SBI Growth

MAY 29, 2013

Pulling sales reps out of the field significantly decreases selling time. Sales training eats up a lot of this non selling time. As Sales Leaders we know sales training is key though. But traditional training methods cost more with fewer results than before. Agile Sales Training.

Maximizer 306

Maximizer Training Face-to-face Webinar Metrics 306

Mindtickle

AUGUST 28, 2023

The intricacies of pharmaceutical products, stringent regulatory guidelines, and the critical role healthcare professionals play in decision-making create a complex environment for sales reps. With those unique circumstances in mind, the importance of effective sales training cannot be overstated.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

The Sales Hunter

MAY 16, 2013

Is your company and/or sales team in a bit of a sales slump? I know it may surprise you to hear me say this, but sales training is not always the solution. Unfortunately, training is often pegged as the solution for everything. Obviously, I do often see where organizations could benefit greatly from training.

Training 210

Training Compensation Selling Skills Exact 210

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. For example, I have seen one that was simply: Growth!

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

Sales Training Connection

NOVEMBER 28, 2012

Selling with to hospitals and physicians - 2013 trends. As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. Let’s take a look at four critical issues affecting hospitals and physicians as 2013 unfolds. ©2012 Sales Horizons, LLC.

Health Care 90

Health Care Referrals Trends Lead Rank 90

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

The Sales Hunter

JULY 9, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Training Tip closing closing a sale questions sales questioning sales tip'

Examples 221

Examples Consultative Selling Selling Skills Customer Service 221

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Let’s take a look at what in means in hospital procedure and practice and then explore some jump-start steps medical sales reps could take to be responsive. ©2012 Sales Horizons, LLC.

Health Care 108

Health Care Customer Government Trends 108

Sales Training Connection

DECEMBER 2, 2013

Sales Training. Sales Training. Switching topics to sales training, we do not have the corresponding percentages as to the time sales trainers spend lecturing but whatever the percentage – it is higher than it needs to be. I think training is great but the time out of the field is a killer.

Training 112

Training Exercises Travel Call-back 112

SBI Growth

APRIL 3, 2013

Formal training materials. Traditional sales support literature. More sensitive questions are responded to with content developed as internal talking points for the sales field. Below is an example of how product benefits differ from Buyer Process Map questions: Product Benefit Examples. Buyer Process Map Examples.

Campaigns 300

Campaigns How To Demand Generation Targets Demand Generation 300

Sales Training Connection

FEBRUARY 15, 2013

Sales training curriculum. Planning your sales training curriculum for 2013? At this time of year most sales training managers are into planning for the year ahead. With that notion on the table, let’s turn to three other ideas that are worth considering as you plan for 2013.

Training 105

Training Hiring Face-to-face Compensation 105

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. Did you forget about enabling the sales force ? Where in your plan is getting your sales force ready to sell your new product? This is very different than product training. Who is responsible for Sales Enablement ? They don’t know how to do it.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Increase Sales

JANUARY 1, 2013

Happy 2013! and May 2013 Be Your Best Year Ever? Out with the old and in with the new is a prime example of negative conditioning. Sales Training Coaching Tip: To change a negative behavior requires more than 30 days. Now many of us know that old is not necessarily a bad or a lie.

Guarantee 127

Guarantee Webinar Metrics Facebook Coaching 127

Customer Centric Selling

JANUARY 7, 2013

Sales Training Article: How to Build Customer Loyalty in the New Year By Geoffrey James, Inc. Sales Source You can be successful in sales next year, regardless of the economy. As we enter 2013, the business world remains in a state of uncertainty. Have a great 2013, everyone! Will the economy recover?

Loyalty 51

Loyalty Training Trade Show Customer 51

Sales Training Connection

APRIL 16, 2014

Planning your sales training curriculum for 2014? At this time of year most sales training managers are into planning for the year ahead. In previous blogs we have touched on the idea that what you do before and after the sales training is as important as the sales training itself.

Training 98

Training Hiring Face-to-face Compensation 98

SBI Growth

MARCH 22, 2013

This post is about developing Sales Leadership. In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. Sales Leadership.

How To 312

How To Sales Leadership Exercises Proposal 312

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. The November 2013 issue featured an article titled Dismantling the Sales Machine. Let me give you an example. So they say. The reality is they only think it.

Sales Process 249

Sales Process Margin Survey Forecasting 249

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Compare this with world class performance of exceeding your Sales Strategy goals. 2013 Potential analysis for each initiative.

Strategy 293

Strategy Analysis Quota Resources 293

Sales and Marketing Management

MARCH 29, 2019

Author: Paula Sanders There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. However, just as technology has evolved, so has the customer’s sales approach. That’s a significant opportunity. Artificial Intelligence Is Here – Embrace It.

