Sales Training Connection

New business from existing business is smart business

Sales Training Connection

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.

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.

Trending Sources

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.

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.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

How to optimize your sales training investment

Sales Training Connection

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 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.

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.

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.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

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.

Sales Enablement – don’t put the cart before the horse!

Sales Training Connection

Over the last several years Sales Enablement has moved to center stage as a topic of attention in the world of sales.

Sales success – just how important is grit?

Sales Training Connection

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.

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Medical sales training – something different vs. more of the same

Sales Training Connection

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 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 Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Sales management – balancing micromanaging and abandoning

Sales Training Connection

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.

The #1 sales challenge: developing new business – 6 best practices

Sales Training Connection

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. .

Beat your competition – focus on the customer

Sales Training Connection

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.

Managing your time – a key to sales success

Sales Training Connection

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.

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The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

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 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.

Study 115

It’s okay for salespeople to say no and to disagree

Sales Training Connection

Sales success tends to be built on a foundation of saying “yes” to customers in order to garner those initial sales.

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Sales leadership programs – four common mistakes

Sales Training Connection

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.

Secrets to Successful Inside Sales Management

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 – too important to be owned exclusively by training

Sales Training Connection

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.

The Etch a Sketch Sales Force

Sales Training Connection

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 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.

Report 101

Onboarding salespeople – yesterday’s good is not good enough

Sales Training Connection

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.

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Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Sales management coaching – don’t forget those in their 40s and 50s

Sales Training Connection

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 – 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.

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 managers and the empty-bucket strategy

Sales Training Connection

Melanie Whelan, CEO of SoulCycle, shared in a NY Times a simple, interesting framework for management strategy sessions.

Internal champions – remember you are Not there most of the time

Sales Training Connection

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 and Storytelling – 16 tips and 3 shout-outs for help

Sales Training Connection

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 manager trust – everyday, all the time, everywhere

Sales Training Connection

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.

Do you understand the impact of pricing reductions on profit?

Sales Training Connection

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.

The future of sales training

Sales Training Connection

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.