Sales Article about Educating Buyers: Teachers or Salespeople?

Customer Centric Selling

Sales Training Article: Teacher or Salesperson? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Scott Chan at FreeDigitalPhotos.net Do you think something is awry when people say that a seller''s job is educating buyers?

Make Your Sales Training a Big Success

Highspot

Technology has transformed the way we sell — so it’s time that technology changes the way we approach sales training, too. Most Organizations Get Sales Training Wrong. Effective Sales Training is Dynamic. But training can’t stop there.

Sales Tips: Is Your Organization Customer-Centric?

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sellers treat educated buyers like clean sheets of paper as relates to their needs. Product training for sellers is noun-based (describes what offerings are).

The Top 5 Reasons Your Sales Training Will Fail

Hubspot Sales

Sales training is a big investment. Not only are you paying for the training itself and related expenses, but your sales team is also losing prime selling hours to attend workshops and sessions. So, how do you make your training a success , not a flop?

Please Stop the Ongoing Insanity in Bank Sales Training

Increase Sales

During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? ” When bank sales training firms first focus on behaviors, that is a really big mistake. Separating training from development is also critical.

The Prevalence of Assumptions in Sales Training Coaching

Increase Sales

In the posting over at Training Industry , the author, Robert Bogue, suggested the following “Everything You Think Know About Learning Retention Rates Is Wrong.” Sales Training Coaching Tip: An experienced results focused instructional designer is a good investment.

Become a Top Sales Manager with These 6 Essential Tips

SalesLatitude

At the beginning of any meeting or workshop, begin with a statement about your expectations for all participants. Look for training and reinforcement to help you and your sales team do better qualification, work with executives, build quality pipelines, and achieve other goals.

Sales Tips: How to Determine WHERE Your 2017 Revenue Will Come From

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. However, what I did have was basic management training, skills, and education. Sales Tips: How to Plan Your 2017 for Success.

Sales Training in the Age of the Modern Seller

Highspot

Among his most useful critiques, Plutarch offered his contemporaries a takedown of education, and specifically the way things are taught. ” Eons later, Plutarch’s critique remains incredibly relevant, particularly for sales training. The Evolution of Sales Training Teaches Us to Learn. Periodic in-person training or even remote sessions are simply not dynamic enough to meet our reps needs. Ultimately, classroom training leaves sales teams unprepared.

Sales Tips: Understanding "No Decision" Losses

Customer Centric Selling

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Train (not just educate) your salespeople how to execute against that new sales process. Sales Tips: No Decision Losses - The Good, Bad & Ugly.

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The Elephant Gun to Kill a Fly Sales Training Coaching

Increase Sales

Have you recently attended many of the published sales training workshops, seminars or read some of the published books on sales training coaching? Maybe part of the reason why the elephant gun to kill a fly sales training coaching still continues is because most of it (probably over 80% in my opinion) has evolved from delivering services to Fortune 500 to 1000 businesses that can pay the arm and the leg for these learning engagements.

Sawbucks Are Better than Free

Increase Sales

In education based marketing, many small business owners to savvy entrepreneurs engage in free offerings from assessments to actual consulting time to marketing webinars to sales training coaching workshops.

Sales Tips: "WHY Do I Need Sales Training?"

Customer Centric Selling

Sales Tips: "WHY Do I Need Sales Training?". By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Why do I need instructor-led sales training when I can simply jump online and get whatever I need?”. You have to be trained.

Why Selling Pressure impedes Service Delivery Quality

Babette Ten Haken

First, these teams are not hired, or trained, to sell. In taking my storytelling speaking programs and workshops to organizations and associations like yours, I constantly hear about how you are trying to do more. Or trained via tribal knowledge communicated by longer-term employees?

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Sales Tips: 7 Reasons Why Sales Training Fails

Customer Centric Selling

Sales Tips: 7 Reasons Sales Training Fails. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. Namely, I find that there are seven (7) fundamental reasons that sales training initiatives fail: 1. The other sure sign of failure is when the first line sales managers refuse to participate in the same training they expect their salespeople to embrace. It’s education, not training.

Why Collaboration Common Sense is Workplace Unsustainable

Babette Ten Haken

Attendees at many of my workshops and keynotes , especially those on cross-functional collaboration and professional intimidation, get back to me, post-event. Like training for a triathlon or going on a diet. Most of us have collaboration common sense.

SME 70

Sales Training Insight into Common Ground for Buyers and Sellers

Customer Centric Selling

Sales Training Article: Common Ground for Buyers and Sellers. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Sign-up for one the next sales training workshops to learn how to better qualify opportunities and collaborate with buyers.

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Sales Training Insight into the Seller's Role in Complex Sales

Customer Centric Selling

Sales Training Article: Rethinking the Seller''s Role in Complex Sales. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Extensive product training allowed sellers to "teach" buyers.

Sales Training Article about Cloning Bad Selling Habits

Customer Centric Selling

Sales Training Article: Are You Cloning Bad Selling Habits? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Most vendors provide product training that points sellers toward educating buyers.

Sales Training Insight into the Seller's Role (Continued)

Customer Centric Selling

Sales Training Article: Rethinking the Seller''s Role in Complex Sales - Continued. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Read more sales training articles from CustomerCentric Selling® - The Sales Training Company.

Sales Training Insight into Reality of Who Positions Your Offerings

Customer Centric Selling

Sales Training Article: Who Positions Your Offerings? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Ask senior executives "who positions your company's offerings" and you are likely to be told that it is Marketing's role.

