Sales Training Connection

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.

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

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.

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.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica whitepaper to learn how important conversational AI is to your CX strategy.

Sales training – more of the same never results in something different

Sales Training Connection

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.

Negotiation strategy – positioning the glass as half full

Sales Training Connection

Negotiation Strategy. There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation.

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.

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 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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10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

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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Internal champions – why one may not be enough

Sales Training Connection

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 success trap – confusing busy with productive

Sales Training Connection

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.

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.

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

Sales excellence – put the horse before the cart

Sales Training Connection

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 management coaching – the power of questions

Sales Training Connection

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 managers and the story of the “super salesperson syndrome”

Sales Training Connection

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.

Product pitches – nothing dies harder than a bad idea

Sales Training Connection

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.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Shape the customer’s decision journey – create a unique competitive advantage

Sales Training Connection

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.

Becoming a top sales performer – in the end it’s up to you

Sales Training Connection

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.

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Sales training – what’s the biggest challenge?

Sales Training Connection

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.

College graduates – should you consider a sales job?

Sales Training Connection

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.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Sales management – the power of culture

Sales Training Connection

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.

An age of disruption – salespeople need to change now and change fast

Sales Training Connection

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.

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Sales simulations – try one, you’ll like it

Sales Training Connection

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 mastery 2015 – a horse of a different color

Sales Training Connection

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.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Getting sales process right

Sales Training Connection

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 success – don’t forget these 6 soft skills

Sales Training Connection

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.

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Sales coaching above and beyond the sales comfort zone

Sales Training Connection

Sales Coaching. Salespeople sometimes have a propensity to stay in their comfort zone – doing more of what they are doing well.

Sales success in an age of disruptive change

Sales Training Connection

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.

In the Race to Win More Customers, Sales Needs Digital Transformation

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 managers – are you passing the leadership development test?

Sales Training Connection

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 Coaching: Lessons from the Mets’ Psychologist

Sales Training Connection

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.

Pipeline management – not all business is good business

Sales Training Connection

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.

Sales success – a different take on winners and losers

Sales Training Connection

Sales rep winners and losers. Whether in sports, politics, business or sales, this question is always on the table – What is the difference between winners and losers? Many people spend lots of time and effort trying to determine what the difference is between those people who win and those who lose.

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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.