Sales Training Connection

Selling at C-level and the too late-too little puzzle

Sales Training Connection

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.

Best practices for improving sales process

Sales Training Connection

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 – managing a conundrum

Sales Training Connection

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.

Virtual reality – a new day for medical product launch presentations

Sales Training Connection

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.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

Emerging trends in medical device sales

Sales Training Connection

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.

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Sales management coaching training – necessary but not sufficient

Sales Training Connection

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.

Happy Thanksgiving

Sales Training Connection

Wishing everyone a Happy Thanksgiving … and for many a long weekend filled with fun, football, and perhaps some shopping

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Sales culture – put the horse before the cart

Sales Training Connection

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.

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The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Listening – the forgotten twin of sales success

Sales Training Connection

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.

New sales managers – starting off on the right foot

Sales Training Connection

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 memo – winning starts with thinking strategically

Sales Training Connection

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 people in the game equals more sales

Sales Training Connection

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.

The lost art of call planning

Sales Training Connection

After many years of sitting in on sales calls and even more providing feedback to salespeople in sales simulations, we’ve noticed there definitely is variability in the amount and quality of pre-call planning.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Happy New Year!

Sales Training Connection

Happy New Year. Wishing you a successful sales year. Keep an eye on the Sales Training Connection for new ideas that may help you improve your sales performance. To a smashing 2017, Janet and Richard

Sales performance – average is over

Sales Training Connection

Sales performance. 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.

Artificial Intelligence – a last best hope for sales management coaching

Sales Training Connection

AI and Sales Management. Sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it. The “it” of course is sales coaching.

Transitioning to sales manager – a rubicon moment

Sales Training Connection

New sales managers. Congratulations! You’ve done it! You have crossed over! You are now a sales manager. So, what do you do now? Even after some initial guidance from colleagues, most new sales managers find themselves struggling to figure out how to balance the requirements of the position.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Sales excellence and the comfort zone freeze

Sales Training Connection

Sometimes great short-term sales success can be a bad predictive of future sales excellence. Let’s take a look at why that might be and examine the consequences. There are a number of market and company specific reasons why this troubling dilemma tends to materialize at various times.

Don’t lose sales you should win – connect the dots

Sales Training Connection

Winning sales – connect the dots. Often a sale is lost even when the solution is a good fit because the salesperson fails to make the connection between the solution and the customer needs. The seller gets Step 1 right – they develop a good understanding of the customer’s needs.

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How can new sales reps build their credibility?

Sales Training Connection

New Sales Reps. What would successful sales reps and sales managers tell a new salesperson on how to gain credibility? We posed that question to our customers and heard many great recommendations, like: Listen to the customer’s needs.

Getting sales rep onboarding right – it matters more than ever

Sales Training Connection

Onboarding new sales reps. Today a sales team must not only be able to sell a competitive advantage; they must be a competitive advantage. In most companies, it is increasingly difficult to sustain a competitive advantage by traditional means.

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Trials and tribulations of new sales managers

Sales Training Connection

Sales Manager. New sales managers often are promoted for their sales success – not sales management expertise. So what happens after the sales manager assumes the role and responsibilities of their new position?

Building sales management excellence: 12 questions for getting it right

Sales Training Connection

Sales Management Excellence. Herminia Ibaraan, an INSEAD professor, published a provocative book arguing that in today’s market if you desire to get better at management you must venture outside your comfort zone. Being stuck in outdated mindsets or ways of doing things will not lead to success.

Sales alert: millennials are here

Sales Training Connection

Millennials and Sales. Millennials, born between 1982 and 1993, are 80 million strong. In 2015 Millennials passed Generation X to make up the largest share of the workforce. In 2020 they will be nearly half of the workforce.

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Sales coaches – and the teaching trap

Sales Training Connection

Sales coaching. When top sales managers are asked what advice they would give to someone wanting to improve their coaching, a pervasive answer is – stop trying to teach your sales team and start trying to help them learn. . This is hardly new news.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

Sales excellence – listening is not a spectator sport

Sales Training Connection

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.

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Sales: understand past successes and you’ll double future ones

Sales Training Connection

Sales Strategy. When you listen in on strategic account review sessions between Sales Managers and sales reps all too often the conversations is primarily about what has gone wrong – “Why did we lose that big sale?” or “How come the forecast figures are off?”.

Diagnosing a common sales pitfall – ask then pitch

Sales Training Connection

Sales calls – ask questions. Today almost everyone has come around to the idea that “ asking questions ” is a critical sales skill. Asking questions is now accepted as a fundamental sales competency.

A 2026 excursion to the future of sales training

Sales Training Connection

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. Suspending disbelief, assume you have time traveled and have arrived in the summer of 2026.

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.

Sales training for meeting buyers’ expectations in 2016

Sales Training Connection

Recent years have seen a tremendous disruption in how customers buy. And if buyers change how they buy – salespeople need to change how they sell. Customers want fresh ideas and creative insights for addressing a set of needs and opportunities that are both new and challenging.

Sales training myopia of tech start-ups

Sales Training Connection

Sales Training and Start-ups. Why do some start-ups make it and some don’t? As one might suspect, given the staggering number of start-ups formed every year, there is no shortage of information on critical success factors. Some common ones are: Timing, working capital, and the leadership team.

Happy July 4th!

Sales Training Connection

July 4th Fireworks. Wishing everyone a happy 4th of July holiday

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Navigating the byzantine world of the complex sale

Sales Training Connection

Complex Sales. When comparing small transactional sales to large complex sales, the differences in the buying process are difficult to overstate.

Successful Social Selling Best Practices Guide

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.