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PODCAST 173: Training Leaders Create Leaders with Keith Daw

Sales Hacker Training

In this episode of the Sales Hacker podcast, we have Keith Daw , VP of GSD and Trainer at McDonell Consulting Group , where he ‘Gets Stuff Done’ and teaches the Sandler Training methodology. Know why you’re training your team before you start. Training during the last 15+ months [10:43]. powered by Sounder. Sam’s Corner [28:12].

Training 119
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From Offline to Online to Inline Learning

Sales and Marketing Management

Author: Tim Riesterer Most training and learning efforts are based on clusters of competencies, supported by a curriculum or catalog that gets scheduled on interest and availability. And then think about how well your training program can or can’t respond to them. In the old days, training was primarily an offline activity.

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The Cause of Bleeding Margins

Customer Centric Selling

Sales Training Article: Why Are Your Deals Bleeding Margin? By John Kenney, Sales Benchmark Index (SBI) This blog post is for those who sometimes find their sales teams negotiating against themselves, closing dirty deals to make quota, or finding their margin-rich transactions disintegrate at the end of quarter.

Margin 40
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Setting Your Strategic Direction

Sales and Marketing Management

Research out of Harvard Business School over a 10-year period showed that companies with clearly defined and well-articulated strategies outperformed their counterparts, on average, by 304 percent in profit margin, 332 percent in total sales and 833 percent in total return to shareholders.

Journal 218
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The Science of Basic Selling Skills

Bernadette McClelland

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. And the basics of selling are….? salespeople today don’t execute on the basics. And my response was, what are the basics then? Are any of these wrong? Far from it.

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Improve Sales Forecasting to Improve Sales Performance?

Anthony Cole Training

It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. Pipeline management, although generally disguised as a financial tool to predict future revenue, is supposed to accomplish one major objective: Help sales professionals sell more business, more quickly and higher margins.

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Why is Authenticity So Rare Today?

John Barrows

At Salesloft’s Rainmaker conference this year I delivered a workshop, a keynote, and I participated in a panel. In training, we try to create the perfect role play or scenario that drives the exact outcome we’re looking for when we all know it rarely works out that way. Look to make a measurable difference, not a marginal one.

Margin 111