INDUSTRY INSIGHTS YOUR PEERS ARE READING
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
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
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
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
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
Sales Coaching. Salespeople sometimes have a propensity to stay in their comfort zone – doing more of what they are doing well. 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
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. 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.
Advertiser: Interactions LLC
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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.
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Sales Training Connection
DECEMBER 6, 2016
Negotiation Strategy. There are a substantial number of skill sets and bodies of knowledge that constitute the discipline of sales negotiation.
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
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.
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.
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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.
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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
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
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.
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.
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 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
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
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
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.
Advertisement
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.
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.
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
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
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.
Advertiser: Interactions LLC
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 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
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
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.
Advertisement
A blueprint for turning average performers into top reps.
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
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
MARCH 26, 2014
Sales Coaching. Salespeople sometimes have a propensity to stay in their comfort zone – doing more of what they are doing well.
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.
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
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
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.
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.
Sales Training Connection
MAY 4, 2015
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.
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.
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