Customer Relations: The Huge Gap Between Intention and Reality

Jonathan Farrington

There are books about customer relations; there are videos about customer relations; there are Gurus (mostly self-appointed) about customer relations. None of them actually have to deliver customer relations. Which gets us back to relations with customers.

Measured Yourself on the “Relater Meter” Lately?

Jonathan Farrington

Send me your training brochure ” That was it. I think the whole message should have read : “Hi, Please send me your training brochure (although I am not sure which brochure you need). What is your score on the “Relater Meter”?

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How to optimize your sales training investment

Sales Training Connection

Sales Training Investment. How much money are companies spending on sales training? ” There are several avenues to attack the question: How do you optimize your sales training investment? At that point we totally changed how we designed our sales training.

Which Salespeople are Easier to Train - Millennials or Veteran Salespeople?

Understanding the Sales Force

But it got me wondering, why is training a puppy relatively fast and easy while it is so much harder and takes so much longer to train salespeople? Dave Kurlan sales training sales leadership sales core competencies accurate sales assessment

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.

A 2026 excursion to the future of sales training

Sales Training Connection

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. A number of the authors writing back in 2016 suggested that sales training was at an inflection point.

Sales training – it’s time to play beat the clock

Sales Training Connection

One important core question presently circulating among those who care about sales training is: What percentage of sales training ought to be done in the classroom vs. some form of guided self instruction? Why not just continue to do all the sales training in the classroom?

Sales training myopia of tech start-ups

Sales Training Connection

Sales Training and Start-ups. However, since we are in the sales training business we were particularly interested in what was being said about creating innovative sales training and developing a superior sales team. Sales training was not on the radar screen.

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

MedTech clinical staff + sales training. Yet, in many cases the clinical specialists are reticent to get more engaged in the sales process because they lack the knowledge, skills and confidence relative to selling. Check out this our sales skills training.

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Is advocating sales training a career risk?

Sales Training Connection

Sales Training. It is not a career risk to be out front advocating your company place a priority on sales training. Business Case for Sales Training. said their training exceeded expectations. Sales Training Challenger Sale sales training sales training best practices

3 Ways to Increase Sales Training Adoption

Sales Benchmark Index

Salespeople loathe sales training. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. It validates the training program.

The Key to Why Sales Training Fails

Jonathan Farrington

If the objective of a training program is for people to apply that learning in the workplace and make an observable difference to an organization’s results, then almost all corporate training fails to achieve its objective. In a fairly recent study, the American Society for Training and Development (ASTD) reported that only 3% of training reached Kirkpatrick’s “level 4 of training evaluation results” where there is an impact on the organization.

Isolating the swing factors for making big-ticket sales training investments

Sales Training Connection

Sales training investments. Let’s take a look and translate the results to sales training investments. What might this mean for sales training purchasing decisions? During the planning, implementation and post-sales training program, new swing factors are likely to emerge.

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Three Ways to Increase Sales Training Adoption

Sales Benchmark Index

Salespeople loathe sales training. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. It validates the training program.

Relate | Top Sales Trainer | Best Sales Trainer | Top Leadership.

Jeffrey Gitomer

Online Training. Relate | Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. Store. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Contact. Gitomer | March 3, 2011 | 1 Comment. Tweet Share The first question is a casual one. I always ask people where they grew up.

Stop Wasting Your Money On Sales Training!

Partners in Excellence

There’s probably a round of cheering from those who’ve been subjected to bad sales training programs. Every year, billions are spent on various types of sales training. But too often, the training doesn’t achieve the expected goals.

Optimizing your sales training investment

Sales Training Connection

In October 2010, McKinsey & Company published an interesting white paper – Getting more from your training programs. Question: Does this insight ring true for sales training? As a matter of fact, it should probably be in 24 point bold type when applied to sales training.

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Clearly, if your team needs sales training, there's a lot of options out there. 19) Sandler Training.

Sales management coaching training – necessary but not sufficient

Sales Training Connection

A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. From a getting sales coaching training right perspective, they had taken all the traditional steps and had executed them to perfection. Sales coaching puzzle.

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Refresh Your Sales Training Program to Retain A Players

Sales Benchmark Index

Providing simple sales training is easy. Training is your responsibility as a sales leader. Don’t leave it to L&D, the training department, or a 3 rd party. There are many reasons why sales training efforts fail. We are going to focus on making training successful.

