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3 Sales Training Don’ts

Pipeliner

Don’t Confuse Product Training with Sales Training One of the most popular complaints of buyers that we interview is the “walking product brochure” complaint. Prospects are very reluctant to buy from reps that provide no value beyond being able to recite product specs.

Sales training – managing a conundrum

Sales Training Connection

Sales training. You are a new, first time Sales Training Director. You replaced a sales manager who did no sales training for a long time. The VP of Sales now feels that sales training is definitely needed and it needs to be done in short order.

Prospecting in Sales – Cold-Calls, Emails and Social Selling

Fill the Funnel

Prospecting in Sales – Cold-Calls, Emails and Social Selling. If you want to start an argument in your sales circles just ask an “expert” what works when prospecting in sales: cold-calls, email or social selling. The post Prospecting in Sales – Cold-Calls, Emails and Social Selling appeared first on Fill the Funnel. Customer Acquisition Process Events Social Selling Training Web Tools cold calling email prospecting

RIP: Sales Training

Sales Benchmark Index

Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Sales training is a form of their development. This is known as the event based training meeting.

Sales Prospecting in the 21st century - Part 4

Increase Sales

The last reaction salespeople want from their sales prospecting efforts is to ignore the requests of a sales lead. P.S. You may wish to secure some different inside sales training as a follow-up email after I requested removal is really very, very annoying.

Reaching Prospects

Score More Sales

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Train My Salespeople … Really?

No More Cold Calling

Think sales training is unnecessary? Many sales organizations bristle at the idea of spending money on sales training programs. But recent research from CSO Insights shows a direct correlation between the quality of a company’s sales training and quota attainment.

Sales Training is Not Just for Big Business – Part 03

Increase Sales

Sales training, rather good sales training (results driven), is the mechanism to reduce and eventually eliminate these inconsistencies. Since businesses are dynamic with changes in people and process, sales training must be an ongoing solution. Good sales training will identify the sales process or even provide one so that everyone understands how the ideal customers are identified, attracted, sold and then kept as loyal customers.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting.

Prospects Aren’t Always Prospects

Sharon Drew Morgan

As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not true or we’d be closing a lot more business and wasting a lot less time following the wrong prospects. So rule number #1: need does not a prospect make. I trained a large insurance group that got a 600% increase in sales over the control group (they went from 110 visits and 18 closed sales to 27 visits and 25 closed sales).

Sales Teams Need Face Time—with Prospects and Each Other

No More Cold Calling

A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. There’s nothing like getting the gang together in person.

Pitchy No Value Prospecting

The Sales Blog

I wonder how the salesperson knows about our prospecting processes. My reply to this young salesperson to explain to him that I am not a good prospect did not in any way dissuade him. He’s not intentionally tone deaf, he is just poorly trained, poorly led, and poorly managed.

Sales Prospecting in Beast Mode

Score More Sales

What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Developing Rapport Quickly with Sales Prospects

Anthony Cole Training

A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group. closing more sales Sales Strategies rapport with sales prospects initial sales meetings asking the right questions

Fanatical Prospecting with Jeb Blount

Igniting Sales Transformation

Jeb and I talked about prospecting and why it is one of THE most important things you need to be doing to fill your sales funnel. The problem is that far too many sellers are not blocking the time to do the prospecting work.

The Ongoing Desire for the Perfect Sales Training

Increase Sales

Is it just me or does most of the sales training appear to identify what makes the perfect, almost robotic top sales performer who never makes a mistake? Don’t you wish as a small business owner or sales manager if you could quickly train your sales people to be the perfect android?

The 5 Questions That Get Prospects to Buy so You Don't Have to Sell

Understanding the Sales Force

In this business, I can't ever be better at training, coaching, evaluating, consulting, and general sales expertise than I am when actually selling. Dave Kurlan growing a sales team prospecting salesforce.comIt's a catch-22 that I find myself in all of the time.

30 Ways to Reach Prospects

Score More Sales

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Don’t be afraid to let them know that you feel they could be a great prospective client / customer.

Are You The Best at Engaging Prospects?

Sales Benchmark Index

Prospects typically engage with vendors more than halfway through their purchasing process. Now more than ever, the first interaction between a prospect and vendor is critical. Companies with a world-class prospect experience convert more inbound leads to opportunities.

5 Takeaways from a Sales Management Training

Sales Benchmark Index

I spent last week at a Sales Management training event with a client. As a Sales Operations leader, you must be allocating the right resources to training. Here are 5 key takeaways that made this training a success. Gamify the training. Train on Social Selling.

PROSPECTS AREN’T ALWAYS PROSPECTS

Sharon Drew Morgan

As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not true or we’d be closing a lot more business and wasting a lot less time following the wrong prospects. So rule number #1: need does not a prospect make.

