Sales Training Connection

12 tips for storytelling during sales calls

Sales Training Connection

Salespeople who are able to share engaging stories that resonate with the listener make a connection. It’s one thing to list why a customer should do business with you; it’s another to be able to relate a past success story that brings that list to life.

Handling 5 mistakes to get sales back on track

Sales Training Connection

Salespeople dread dealing with mistakes. At best they get you off track … at worst they lose you the sale. Mistakes run the gamut from corporate issues, like defective products or billing issues, to mistakes generated by the salesperson themselves, like sharing faulty information or missing a key player involved in making the buying decision. Some mistakes are just annoying, some are financially costly, and some have even more dire consequences. But no matter one’s skill or luck, mistakes occur.

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Great sales coaching starts with receptivity

Sales Training Connection

Sales coaching can make a difference, and it should be a priority. In fact, pros agree that sales coaching is a critical piece of the puzzle in developing a world-class sales team. Yet, when it comes to giving coaching feedback, most sales managers don’t do it enough. Many times it’s water off a duck’s back, and sometimes it makes matters worse. There are many reasons why giving feedback often fails to make a difference.

Acknowledge selling mistakes … don’t panic!

Sales Training Connection

No one likes to make mistakes. What’s to like? At best, they get you off track … at worst, they lose you the sale. Mistakes run the gamut, from corporate issues, like defective products or billing issues, to mistakes generated by the salesperson themselves, like sharing faulty information or missing a key player involved in making the buying decision. Some mistakes are just annoying, some are really difficult to handle, and some are potential deal breakers.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

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.

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.

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 – 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.

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.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

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.

Sports 142

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 productivity – time to push the more button

Sales Training Connection

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.

Funnel 112

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.

Study 111

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Happy Thanksgiving

Sales Training Connection

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

108
108

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.

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.

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.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

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 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.

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.

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 ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

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.

Sports 132

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.

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.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

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.

Survey 123

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 130

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.

Data-Driven Marketing 101

This eBook highlights how data-driven strategies empower marketing campaigns through personalization tactics.

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.

Survey 118

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 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.

Best Practices for Marketing Database Cleanse

Finding a vendor to cleanse and optimize your marketing database can be difficult if you don’t know what to look for. Download the eBook to get the most out of your database cleanse and find an appropriate vendor for your B2B marketing objectives.