to get in the game. You must convert from thinking about listening as something that is passive – to something that is active.
Advertisement
Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.
Sales Training Connection
FEBRUARY 22, 2017
Listening in sales calls. While most salespeople have come to agree that asking questions is a key skill, many still underestimate the contribution of good listening to achieving top performance. It is the forgotten twin in the proposition – ask, listen and then talk.
Sales Training Connection
MAY 27, 2015
Internal Champions. In major accounts a lot of the selling is going on when you are not there. So developing internal champions is a key to sales success.
Sales Training Connection
MARCH 4, 2018
Medical Device Selling Trends. ORTHOWORLD published an article in their February 2012 ORTHOKNOW newsletter summarizing key points Richard shared in a Medsider podcast with Scott Nelson on emerging trends in medical device sales.
Sales Training Connection
OCTOBER 21, 2015
Sales excellence. Major account selling is truly a highly skilled and information-intense profession. Just like any highly skilled profession one must not only master skills; you must also understand the principles upon which success is built.
Sales Training Connection
JUNE 1, 2015
Salespeople like everyone else can succumb to the temptation to stay busy. Research tells us that most people have an aversion to idleness and a bias toward taking action – especially when facing uncertainty. The rub is it doesn’t seem to matter if the action is a productive effort or not.
Advertisement
Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.
Sales Training Connection
AUGUST 17, 2015
Product sales pitches. If you are an avid reader of sales blogs, it’s likely you will come across three or four blogs a week about the secret sauce for creating a winning product pitch.
Sales Training Connection
APRIL 27, 2015
Sales Manager. How can we diagnose someone with “super salesperson syndrome”(S3)? Well, a sales manager with the “super salesperson syndrome ” will probably exhibited some of these 6 characteristics : Sell rather than coach.
Sales Training Connection
FEBRUARY 6, 2015
Sales Coaching. Asking questions is an underpinning of successful selling. The notion – ask, listen, and then talk is a powerful principle in the science of successful selling. Asking questions is also an underpinning of successful interactions between salespeople and their sales managers.
Sales Training Connection
NOVEMBER 11, 2015
Customers Buying Journey. McKinsey&Co’s David Edelman and Marc Singer recently wrote about the world of consumer buying. We thought the overall conclusion also had relevance for the B2B market.
Advertisement
A blueprint for turning average performers into top reps.
Sales Training Connection
MARCH 1, 2017
New Sales Managers. Customers expect salespeople to know more today than ever before … and to know it at a higher level of proficiency. This difference constitutes an inflexion point. Customers now want sales reps who are trusted advisors not product facilitators.
Sales Training Connection
MARCH 25, 2015
Given the substantial amount of money that companies commit to training every year, the notion of learning more about how to get it right is a question of interest. With that in mind, McKinsey & Co conducted a survey of 1,400 executives worldwide to explore the question. Major Finding.
Sales Training Connection
DECEMBER 1, 2014
Today having a superior sales team is more important than ever. Good is no longer good enough. Several factors are driving this need for excellence – two stand out: You can’t sustain a competitive advantage by product alone.
Sales Training Connection
JANUARY 4, 2017
Crafting sales strategy. In B2B sales, one-size-does-not-fit-all is a cornerstone proposition. There are no generic customers; hence there are no winning generic strategies – each customer is unique and every winning account strategy must take that uniqueness into consideration.
Advertisement
This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.
Sales Training Connection
MAY 15, 2015
Sellers need to change now. Are you ready? According to Bain & Company, B2B sales executives have seen tremendous disruption in recent years – and there’s no reason to think it won’t continue.
Sales Training Connection
FEBRUARY 18, 2015
Sales reps and new college grads. From time to time we come across articles that tell a tale of doom for Sales as a career. The stories predict dramatic reductions in the number of sales reps as the future unfolds.
Sales Training Connection
JUNE 24, 2015
Ssales Simulation. Historically companies have often used sales simulations as a capstone sales training program for their senior sales reps or their national account group – that is when the program is positioned as a Top Gun school.
Sales Training Connection
AUGUST 10, 2015
Sales Mastery 2015. According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. And if buyers change how they buy – salespeople need to change how they sell.
Speaker: Steve Benson, Founder and CEO, Badger Maps
A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.
Sales Training Connection
JANUARY 19, 2015
Consider this …. “If If you create an environment that inspires people in the good times and bad, they will figure out the right strategy and will do the right things from an execution perspective. I used to think strategy, execution and culture were a three-legged stool.
Sales Training Connection
OCTOBER 28, 2015
Whether or not you have put in place a sales process – it is happening everyday. It is whatever your salespeople are doing Monday morning to navigate the customer’s buying process. The real problem is not, therefore, a lack of sales process.
Sales Training Connection
MAY 20, 2015
Sales Success. Constant change has always characterized the business world. Looking in the rear view mirror has never been a recommended strategy for determining future direction. However, from time to time the nature of the change takes on a different look.
Sales Training Connection
NOVEMBER 18, 2015
While hardly a new idea, professional sport teams increasingly are hiring psychologists to work with their players. Individual athletes, like golfers and tennis players, are too. In all cases the goal is the same: Gaining an edge and lifting performance to the next level.
Speaker: Jeff Davis, Founder, jd2 Consulting Group
Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.
Sales Training Connection
APRIL 20, 2015
Developing Sales Leaders. It’s natural for front-line sales managers to focus on sales team performance – drilling down on the numbers. The deadlines are immediate and the rewards are explicit.
Sales Training Connection
MAY 16, 2017
Sales teams – more people with “sales antennae up” = more wins. The investment required to make a sale is lower when selling to existing customers versus new customers.
Sales Training Connection
NOVEMBER 21, 2014
Develop soft sales skills, too. Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and you’re likely find some of these sales skills being taught.
Sales Training Connection
APRIL 22, 2015
Good vs. Bad Business. Sales reps are always looking for that next big opportunity and justifiably so. But while all new big opportunities initially look great – be cautious! All “bright shiny objects” aren’t good opportunities.
Speaker: John Barrows, CEO, JBarrows Sales Training
As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!
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