Sales managers and developing trust. Sales managers must develop the trust of their sales team and help their team members to trust each other. Trust takes time to create but can be lost in a wink of an eye. While trust takes time, it doesn’t just evolve over time. MORE
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. MORE
Sales Training Investment. How much money are companies spending on sales training? And is it enough to worry about whether or not one is optimizing the investment? This, as they say, is the easy part. The answer to the first question is a lot; the answer to the second question is – yes. MORE
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. MORE
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. 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
When asked about his early management challenges, Roger Ferguson – CEO at TIAA-CREF – shared: “You have to get the balance right between leaving them alone and micromanaging.” Although Roger was discussing management in general, we thought his advice was particularly relevant for sale managers. MORE
Storytelling and Sales. Sales reps that are able to share engaging stories that resonate with customers can make a more compelling connection between their solution and the customer’s needs. 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
Etch A Sketch Sales Force. The Etch A Sketch was introduced at the peak of the Baby Boom in 1960 and was one of the best-known toys of that generation. Today, it can be found in the Toy Industry Association’s hall of the 100 most memorable 20th Century toys. 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
A new year is always a good time to look over the horizon to see what the future might have in store for us. Recently I had a chance to sit down with Richard Young and Martha Neumeister of Pipeliner CRM to discuss the future of sales training. MORE
Sales coaching. Coaching Millennials – lately much has been written about how to get it right. What works and what doesn’t? What best practices are particularly important to keep in mind when coaching the Millennials on your sales team? This of course is all good stuff. MORE
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. MORE
Time Management. A new medical device salesperson emailed us last week interested in one-on-one coaching. We talked and learned that he wasn’t interested in working on sales skills, sales strategy, or even sales presentations. MORE
Complex Sales. When comparing small transactional sales to large complex sales, the differences in the buying process are difficult to overstate. MORE
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. MORE
Onboarding New Sales Reps. How salespeople are onboarded is a significant factor for building sales success. Unfortunately, it is historically one of the most underemphasized aspects of sales performance development. Great onboarding programs for new sales people are still the exception. MORE
Internal Champion. Many things are important to be successful in B2B sales. Some topics seem to be talked about a lot; others receive less attention. One that doesn’t get a lot of attention is internal champions. 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
What is the one competency salesperson could most benefit from if they knew how to do it better? A Survey of Sales Effectiveness: Global Research on what Drives Sales Success addressed that question. The skill set was: Developing New Business. . 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. 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. MORE
Sales success tends to be built on a foundation of saying “yes” to customers in order to garner those initial sales. MORE
One of the great studies of achievement was conducted way back when in 1926 by a researcher named Catherine Morris Cox. Cox was interested in identifying the factors that contributed to the accomplishments of true genius. MORE
Beat your competition. Beating your competition … today’s it’s likely that you are facing more and better competition than in times of yesteryear. So how do you increase your win rate? First, a competitive edge is rarely achieved by knocking your competition. MORE
Let’s assume you’re a sales manager in a highly competitive B2B market with a team of eight major account reps. You have just received an email from your VP of Sales outlining an aggressive growth strategy for the next 6 months. MORE
Over the last several years Sales Enablement has moved to center stage as a topic of attention in the world of sales. 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
Medical sales training. From time to time entire industries go through dramatic changes driven by forces that are disruptive in scope and scale. Today the healthcare industry is a prime example. Most healthcare organizations are uncertain about the best strategic path forward. MORE
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. MORE
McKinsey reported an interesting research study on leadership training. If you are a Senior VP or a Training Director, the study is a must read. MORE
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. 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
Sales reps need to know more and their knowledge must be at a higher level of proficiency today than ever before. To be among the emerging winners, sales reps must not only be able to sell a competitive advantage; they must be a competitive advantage. MORE
Melanie Whelan, CEO of SoulCycle, shared in a NY Times a simple, interesting framework for management strategy sessions. MORE
Sales – Profitability and Price. In a Harvard Business Review post, Rafi Mohammed reviewed an interesting McKinsey study on the relationship between price increases and profits. 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
Sales Training Connection
MARCH 21, 2017
Let’s assume you’re a sales manager in a highly competitive B2B market with a team of eight major account reps. You have just received an email from your VP of Sales outlining an aggressive growth strategy for the next 6 months.
Sales Training Connection
APRIL 19, 2017
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.
Sales Training Connection
APRIL 26, 2017
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.
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.
Advertisement
A step-by-step guide for building a comprehensive training playbook for your sales team.
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.
Sales Training Connection
MAY 4, 2016
Sales Training Investment. How much money are companies spending on sales training? And is it enough to worry about whether or not one is optimizing the investment? This, as they say, is the easy part. The answer to the first question is a lot; the answer to the second question is – yes.
