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Sales Process for the Anti-Sales Process Crowd

Understanding the Sales Force

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Think of the sales process as a journey rather than an adventure. A journey is planned.

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Wouldn’t Sales Call Play-by-Play Analyses be Fun?

Understanding the Sales Force

Wouldn’t it be cool if, instead of the news that currently appears in your feed, or the sports analysis you just heard, you could read the news of your last few days of selling, or hear the play-by-play analysis of your sales call from earlier today? Most sales training is product-focused instead of sales development.

Sports 182
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Put On Your Game Face and Talk Sporty To Me

Bernadette McClelland

She was officially recognised as an integral part of the team, clearly not for playing, but for a stack of little things like fronting up at all practice matches and spring trainings regardless of the weather just as the players did, taking time out to get to know all the players personally and doing what she had to do to show up consistently.

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My Favorite Close is “What Do You Think?”

Adaptive Business Services

I received my first formal B2B sales training in 1977. A blood sport. I don’t know where I first heard this but it is my personal mantra … “The close is the natural result of a sale done right!” I like to use trial closes throughout the sales process. Five years later we were. It was a test of wills.

Closing 71
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Hire For Attitude, Train For Sales Skills

Janek Performance Group

Recruiting and hiring future sales reps for your organization requires a different criterion than it did in the past. Do you believe in the mantra, “Hire for Attitude, Train for Skill?” But with the right attitude, employees can be trained to develop the sales skills they need to be successful.

Hiring 62
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The Missing Step in Your Sales Process: Film Review

Chorus.ai

Many of today’s sales leaders admit that they are not happy with their current training programs. According to a survey we launched to sales leaders at 133 companies who primarily sell into Enterprise and Mid-Market companies, 34.8% admit that they have little to no formal training for new hires. Sound familiar?

Film 48
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What Is The MEDDIC Sales Process? Deep-Dive Into The Methodology

Gong.io

Is an abbreviation enough to save your sales team? Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. This one just might be. in the mid-1990s. That’s how good it is.