The Power of Stories and Sales Leadership

Women Sales Pros

Great sales leaders incorporate storytelling into their daily training and coaching.Everyone has heard a great speaker at some point in their career. We are wired for stories because they activate chemicals in our brains. This type of feel-good story activates the oxytocin chemical in the brain. This chemical makes us more empathetic. We’ve all heard the phrase that “knowledge is power.” But that phrase needs more: “Knowledge is power–when it is applied.”

Five Skills to Help New Sales Managers Succeed

Miller Heiman Group

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. To learn more about perfecting this blend of art and science to take your sales managers to the next level, check out the Miller Heiman Group’s Professional Sales Coaching training and listen to my Move the Deal podcast.

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Sales middle managers – what motivates them the most?

Sales Training Connection

The results are part of Insigniam’s 2014 Middle Management Survey, which is based on responses from 200 managers in Global 1000 companies from several industries, including healthcare, pharmaceuticals, chemicals, energy, manufacturing, and biotech. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Sales Middle Managers. Middle managers are the key to implementing C-Suite strategic initiatives.

The Future of Sales: What will the World Look Like for Sales Teams After the Quarantine? with Hang Black, Episode #147

Vengreso

She holds a BS in Chemical Engineering from the University of Texas at Austin, plus three patents in semiconductor manufacturing. 2:30] Hang’s story: from Chemical Engineer to Head of Global Sales Enablement. [4:43] Subscribe to Modern Selling on the App of Your Choice!

Make Your Sales Force Your Loyalty Program

Sales and Marketing Management

In our research across a broad spectrum of business-to-business companies, including medical devices, chemicals, pulp and paper, pharmaceuticals, heavy earth-moving equipment and banking, we consistently find the most important factor that builds a strong, loyalty-based relationship between a customer and a company is superb account management by their sales representative.

Move the Deal Episode 11: Sales Management Strategies that Work with Kevin Lewis

Miller Heiman Group

In the latest episode of Move the Deal , host Greg Moore talks with Kevin Lewis, Global Sales Excellence Leader Kevin Lewis at Milliken Chemical. As a sales leader at Milliken, a leading manufacturer of plastics additives, colorants, silicones and chemical intermediates, Lewis supports sales managers and sellers around the world by helping them succeed through training, improved processes and coaching.

What is Your Company’s DNA?

Sales and Marketing Management

Not chemical, biological DNA, of course, but what I call corporate DNA. Customer companies measure success by retention, satisfaction, and loyalty, and everything they do—from the way they target a particular market to the way they train and compensate their employees—is motivated by customer needs and those companies’ relationships with their customers. Author: Andy Cunningham Who are you as a company? And why do you matter?

Sales Training Article (SBI) - So What Can I Sell You?

Customer Centric Selling

Sales Training Article: So What Can I Sell You? As a next step, he began contacting major US chemical companies for assistance. Max was contacted by the big 3 chemical companies. Register for a sales training workshop to learn how to sell better and make your number in 2014. Take a look at the sales training workshops available to you and improve sales performance. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company

Are You Ready to Enhance Your Productivity?

Smooth Sale

These two chemicals can organically keep you more energized, focused, and motivated to excel continuously. Learn more to train teams, and join the advocacy program. Vengreso Provides easy-to-follow on-demand sales training for LinkedIn. Photo by Geralt via Pixabay.

The Lost Art of Selling

Platinum Rules for Success

At its zenith, Xerox put new hires through months of sales training before they ever called on a customer. In the computer, insurance, real estate, chemical, automobile, software, furniture, appliance, security and many other industries, superb sales skills were critical for career success. Yet, the sales training curriculums that built these companies (and in some cases the companies themselves) have virtually disappeared. Sales training is NOT about entertainment.

7 FASCINATING FACTS ABOUT A SALESPERSON'S MIND

HeavyHitter Sales

It turns out your innate nature to help people is really the result of a chemical reaction.   All marketing departments should pay attention to this fact when creating sales training collateral! During the first four years of your life, 90 percent of your brain’s growth and development occurred. Your mind evolved as it interacted with the world around you and recorded strange and exciting new experiences. Now, it has been accumulating these experiences for decades.

A Modern Selling Tip: Learn to Sell the Way You Buy, with David Priemer, Episode #150

Vengreso

in Chemistry and Atmospheric Science from York University and a Master’s degree in Chemical Engineering from the University of Toronto. Modern buyers are more difficult to engage with than ever before because of a myriad of factors. Thankfully, science is here to help.