Sales Training Connection
JUNE 21, 2016
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.
Sales Training Connection
JUNE 30, 2016
Complex Sales. When comparing small transactional sales to large complex sales, the differences in the buying process are difficult to overstate.
Advertisement
Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.
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
MARCH 28, 2016
Over the last several years Sales Enablement has moved to center stage as a topic of attention in the world of sales.
Sales Training Connection
JULY 19, 2016
Medical sales training. From time to time entire industries go through dramatic changes driven by forces that are disruptive in scope and scale. Today the healthcare industry is a prime example. Most healthcare organizations are uncertain about the best strategic path forward.
Sales Training Connection
JANUARY 26, 2015
One of the great studies of achievement was conducted way back when in 1926 by a researcher named Catherine Morris Cox. Cox was interested in identifying the factors that contributed to the accomplishments of true genius.
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
Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
Sales Training Connection
JANUARY 5, 2015
When asked about his early management challenges, Roger Ferguson – CEO at TIAA-CREF – shared: “You have to get the balance right between leaving them alone and micromanaging.” Although Roger was discussing management in general, we thought his advice was particularly relevant for sale managers.
Sales Training Connection
AUGUST 17, 2016
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 Training Connection
MARCH 13, 2015
What is the one competency salesperson could most benefit from if they knew how to do it better? A Survey of Sales Effectiveness: Global Research on what Drives Sales Success addressed that question. The skill set was: Developing New Business. .
Sales Training Connection
FEBRUARY 4, 2015
Beat your competition. Beating your competition … today’s it’s likely that you are facing more and better competition than in times of yesteryear. So how do you increase your win rate? First, a competitive edge is rarely achieved by knocking your competition.
Advertisement
Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.
Sales Training Connection
APRIL 10, 2015
Time Management. A new medical device salesperson emailed us last week interested in one-on-one coaching. We talked and learned that he wasn’t interested in working on sales skills, sales strategy, or even sales presentations.
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
FEBRUARY 3, 2014
Sales success tends to be built on a foundation of saying “yes” to customers in order to garner those initial sales.
Sales Training Connection
MARCH 9, 2016
Etch A Sketch Sales Force. The Etch A Sketch was introduced at the peak of the Baby Boom in 1960 and was one of the best-known toys of that generation. Today, it can be found in the Toy Industry Association’s hall of the 100 most memorable 20th Century toys.
Sales Training Connection
DECEMBER 17, 2015
Sales reps need to know more and their knowledge must be at a higher level of proficiency today than ever before. To be among the emerging winners, sales reps must not only be able to sell a competitive advantage; they must be a competitive advantage.
Sales Training Connection
JANUARY 12, 2015
McKinsey reported an interesting research study on leadership training. If you are a Senior VP or a Training Director, the study is a must read.
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
AUGUST 20, 2014
Onboarding New Sales Reps. How salespeople are onboarded is a significant factor for building sales success. Unfortunately, it is historically one of the most underemphasized aspects of sales performance development. Great onboarding programs for new sales people are still the exception.
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 8, 2016
Melanie Whelan, CEO of SoulCycle, shared in a NY Times a simple, interesting framework for management strategy sessions.
Sales Training Connection
APRIL 8, 2015
Sales coaching. Coaching Millennials – lately much has been written about how to get it right. What works and what doesn’t? What best practices are particularly important to keep in mind when coaching the Millennials on your sales team? This of course is all good stuff.
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 15, 2017
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.
Sales Training Connection
AUGUST 18, 2014
Internal Champion. Many things are important to be successful in B2B sales. Some topics seem to be talked about a lot; others receive less attention. One that doesn’t get a lot of attention is internal champions.
Sales Training Connection
OCTOBER 17, 2014
Storytelling and Sales. Sales reps that are able to share engaging stories that resonate with customers can make a more compelling connection between their solution and the customer’s needs.
Sales Training Connection
NOVEMBER 24, 2014
Sales managers and developing trust. Sales managers must develop the trust of their sales team and help their team members to trust each other. Trust takes time to create but can be lost in a wink of an eye. While trust takes time, it doesn’t just evolve over time.
Sales Training Connection
FEBRUARY 9, 2015
Sales – Profitability and Price. In a Harvard Business Review post, Rafi Mohammed reviewed an interesting McKinsey study on the relationship between price increases and profits.
Sales Training Connection
JANUARY 31, 2017
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.
Sales Training Connection
JANUARY 28, 2015
A new year is always a good time to look over the horizon to see what the future might have in store for us. Recently I had a chance to sit down with Richard Young and Martha Neumeister of Pipeliner CRM to discuss the future of sales training.
INDUSTRY INSIGHTS YOUR PEERS ARE READING
105 
Let's personalize your content