Understanding the Sales Force

DECEMBER 11, 2012

Understanding the Sales Force by Dave Kurlan There are probably topics which I've written about more often than coaching salespeople, but none that are more important nor have greater impact than coaching salespeople. I present my Top Articles on Coaching Salespeople: Why Accidental Sales Training Works More Effectively.

Sales Coaching 120

Sales Coaching Coaching Airlines Cold Calling 120

SBI Growth

MAY 29, 2013

The concept of gamification is catching on in B2B sales and marketing. Their book does an excellent job of explaining what gamification is and how it can be applied to drive a sales result. How many of you have rolled out a sales initiative only to have low adoption in the field? Commercial negotiation- think sales training.

Lead Rank 310

Lead Rank Lead Scoring Airlines B2B 310

Bernadette McClelland

SEPTEMBER 8, 2014

Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale. Advisor Beliefs Leadership Questions Sales Thought Leadership awareness Belief-ability Increase Sales Modern Day Salesperson Sales Managers Sales Training Trusted Advisor'

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale. Advisor Beliefs Leadership Questions Sales Thought Leadership awareness Belief-ability Increase Sales Modern Day Salesperson Sales Managers Sales Training Trusted Advisor'

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Pipeliner

SEPTEMBER 21, 2019

Despite the supposed benefits AI brings especially to the world of sales, and the threats it entails to local job markets, various industries are still looking for specialist skills and talents. Sales Manager. Using these approaches involves extensive study, which often amounts to four to five years of formal training.

Real Estate 68

Real Estate Airlines Salary Tourism 68

HeavyHitter Sales

MAY 18, 2013

Over the last couple of months I’ve spoken to a number of experienced sales leaders and senior sales reps who were contemplating their next career move.     It hard times for salespeople and sales managers over 50 today. Sales is a Mentor-based Profession. They aren’t Technically Savvy.

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Hiring Airlines Penetration Twitter 165

Pipeliner

DECEMBER 27, 2020

Here are some ways to pivot your sales strategy to maximize your post-COVID-19 success. What is a Sales Strategy? What do business leaders mean when they talk about a “sales strategy?” To put it simply, a sales strategy is a concrete process that allows your company to sell products and services consistently.

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Pivotal Strategy Face-to-face How To 98

Customer Centric Selling

SEPTEMBER 3, 2015

Sales Tips: Flying for Dummies - Really? By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. He was telling me about a conversation he had with a prospect company’s VP of Sales and VP of Human Resources about training their salespeople. I wonder why?

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Airlines Social Selling Training Channels 40

Pointclear

APRIL 19, 2017

One of the presenters, Mike Weinberg, summed up the sentiment in the room: “Many in what’s called the Sales 2.0 These false pronouncements are having a severe negative impact on sales performance,” he said. Prospecting sets you up for everything else in sales.”. Mike Weinberg – Mike stated, “I’m on a mission to simplify sales.

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Conference Outbound Social Media PointClear 124

Understanding the Sales Force

JUNE 26, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I was returning from New Orleans on an airline I had previously decided never to use again. It isn''t rocket science, but it does reflect poorly on recruiting, selection, management, onboarding and training. Want a good sales book to read?

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Airlines Customer Service Customer Cancellation 204

Paul Cherry's Top Sales Techniques

JUNE 5, 2009

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Sales Store.

Airlines 40

Airlines Pharmaceuticals Film Distribution 40

Jonathan Farrington

SEPTEMBER 11, 2012

” before reminding them that the very first sale ever was, in all probability, made by a woman. So, if you accept that line of reasoning, actually, sales is the oldest profession because it came first – and I think we should assume that the salesperson in this instance was female – but no guarantees of course.

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Airlines Guarantee Course Up-Sell 43

Sales Training Advice

MARCH 8, 2013

Everyone enjoyed working together and every time a sale came in we rang a bell that hung proudly near our vice president’s office. Quint writes about 4 key points needed to build a culture of excellence as exemplified by Southwest Airlines. How does your sales team take and give criticism? Now that was fun! Challenge leaders.

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Airlines Promotion Energy Up-Sell 46

Jonathan Farrington

JULY 12, 2013

Looking at badly handled calls, many of us are aware that 86% of customers would prefer not doing business with a company again if a single call is badly handled, but still many companies put inexperienced, poorly trained staff at the front end of their business. Worst of all, when you have a problem, you can’t get it resolved easily!

Customer Service 36

Customer Service Oracle Customer Airlines 36

Sales Hacker Training

MAY 26, 2020

Many sales leaders are already preparing for a future where effective virtual selling is a normal, ongoing business practice. A sales team equipped with virtual sales skills strengthens your business continuity plan in three ways. However, this requires buy-in from the sales professionals. Fast Implementation.

Benefit 122

Benefit Decision Maker Travel Airlines 122

LeveragePoint

SEPTEMBER 21, 2018

Good Value Propositions provide the 3 key ingredients of ABM for differentiated solutions by being helpful, specific and relevant , but the best Value Propositions for ABS are also robust to the challenges of live sales interactions with sophisticated customers. Stakeholders within an Account. Characterizing Stakeholders. Buying roles.

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Account Based Marketing Account Lead Rank Lead Scoring 20

Sales Hacker

APRIL 22, 2019

This week on the Sales Hacker podcast, we speak with Nick Worswick, Global Head of Growth for WeWork. Why training is so important. Subscribe to the Sales Hacker Podcast. Don’t Be Afraid to Re-Train [35:33]. Welcome to the Sales Hacker Podcast. Showpad is the leading sales enablement platform for the modern seller.

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Company Hiring Scale How To 54

Sales Hacker Training

MAY 29, 2020

STEP 3: Train your employees to handle a crisis. Take time to train your employees on how to handle a crisis effectively. An effective crisis training regime preferably starts as soon as an employee joins your team. An effective crisis training regime preferably starts as soon as an employee joins your team. Stay visual.

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Customer Social Media Twitter Churn 89