Marketing 209

Marketing Webinar Metrics Software Software 209

SBI Growth

NOVEMBER 3, 2012

One of the biggest problems a VP of Sales faces is prioritization. Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? This post is written for the VP of Sales trying to determine which sales productivity problem to prioritize and which ones to ignore. H ow to Sequence.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Go to your manger and get the training / coaching that you need and deserve. You’re at a point in the year where you are discussing 2013. Moneyballing: Improving Sales Competencies.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Sales Training Connection

JULY 24, 2013

Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve. A Classic – ’63 Corvette.

Training 105

Training Maximizer Face-to-face Discount 105

Sales Training Connection

DECEMBER 13, 2013

Inside Sales. When it comes to inside sales, put aside old visions of airplane hanger-size room filled with lots of salespeople making lots of sales calls using finely polished scripts. These rooms may still be around but inside sales has undergone a dramatic shift in the last several years. Training Design.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there.

Channels 111

Channels Video Training Hiring 111

Increase Sales

JULY 5, 2013

During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? My quick and direct response was “banks and other financial institutions continue to use the same training providers they have been using for the last 20 plus years.”

Banking 136

Banking Training Infusion Retention 136

Increase Sales

FEBRUARY 19, 2013

If being successful as a salesperson is all about having someone buy your solution, then most sales training really is buying training isn’t it? Now there are some efforts in the sales training industry that discuss being an assistant to the buyer. Share on Facebook.

Training 127

Training Discount Buyer Analysis 127

Score More Sales

JANUARY 13, 2014

It is challenging and stressful to get a new sales position – even if you already work for the company in another position, or if you already have been in sales elsewhere and consider yourself a pretty good seller. We see this in training sessions quite often – people come in with their arms crossed tight.

Inside Sales 225

Inside Sales Lead Rank Lead Scoring Outbound 225

Sales Training Connection

MAY 13, 2013

In sales if you want to prosper thinking about the future matters. If you are in Sales this idea is relevant, important, and too often neglected. To focus these notions about futurism to the every day world of Sales, let’s examine it from the perspective of customer value. Sales Training.

Training 111

Training Trends Competition Sales 111

Score More Sales

JANUARY 31, 2014

Total perfection in managing your time is impossible – so try for a 1% improvement in keeping this focus: Important activities that lead you to more / better sales opportunities and ultimately to new revenue. Micro improvements: self-improvement – finding ways to personally motivate yourself, for example. Micro Sales Productivity Tips.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

SBI Growth

FEBRUARY 6, 2013

It is the first night of sales kickoff for a $400 million communications company. The title is “ Make the Number in 2013 ” and he comes unglued: “The number. My sales force tells me they can’t make it. Before that I spent a small fortune on sales training. Six vendors are going to get 90% of the dollars in 2013.

Banking 288

Banking Software Software Competition 288

Understanding the Sales Force

NOVEMBER 25, 2013

Understanding the Sales Force by Dave Kurlan A very interesting article caught my attention on Inc. In the end, we are all in search of a shorter, more effective sales cycle and any help we can get is always appreciated. This video , posted last week at Sales2.0Circle , has a nuance that will help shorten your sales cycle.

Study 243

Study Sales Cycle Follow-up Account 243

Score More Sales

NOVEMBER 11, 2013

Yesterday’s sales talkers must now become today’s succinct “sales message givers.” ” Start with these three steps to craft better messaging: Step 1: Write out bulleted points or write the entire sales message that you say to potential buyers. Here is an example: Initial voice mail message: .

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

Score More Sales

SEPTEMBER 5, 2013

How can sales grow based on these ideas? Top sellers and sales leaders have always appreciated predictability such as specific dates on the calendar for annual planning, quarterly planning, coaching sessions, and reviews. We have incorporated this into our marketing and sales –. But in business?

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

Understanding the Sales Force

AUGUST 27, 2013

Understanding the Sales Force by Dave Kurlan. and over the years I''ve used them all: Consulting, speaking, training, business adviser, author, coaching, etc. The powerful time line question that shortens your sales cycle. That can be very effective self-training. (c) c) Copyright 2013 Dave Kurlan'

Conversion 224

Conversion Conference Call-back Sales Cycle 224

The Sales Hunter

AUGUST 19, 2013

The truth is, though, that when you build your sales plans to make your goal, chances are pretty high that you will MISS your goal!! Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start. Let’s use an easy example. Copyright 2013, Mark Hunter “The Sales Hunter.”

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

Score More Sales

JUNE 24, 2013

One of the most perplexing things in working with lots of sellers and sales teams is the fact that most don’t do the one thing that will easily get them connected to more sales opportunities. Example: You sell business intelligence to executives in SMB and mid-sized companies. That one activity is: Asking for referrals. .

Referrals 213

Referrals Outsourcing Services Inside Sales Lead Rank 213