Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. The question can and should be explored from a number of perspectives, here let’s just drill down and examine what it means for designing sales training. Building transformational sales training.

Improve sales training – flip it

Sales Training Connection

Sales Training. Sales Training. Switching topics to sales training, we do not have the corresponding percentages as to the time sales trainers spend lecturing but whatever the percentage – it is higher than it needs to be. Technorati Tags: sales training.

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Trends in sales training – an interview with Richard Ruff

Sales Training Connection

Jason Kanigan at interviewed Richard about sales training trends earlier this week. Most companies have purchased some sales training – especially around basic selling skills. Sales training has changed over the last 20 years. Richard Ruff.

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.

Back to the Future: Is Electronic Software Delivery Making A Big Return?

Software Business Blog

For the past couple of years, software as a service has been all the rage, with most companies adopting at least some form of online delivery for their products. For this and other reasons, electronic software delivery (ESD) is making a comeback.

Why Staff Training is so important

The Science and Art of Selling

Here we look at just some of them, and explain the best way to go about investing in your personnel and training them to a high standard. The first reason to train your staff is that it improves staff retention. There is a tendency to believe that training a member of staff to a high standard could increase the likelihood that they will leave and go to a better-paid role in another firm. Well-trained staff also makes it easier for you to recruit from within.

Not Just a Training Event - Make Your Next Initiative Stick

Sales Benchmark Index

Don’t think that a training event and leadership’s endorsement will work. What to do: Start with the end in mind – focus on adoption before worrying about the “training event” or rollout. Sale organizations that focus on the rollout or training event fail.

Is Your Sales Training Tethered to the Stone Age?

Increase Sales

Recently I spoke with a potential client who shared with me in had invested $80,000 in sales training over the course of three (3) years. Additionally, the sales training did not look at the marketing aspect of attracting attention and building relationships.

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ESR Launches Virtual Sales Training Survey

Dave Stein's Blog

Sales training continues to transition from the traditional classroom modality to virtual. This trend started back in the 1960′s and 1970′s, driven by Nightingale-Conant, originally publishers of sales training audiotapes. Research sales training Survey

Mind the Gap: What James Bond Can Teach Us About Software Sales

Software Business Blog

James Bond also ends up in these situations a lot , but then again, he’s a little better trained (and perhaps in better shape) than most software buyers. Software marketing teams realized long time ago that leads needs to have a structured process to manage the sales process.

Inside sales – it is a new dawn and sales training needs to shine

Sales Training Connection

As the intensity of the spotlight on inside sales increases, attention needs to turn to training. In the past, the level and rigor of the sales training for inside sales has not matched that provided to outside sales groups. Training Design. Inside Sales.

Client Retention Lessons from Software as a Service

The Sales Blog

Client Retention Lessons from Software as a Service is a post from: The Sales Blog | S. Not too many years ago, there was no such thing as software as a service ( SAAS ). Instead, you bought a packaged box with the software enclosed on a disk, and you ran the software on your computer. But software companies learned that they could create and capture more value with a better model. But you have an advantage over software as a service companies.

Inside Sales Announces BDR and Marketing Certification Training

The Sales Insider

As the leader in sales automation and lead management software, knows a thing or two about training top performing sales reps. Best Practices How To's Inside Sales Inside Sales Training how to market inside sales training Sales has some of the best marketing and outbound BDR reps in the world. Our team is consistently Read more.

8 Ways to Maximize User Adoption

Software Business Blog

Decision makers know that while enterprise software holds the potential to increase revenue and growth, poor implementation of new systems decreases employee productivity. High adoption rates occur when the user experience is considered throughout each stage of software implementation.

Using Leverage in Sales: The Art of Winning an Unfair Game

Smart Selling Tools

Certainly, if you hire and train a full-time staff of researchers and have them contact every one of the companies until a complete org chart and profile are completed.

Does My (non-sales) Department Need Sales Training?

Empowered Sales

As a professional sales training and consulting company, we train sales teams. We also provide sales training to lots of other departments… many of which don’t see themselves as engaged in actual selling. Which departments other than sales can benefit from sales training?

All About e-Learning Platforms for Small- to Mid-Size Sales Training Firms

Dave Stein's Blog

Virtually every week I have a discussion with a principal at a small- or medium-size training firm about e-Learning platforms for their content. It occurred to me to interview an expert in the field, Adam Rin, who is CEO at Training JumpStart. About Training JumpStart.

Sales Tips: Who Owns the Pipeline?

Customer Centric Selling

The primary titles are IT (they have to implement and support the new software) and salespeople who ironically serve as the data entry staff. Few organizations try to sell their sales staff on benefits they may derive from CRM software. Rumors may circulate about the new CRM software.

Is There a Sales Enablement Bubble and Will it Burst?

Smart Selling Tools

They require a high-level of training and a high-level of knowledge on the part of both Sellers and Marketers. Sales Industry Sales Management Sales Tools/Product Reviews Docusign Forrester Research Sales Enablement sales enablement bubble sales software Scott Santucci

Sales Tips: Garbage In, Garbage Out

Customer Centric Selling

While often glossed over, the fact is that salespeople were the data entry people for SFA software. Instead of him making “seat of the pants” guesses as to how much to discount the forecast, the software was doing that based upon each rep’s history.