How to Reach Today's Buyers with Modern Prospecting

Sales Benchmark Index

The vast majority of training is focused on selling once you are face-to-face. The primary differentiator of today''s top Sales Rep is the ability to prospect. This could be prospecting for new business or different buying centers within existing customers.

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Prospecting: Never Fall Behind, Never Play Catch Up

The Sales Blog

If you decide that January is a tough month to prospect, and you don’t create any new opportunities, you just doubled the number of opportunities you need to create in February. Prospecting it the lifeblood of a sales organization. Let’s imagine that your quota is $2,000,000 this year.

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I Have Seen the Future of Sales and it is Bright

The Sales Hunter

Blog leadership Motivational Sales Speaker Networking Professional Selling Skills Prospecting Sales Development Training Sales Motivation outbound prospecting sales leader sales leadership sales motivation sales prospecting

How to Take the “Snore” Out of Sales Training

Sales Benchmark Index

It is so compelling, yet your sales training class did not grasp it. This post is about the importance of sales training fundamentals. The best sales training content is forgotten without memorable delivery. Keep the program interactive during the entire training session.

10 Reasons Why Prospects Don’t Make the Best Choices

Smart Selling Tools

” Heck you’ve probably encountered any number of prospects who suffer from the malady. The question has to be asked, “If prospects are so smart, why don’t they make the best choices?” So much of sales skills training is based on rational thought and logic.

Top Ten Prospecting Mistakes Salespeople Make

The Sales Heretic

For most salespeople, professionals and business owners, the sales process begins with prospecting. And yet, too often, we unwittingly sabotage our prospecting efforts. Sales business call follow up letter manager owner plan professional prospect prospecting target market training

The Guide to a Customized Sales Training Program

Sales Benchmark Index

Why do you need customized sales training program? A customized sales training program will do both of these. Customizing a sales training program is easier than you think. If you only have one style of training, (i.e. You won’t dismiss the “training event” entirely.

Partner Hiring and Training

Your Sales Management Guru

Partner Hiring and Training Lessons from Sage Summit. Non-productive partner companies often hire the best, but fall short at training their talent. Professional and personal ongoing training and development at your office is more critical. The next piece is ongoing training.

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Changing the Odds In Your Prospecting

The Pipeline

What I am talking about specifically is prospecting, especially for buyers in the deep sea of Status Quo. This why sales people hate telephone prospecting, high rate of rejection, low rate of success. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Sales Prospecting: Is Cold Calling Dead?

Customer Centric Selling

Sales Prospecting: Is Cold Calling Dead? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Many prospects that have answered cold calls probably hope the rumor is true and are actively trying to spread it.

Money Monday Strategic Prospecting Plan

Score More Sales

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day.

Sell to Prospects to those who CAN Buy

Sharon Drew Morgan

Here are the problems you face when targeting probably buyers who don’t yet have all their ducks in a row: Once prospects have determined a need, you’re already in a competitive situation and have to find ways to be better/cheaper/more branded. Your solution is great.

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Looking to Grow Your Business? Learn How to Get Directly Introducted to Your Best Prospects

Sales and Management Blog

Whether you’re relatively new to sales or are a scarred, proven old pro, prospecting is a tough chore that we all must do otherwise we’ll quickly find ourselves out of business. . And there are a great many ways to prospect, from cold calling to cold walking to networking to purchasing ads to social media to encouraging word of mouth referrals to the traditional asking for referrals from clients and friends.

LinkedIn Training for B2B Social Selling

Fill the Funnel

Excited to announce the public launch of LearnAboutLinked.com and the best LinkedIn training focused on B2B sales and marketing professionals that understand the power behind social selling. Having the opportunity to partner with Viveka to bring this training to the market is a blessing.

Key Skills for Prospective Sellers | Sales Tips

Sell More and Work Less

My answers surprised them a … Read More » Sales Tips Colleen Francis Engage Selling Solutions key seller skills sales coaching Sales Lessons sales skills Sales Strategies sales team sales trainingLast year, I was interviewed by Maclean’s Magazine.

Looking for More and Better Prospects?

The Pipeline

On Thursday April 16, at 1:00 pm Eastern: I will be part of a webinar with eGrabber , titled: Mastering two key elements of Sales and Prospecting success. If you need new prospects to fill your pipeline with the right opportunities, you should attend these webinars.

4 Twitter Prospecting Strategies

Score More Sales

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. Doing this alone can give you enough good reasons to contact prospects and existing customers to add value.

How Will You Respond To A Prospect Who Asks About Price?

Paul Cherry's Top Sales Techniques

When prospects call you, they’re actively seeking you out, which means they have a pre-established interest in the goods or services you sell. One of the most common questions prospects will open the conversation with you is, “How much does your product or service cost?”

Phone Prospecting Strategy for Success

Score More Sales

While we are talking about visuals – I recommend you create one column to track prospects and one column to keep track of conversations with potential referrers – those people who can refer multiple sales opportunities your way.