Don’t Give Up On The Obvious

The How and Why to Sell to Friends

After trying a myriad of ideas involving sophisticated chemicals, ultrasonic weapons, and a substantial budget to battle thousands of pigeons, the actual solution that worked beautifully cost less than $25. If you want to know why most training fails, listen up!

Remote Selling Viewpoints with Hans Fuller of @StorySlab

SBI

Many are in complex industries like manufacturing, machinery, chemicals, and healthcare where reps are accustomed to in-person meetings where they can engage in the dialog necessary for effective consultative selling. Q: What is the impact on organizations that adopt virtual training?

The Importance Of A Balanced Inventory Management System

Smooth Sale

AUTHOR BIO: Mariana Vieth is Director of Marketing at WSI , a leading third-party logistics provider specializing in fulfillment, chemical warehousing, trans-loading, transportation, and more. ” Learn more to train teams, and join the advocacy program.

Overlearning: Help your learners lock in learning (and make sure they don’t forget it completely)

Selling Essentials RapidLearning Center

Because when “you stop training on a new skill immediately after you’ve mastered it, the area of the brain related to the skill is still plastic,” said a lead researcher. The control group was found to have more of a chemical called glutamate active in their brains.

Let’s Talk Sales! Inspirational Quote from Jack Welch – Episode 142

criteria for success

This quote comes from Jack Welch, an American business executive, author, and chemical engineer. Hiring the wrong salesperson is extremely costly – the average cost of recruiting, hiring and training a new employee is typically 200% of an employee’s average salary. Today's quote from Jack Welch is about making better hiring decisions. Read on to learn more about this week's Let's Talk Sales inspiration!

Can I Legally Record Sales Calls in California?

ExecVision

California is known for putting the interests of its residents first, which is why we have tags on products that read “This product contains chemicals known to the State of California to cause cancer”. This means that “This call may recorded for quality and training purposes” is sufficient enough in the eyes of the law to legally record the conversation that follows. Spoiler alert: Yes, you can legally record sales calls placed into or out of the Golden State.

Crypto Clarified – with Metaphors

Anne Miller

So, yes, now you “see” how fast crypto is growing, and, adds Sonia, “…this train isn’t stopping!”. Confused by cryptocurrencies? Baffled by the Blockchain? Bewildered by Bitcoin? You are not alone–which is why Sonia Dumas is so much in demand. .

TSE 1141: The Fundamentals of Visnostic Selling

Sales Evangelist

The book talks about storytelling and neuroscience and explains the chemical reactions that happen in the brain. When you trigger chemicals in your client’s brain without him even realizing it, that’s powerful. Managers who are interested in this kind of training must do their homework first. You've heard us talk about the TSE Certified Sales Training Program , and we're offering the first module free as a gift to you.

3 Bad Sales Habits That Hurt Your Performance

Growbots

Part of the problem is the extensive product training companies pound into their sellers’ brains. I met a seller who shared with me that he was a chemical engineer that worked for a company that sold industrial adhesives (expensive glue). Salespeople are under constant pressure to be at or above quota. What sellers do can be calculated to decimal points (percent of quota).

TSE 1090: I'm Selling More Than Water

Sales Evangelist

The municipalities add all kinds of chemicals into the water to kill bacteria. Try the first module of the TSE Certified Sales Training Program for free. This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

8 Highspot Competitors: An In-Depth Analysis

Zunos

The third image shows the interface of a telecommunications company where the sellers may need easy access to training, promos, and product launches. User-friendly playbooks that offer onboarding and training to help sellers sell effectively.

The Pipeline ? Beware The Mixed Message ? Sales eXchange ? 138

The Pipeline

Nice glossy presentation, containing nothing of interest to me; and given the chemical content of the glossy pages, I couldn’t even use it to wrap fish. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust.

Our Products Are Becoming Commoditized!

Partners in Excellence

Computers used to be a mystery, they were very complex (still are), our customers didn’t understand them, and legions of sales people with specialized training and knowledge were needed to sell them. Ironically, those who have been selling true commodities (for example, basic chemicals) have always known this and are competing differently. It seems every product, regardless of how complex, is destined for some level of commoditization.

Who was your sales mentor, and what was their greatest lesson?