Sales Training Insight into Building Allies within Your Accounts

Customer Centric Selling

Sales Training Article: Building Valuable Allies within Your Accounts. The modern Buyer continues to educate themselves even after you''ve made contact. Take a look at the sales training workshops available to you and improve sales performance.

Sales Training Insight into the Well-beaten Path to Mediocrity

Customer Centric Selling

Sales Training Article: The Well-beaten Path to Mediocrity. This focus is passed onto B and C salespeople when they attend training on offerings in hopes of improving their ability to sell them. Take a look at the sales training workshops available to you and improve sales performance.

Finally! A Contact Strategy That I Appreciate

John Barrows

Subject: These apps can add value to your training services. Hi John, Would you like to know how our partner training agencies use web and mobile solutions to improve training experience and upsell? We develop custom training apps and elearning systems that improve engagement and provide complete reinforcement programs to sales reps. Shall I send you a brief pdf with an overview of the training apps?

The Five Pillars to Business Value / ROI Selling Success

The ROI Guy

The fact is that your sales reps and channel partners are spoiled by easy to use consumer applications, and expect every program they use to be visually stunning, intuitive to use, and not require any training or instructions.

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Selling to the C-Suite: Communicate and Articulate Your Potential.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Workshops. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training.

The Best Sales Training Teaches You How to be a Chameleon By Steve Richard

Sales Training Advice

I lead a lot of sales training sessions that focus on the first half of the sales process. In the workshops we do a ton of live warm and cold calling on speakerphone. This language is dictated not just by what functional area they are in now, but also what functional area they were trained in. Professional sales trainer and coach Steve Richard is Co-Founder and Head Sales Trainer at Vorsight, a leading sales training firm based in Arlington, Virginia.

Are Your Mental Barriers Keeping You From Your Increase Sales Goal?

Increase Sales

A colleague, Rick Gosser , and I recently put together a series of social media training workshops for small business owners who are newbies, novices or ninjas specific to Facebook. Mental barriers more often than not are the real obstacles to increase sales and business growth.

The Sales Leadership Imperative! Webinar for Sales Managers Who Need To Increase Sales Today

Keith Rosen

Sales leaders, who have recognized these changes, are re-educating themselves and their sales teams by adopting a totally new approach to selling as well as leading their team and as such, are forming a new type of sales culture.

Why Your Business Growth Strategy conflicts with Your Workforce Strategy

Babette Ten Haken

A weak workforce cross-training strategy makes your business growth strategy vulnerable. . Over time, employees become cross-trained, so they can cover for other employees, when necessary. Often, the educational pedigree of employees may not extend past high school.

Sitting in a Classroom or Using their Mobile Phone: How do Reps Learn Best?

Allego

You’re more likely to capture your employees’ attention if you integrate video into your training strategy. “To To be effective in delivering education, we have to understand learner wants and needs,” said Pat Amico of About Face Development in a recent interview.

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Heavy Hitter Sales Blog: Back 2 School? Why Universities Don't.

HeavyHitter Sales

Through my sales training workshops and books, I have had the privilege to help more than 50,000 salespeople become top revenue producers. Since top sales pros are some of the best paid employees within any industry, this makes it even harder to understand why a school would not attempt to educate future business professionals. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics.

Exceptions in Small Business Sales Are the Rule Not the Exception

Increase Sales

Possibly this is why there is so much information on marketing, selling and sales from the books to the webinars to the workshops or actual sales training events. small business increase sales relationship selling Sales sales pitch Sales Training small business sales

Ready for These 21 Sales Truths?

Increase Sales

This demands investing in their own professional development including reading; attending professional education workshops; and even sales coaching.). #7 Sales business to business networking emotional intelligence sales coaching sales objection Sales Training time management

How to Increase Sales Myth Work Smarter Not Harder

Increase Sales

Attend many of the sales training coaching seminars to workshops or even some some of the sales management software tools (customer relationship management CRM) and eventually you will hear all about you, as the individual contributor, need to “work smarter not harder” if you want to increase sales. Sales Training Coaching Tip: Work smarter not harder translates into the quick fix mentality.

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Do Our Professional Labels create Positive Customer Experiences?

Babette Ten Haken

These labels acknowledge that the individuals earning them have completed a level of education in specific areas of professional pursuit. Then, often PhD’s and other highly-educated professionals behave in a manner that makes feel we are not as smart as they are.

Five Sales Certifications to Help Advance Your Career

CloserIQ

More importantly, through membership in the NASP, you’ll gain access to a wealth of networking, training, and career opportunities. It requires additional sales education courses to be completed at least every three years. Devised by international training provider and behavioral specialist Huthwaite International, the certification is geared towards helping salespeople improve their emotional intelligence. It is a two-day workshop for sellers and managers.

Social Selling Success Stories

Score More Sales

Just four years ago, I had a different target market and was giving workshops around the U.S. Build trust first and then educate, educate, educate! Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

How can I get my sales folks to best adopt the Alinean-powered sales tools?

The ROI Guy

Alinean Success Workshops help map and track these metrics for you, proactively on initial launch, and every 6-12 months depending on your requirements, tracking success and driving necessary improvements. Adoption Sales Enablement Training Alinean Sales Tools Awareness

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Why Our Professional Spiel falls short on Credibility and Buy In

Babette Ten Haken

No matter how much role-playing occurs in training exercises, what business reality “sounds like” and “looks like”, real-time, is neither artificial nor staged. Regardless of pay grade, job title or level of education.

SME 100