Field Sales
Prospecting: Your Step by Step Guide to 3X Success at Filling Your Pipeline
For the past 25 years, we’ve been studying what I (and most sellers) believe is the most difficult aspect of selling: prospecting. Whether you’re an account manager or biz development rep, hunter or farmer, your income and value are based on the revenue you create. Whether hunting for new accounts or hunting within existing accounts,…
Read MoreWhen Prospecting New Customers, Knowing How to Gain Access is Key
In our last post, “Prospecting in Sales Requires Relationship Building. Does Your Team Know How?”, we talked about how building customer relationships can be a barrier to success, and how you can empower sales reps to overcome that challenge. In this article, we’ll be discussing the second barrier to prospecting new customers: gaining access to…
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 MoreSales Training Objectives: Implementing a Successful Sales Program
We’ve recently discussed the biggest pitfalls of sales training objectives, from believing sales program effectiveness relies solely on the front-line to trying to tackle too many deficiencies at once. For this last post, we’re honing in on the last, and maybe the most important, pitfall: The assumption that generic sales training strategy will work for…
Read MoreWhy Sales Training Programs Aren’t Exclusively A Front-Line Responsibility
In our previous post, What’s More Important in Top Sales Training Courses: Measuring Behaviors or Outcomes? we discussed the importance of measuring the effectiveness of sales training courses by behaviors rather than outcomes. In this blog post, we’re highlighting another leading problem with sales training programs: focusing the initiative exclusively on front-line employees rather than…
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 MoreDrop The Rope® to Make the Sale (If You Want Effective Sales Management in 2019)
Over the past two decades, I’ve learned that there is a critical concept in understanding how to close more deals. And it’s perfectly illustrated by what’s on my calendar today: Two calls that couldn’t be more different. Call Number 1: I’m going to be the seller. And I have a solution that I…
Read MoreNeed Help Prospecting? Here’s What a Sales Rep Would Do to Successfully Close the Deal.
Here’s an idea: What would happen if we learned about our client BEFORE we pitched our solution to them? And we don’t mean what you can find out from their website, but things that you can only learn after a conversation with them. For example, what challenges are currently on their whiteboard. This week on…
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