Nutshell

Jeffrey Orens, retired chemical industry executive: All my success in business was based on what I learned in selling, most of it from two mentors. An early sales manager in the chemical industry was my second mentor. The National Speaker’s Association named their training academy after Joe. Whether it’s a killer closing tip or just some well-timed encouragement, guidance from a sales mentor can change the course of a young salesperson’s career.

League Leaders: An Interview with Justin Gauthier

Closer's Coffee

We’re not a bunch of rednecks, drilling down and dumping chemicals into the earth and not caring. For sports, I would not tie my shoes until the absolute last minute and I do that to this day when I go train. Tell me about who you are and where you come from. I grew up playing basketball , football, and snowboarding in British Columbia where there’s not much to offer unless you want to live in Vancouver.

Meet Orhan Dayioglu, Showpad Director of Business Development, DACH

Showpad

I’m a mechanical engineer by training. We had companies like Dow Chemical tell the audience why they picked Showpad and one of Munich’s best-known TV personalities did the moderating. What is your role at Showpad right now? I lead the local sales operation in the DACH region out of our new office in Munich, Germany. What did you do before you joined Showpad? But for 20 years, I’ve been a global marketing leader. My number one priority has always been to support sales people.

Meet Orhan Dayioglu, Showpad Director of Business Development, DACH

Showpad

I’m a mechanical engineer by training. We had companies like Dow Chemical tell the audience why they picked Showpad and one of Munich’s best-known TV personalities did the moderating. What is your role at Showpad right now? I lead the local sales operation in the DACH region out of our new office in Munich, Germany. What did you do before you joined Showpad? But for 20 years, I’ve been a global marketing leader. My number one priority has always been to support sales people.

How to Get Your Startup Up and Running with a Business Incubator

Hubspot Sales

Incubators do this by providing support in a variety of areas including management training, office space, capital, mentorship, and networking connections. Group training and education - Many business incubators offer an array of important business training spanning from legal advice on startup documents, incorporation terms, or IP issues to general business challenges like how to ship a product, establish a quality culture, or establish sales and marketing processes.

Best Practices for Accelerating Your Value Strategy Q&A

LeveragePoint

In the B2B world, there are some of the chemical companies that have changed their mindset about five or 10 years ago, and now focusing a lot more on value. And then I’m going to make sure that everybody is aware of them, trained on them, and that they’re using them. We train them on the process and prepare beforehand. We have a huge room, and pretty much the whole day is 20% training and 80% working in groups. We don’t call that a training session.

Who was your sales mentor, and what was their greatest lesson?

Nutshell

Jeffrey Orens, retired chemical industry executive: All my success in business was based on what I learned in selling, most of it from two mentors. An early sales manager in the chemical industry was my second mentor. The National Speaker’s Association named their training academy after Joe. Whether it’s a killer closing tip or just some well-timed encouragement, guidance from a sales mentor can change the course of a young salesperson’s career.

Email Open Rates By Industry: See How You Stack Up

Hubspot Sales

Professional Training and Coaching: 36%. What is the average email open rate for professional training and coaching companies? From a sample of over 188,000 emails, the average open rate for the professional training and coaching category is 36%. As a sales professional, you’re sending emails all day, every day. Hopefully you have some idea of what your open rate is -- but do you know how you rank against the rest of your industry?

Enabling Growth: Solving New Product Challenges with CPQ

Cincom Smart Selling

Westinghouse didn’t have time to train engineers. Are there any chemical applications applied to or used to treat the metal before or after processing? Successful sales people have always known that being successful in their job requires them to continually learn about the markets they serve, the products offered, the pricing and selling issues related to the product as it grows and changes over the years.

Sales Incentives Aren't the Only Motivator. How One Company Got Rid of Them

Hubspot Sales

I'd grown up with these men, they'd trained me, but I knew in my heart of hearts that there was no way I was going to curve that behavior. One salesperson reported that selling chemical-based tick repellant to stores in New England was impossible — these customers were ahead of the curve and only wanted natural products to use around their dogs and kids. We can all agree: Money changes the way we act. It's arguably one of the greatest motivators.

Lessons in Sales Leadership with Alice Heiman

Mindtickle

And so even though I was teaching, I was learning about his business and doing projects for him and learning about sales, sales training, the complexities of strategic selling, and all of those things. You’ve trained them to do it. You’ve repeated that training.

170+ Women in Sales Share Their Career-Defining Aha Moment

Sales Hacker

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Instead, what inspired and energized me was presenting, training, and empowering others to succeed.

Oracle 108