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Putting The Organization in Sales Organizations
Staying organized and up to date with sales reporting and CRM software can be a chore for many B2B sales reps. Sales leaders appreciate the value of this kind of data, but it can be difficult to help sales reps see the value of spending their valuable time inputting this information. With the explosion of…
Read MoreThe Reason You Don’t Have Time to Coach Your Sales Reps
Simply put, you are coaching the wrong sales reps. Maybe this sounds a little assumptive, but I’m basing this bold statement on 25 years of sales training and consulting experience. Without fail, when asking managers who they coach, the answer is always the same: everyone. And that, my friend, is a mistake. It is not…
Read MoreSelf Assess Your Virtual Selling Skills
Do you sing in the shower? I already know the answer. I do. We all do. It sounds so good. There’s some type of acoustical magic when your voice bounces off the tile and travels through the steam and mist. You don’t even have to know all the words – just mumble –…
Read MoreVirtual Prospecting: 4 Examples of Bad Sales Emails You Should Never Send
Email has become the method of choice for engaging new prospects. For some reason if feels less invasive for both the seller and the prospect. Done right, it can deliver great results. Done wrong, it can derail your engagement for good. Learn the right way as we sort through the good, the bad and ugly of the first impression email.
Read MoreProspecting in Sales Requires Relationship Building. Does Your Team Know How?
Managing a sales team has its own unique set of challenges when it comes to selling and building customer relationships — especially when prospecting over the phone. Even the most well-meaning sales reps might be unsuccessful when encountering certain obstacles in the prospecting process. So, how do you handle the challenges that arise when prospecting…
Read MoreIs Your Sales Training Strategy Trying Too Hard? Here’s Why It Doesn’t Need ‘Everything But the Kitchen Sink’
Previously, we discussed Why Sales Training Programs Aren’t Exclusively A Front-Line Responsibility and the importance of involving top-level leadership in your sales training strategy. In this blog post, we’re highlighting another leading problem with sales training programs: cramming everything into one program and applying the training to every possible service. Pitfall #5: Throwing everything but…
Read MoreWhat’s More Important in Top Sales Training Courses: Measuring Behaviors or Outcomes?
In our last post, 2 Ways Sales Training Courses Can Develop Your Sales Management & Reps in 2019, we talked about a serious problem in top sales training courses: Investing more in what happens in the workshop than after. In this post, we’re focusing on another leading problem with sales training courses: measuring behaviors instead…
Read More2 Ways Sales Training Courses Can Develop Your Sales Management & Reps in 2019
In our last post, 4 Things You Should Consider Before Committing to A Sales Training Program, we recognized a severe pitfall of training initiatives: Focusing on the WHAT vs. the WHY. In this post, we’re uncovering the next pitfall of sales training: what happens after sales training courses. Pitfall 2: Investing more in what happens…
Read More4 Things You Should Consider Before Committing to a Sales Training Program
Here’s an uncomfortable truth: Most sales training initiatives fail to deliver. At a minimum, the ROI is fuzzy, bolstered by only a few anecdotal stories strategically captured to make everyone FEEL a bit better about making the investment. But that doesn’t really help, and what’s worse, it doesn’t give any insight on how to make…
Read MoreThe Only Prospecting Sales Strategy You’ll Need This Year
Warning: This article might just help sales leaders and sales reps work together to figure out the value that your company can bring to your customers. Proceed this prospecting sales strategy blog with caution! Working as a marketing executive for the last ten years, I have literally seen thousands of attempts from sales reps to…
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