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.

Key account sales training

Sales Training Connection

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One additional insight relates to the nature of the sales training. Train as a team.

Sales Training And Human Interaction

Partners in Excellence

Annually, billions are invested in sales skills training. ” In too much of the training on sales techniques, the customer is an abstraction, the object upon which we execute our techniques, bending to our will — at least if we execute the technique properly.

Would You Spend 45 Minutes A Day Training Your People?

Partners in Excellence

Tory said, “Every day, we devote the first 45 minutes a day to sales training.” Constant training, constant reinforcement, constant learning enable his team to continue to grow and improve their performance. The remaining 30 minutes is spent training.

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Is sales training the problem?

InsightSquared

Have you ever heard the comment, “Why can’t we just train the sales team?” But, all too often it’s touted as the end-all be-all solution when the problem isn’t a lack of training, it’s confusing processes, or there is a lack of management. Train a different team to do it.

Sales Training Consultants – Hiring Guide

Klozers

Sales Training Consultants can deliver a huge impact to your organization, but from our own experience there is often confusion about what exactly they do. Sales Training Consultants.

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Key account sales training

Sales Training Connection

Key Account Executives Sales Training. Over the years we have had the opportunity to design sales training initiatives for numerous companies having Key Account sales teams. One additional insight relates to the nature of the sales training. Train as a team.

Training Our Customers To Want The 57%!

Partners in Excellence

But maybe there’s more to the 57%, maybe sales has, “in fact” trained our customers to wait to engage us until the 57%. Being good customers, they may be simply doing what we have trained them to do. No related posts.

Sales Training Fails & Here’s Why

Klozers

Why Sales Training Fails is a question which unfortunately comes up much more than it should. Recently a new client revealed they had previously spent a six figure sum on a Sales Training program from a well known sales training company and failed to get any return on their investment.

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New hire sales training – an investment worth making

Sales Training Connection

New hire sales training. Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? Here we are talking about sales skills training not product or welcome-to-the-company training.

Listen, Excellent Customer Service is Going to Become THE Differentiator

Jonathan Farrington

These requirements are inter-related – i.e. it is more difficult to deliver consistently high standards in customer care, if the needs of both the organization and the staff are not taken into account. Relevant training to develop skills. General Customer Care Customer Management Customer Relations Customer Service Customer care is set to become one of the most important issues facing businesses in every market – fact!

New hire sales training: it’s important, it’s underemphasized, and it’s different – A STC Classic

Sales Training Connection

Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? Here we are talking about sales skills training not product or welcome-to-the-company training.). A Classic - '63 Corvette.

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Senior leadership engagement in sales training – more time may not be a waste of time

Sales Training Connection

Over the years we have conducted numerous training projects for companies engaged in major B2B sales. Here are our observations of the typical level of VP involvement in sales training projects. Usually these matter are discussed with the Sales Training Manager.

Top 5 Sales Motivation Tips | Sales Motivation and Sales Training

The Sales Hunter

Training. Related posts: What Are the Voices In Your Head Saying? sales training. sales training tip. training tip. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Sales Articles.

5 of the BEST Sales Tips Ever | Sales Motivation and Sales Training

The Sales Hunter

Training. I’ll say this — based on the thousands of salespeople I’ve had the privilege to work with and train, I know without a doubt that if salespeople do these 5 things and do them well, they will have a high probability of achieving success. Related posts: The Myth of Finding More Time to Prospect: Sales Training Tip #412. Sales Training Tip #375: RFPS are Rarely Final. sales training. sales training tip. training tip.

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.

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.

It’s Never “Just A Matter Of Training.”

Partners in Excellence

He called to say, “the field VP’s proposed that we initiate a major sales training program and are willing to fund it.” It’s the opportunity to implement some of the new training approaches we’ve spoken about.” We think the training could have a real impact. There view is that all that’s needed to improve performance is training. They think, “all we need to do is conduct this training program and things will be improved.”

The True Value of Exceptional Customer Service & “Moments of Truth”

Jonathan Farrington

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.

Medical device sales – tips to leverage the power of storytelling

Sales Training Connection

It is one thing to list why a customer should do business with you; it is another to be able to relate a past success stories that brings that list to life. Relate details. Set the stage for the story with details that a physician can relate to. Medical sales.