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Sales Tips: Which Language Are You Using?

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. For example, a seller could say that his/her software has Dynamic Load Balancing (IBM would have changed that to DLB). Player: our software.

CPQ Software Adoption in your Sales Organization: What’s Holding You Back?

Cincom Smart Selling

Inadequate training – Yes, of course the solution is intuitive and doesn’t require extensive training. The post CPQ Software Adoption in your Sales Organization: What’s Holding You Back? Sales organizations can realize almost immediate benefit from a CPQ adoption project. But, you can’t just drop the product onto their laptops and expect things to take care of themselves.

Sales Training Article about Ignoring Evolution

Customer Centric Selling

Sales Training Article: Ignoring Evolution. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. A new approach was needed to sell the 4th generation of ERP software than was used to sell a company''s initial MRP system 30 years prior.

Sales Tips: Invest In Your Sales Organization

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. One of the speakers was in the sales training and consulting business. His reply: What if you don't train a seller and they decide to stay ?

Plagiarism Goes Beyond Intellectual Dishonesty

Increase Sales

A sales training company in Texas took one of my website pages one for word and copied it to their own website. Software programs can find duplicate content with the stroke of a few keys.

How to visualize data, boost motivation and surpass your sales goals

The Science and Art of Selling

Norway, September 16, 2015 – SalesScreen, Scandinavia’s leader in sales gamification, announced today that North American Sales Training Corporation (NASTC), a global sales training and consulting company based in Toronto, Canada, has joined the company as an international distributor. Through their partnership, NASTC will expand the reach of SalesScreen’s sales motivation software throughout Canada. “As About North American Sales Training Corporation.

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How Select and Implement a CRM Solution…and It Isn’t Easy


The CRM software needs to be flexible enough to reflect your clients’ buying process and your sales process. If it requires a protracted implementation and significant training, you should count that in the cost. You already have other systems in place such as marketing automation, accounting software or email. There is no question that Cloud-based software has been growing at a rapid pace. Almost all CRM sold is now cloud-based software.

Sales Tips: Time for a Name Change

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. My software will reduce your costs.”. Take a look at the sales training workshops available to get started and improve sales performance. Sales Tips: Time for a Name Change.

Sales performance – average is over

Sales Training Connection

Some suggestions: blogs (list of top rated sales blogs) work better than books and self-directed online training (Udacity, Udemy, edX, Coursea) can augment formal company-based training. Rethink sales training. Sales performance.

Sales Training Doesn’t Improve Bottom 80% So Invest In Best to Train Rest

Insight Demand

The goal of every sales training program is to improve the bottom 80% of salespeople, but that’s not what happens. You must use your best to train the rest through peer learning. USE YOUR BEST TO TRAIN THE REST. You must use your best to train the rest through peer learning.

Go Invisible and Profit!—The New Business Breakthrough by Mitch Russo

Tony Durso

He co-founded Timeslips Corp, which grew to become the largest time tracking software company in the world before it was sold in 1998. Mitch Russo says, “Go invisible and Profit!”

Sales Tips: How to Better Handle Buyer Objections

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Buyers sometimes raise objections to slow down speeding trains. Let’s assume a differentiating feature of your software is dynamic load balancing.

Tough Customers Make You Better

Empowered Sales

This is basic stuff but the majority of customer-facing employees simply aren’t trained properly. The target market for Empowered Sales Training is not customer service so let me get off this pony and back on track with the purpose of this post: Tough customers make you better.

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STRONGMAN Solution-Selling Model

Empowered Sales

Chances are there are at least five options: 1) Your solution, 2) Your competitor(s)’ solution, 3) Build it on their own or develop it in-house, 4) Do Nothing, and 5) Improve or upgrade their existing process (perhaps by adding resources or conducting training). Sales Training.

Sales coaching – jump start by leveraging trigger events

Sales Training Connection

From our experience the key to the code is not another coaching training program or motivational speech at the national sales meeting. Here, the good news is the development in the last three or four years of online sales coaching software that can support the Trigger Event.

Consultative selling and selling consultatively – don’t confuse them!

Sales Training Connection

If you are selling enterprise software, then you have to understand the technology and applications in order to bring the expertise required to help the customer solve their business challenges.

CRM Solutions: The New Paradigm


Traditional CRM solution has an increasingly mounting number of drawbacks, including length of time for training, implementation runway, cost of administration and lack of user benefit among others. CRM Sales Software

Sales Tips: A Brilliant Sales Management Strategy

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. I had the pleasure of working with a VP of Sales at a $75 million software company. Take a look at the sales training workshops available to get started and improve sales performance.

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The Reality of Selling Has Always Been This

Increase Sales

Doesn’t it make sense to redirect sales training to the buyer instead of the seller? Some sales training programs and sales consultants do focus on the buyer as through the application of the DISC psychometric assessment ( talent assessment ). Complex sales usually require a larger workforce probably with the exception of technology and software programs. Sales Training complex sales DISC psychometric sales communications selling talent assessment

Buyer 68

It's Time To Kill Social Media | Sales Motivation and Sales Training

The Sales Hunter

Training. The problem with social media is it is merely a whole group of people running from one neat software tool to another one. 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.