Learning & Development
4 Key Sales Challenges in Manufacturing
Sales in the manufacturing industry can feel like a page ripped straight from Dante’s Inferno – “abandon all hope, ye who enter here.” That might be a bit overdramatic, but you don’t have to spend much time in the manufacturing space to understand that the struggle is real. Before you throw in the cards, let’s…
Read More7 Tips for Industrial Manufacturing Sales
Sometimes the industrial manufacturing sales world can feel like a high-stakes game of whack-a-mole. Challenges and obstacles are constantly popping up, and more reps than ever are struggling to earn a seat at the table and drive results. Most industrial manufacturing sales reps are equipped with industry knowledge and fundamental sales skills. On the surface,…
Read MoreMastering Sales in Chemical Manufacturing
Have you ever heard the old saying that “the only constant is change?” Those five words could be used to describe most sectors of the sales industry, but it is particularly true for the chemical manufacturing world. Quips aside, the fact is consistent sales success isn’t easy, and reps across the board are struggling to…
Read MoreSales Rapport and Referrals
Have you ever been set up on a really bad blind date? You are probably thinking to yourself, “What the heck does a blind date have to do with sales rapport and referrals?” The sales and dating analogy isn’t a new concept. Both parties are feeling each other out to see if there is a…
Read MoreSales Training for Manufacturing
When you talk about all-time comebacks, chances are your mind immediately goes to sports. The 2004 Boston Red Sox, the Patriots overcoming a 28-3 deficit in the Super Bowl, the list goes on and on. Manufacturing is currently in the midst of one of the greatest comebacks we have ever witnessed, coming off the heels…
Read More11 Best Practices in Sales Prospecting
Sales prospecting is a skill that develops with time and practice. It’s one that many reps shy away from developing, because the truth is there’s no substitute for real-world experience. And trying this in the real world is intense. But that’s what you’re there for: to help them try and evaluate and try again. If…
Read MoreThe Best Sales Prospecting Training Courses
The best professionals in the world engage in a lifestyle of learning. For sales reps, continuous learning is key to long-term success. Because the truth is, while human nature and psychology don’t change, the trends in sales do. You don’t have to look any further than 2020 to see how true that is. Within three…
Read MoreHow to Prospect for Sales: A Simple Guide
Many times, when venturing into new territories or scouting out new opportunities, reps will have to begin at the beginning. This means learning how to prospect for sales. Even experienced reps can be spooked by the sales prospecting process. The idea of reaching out to total strangers (or almost strangers) and asking for a meeting…
Read MoreCorporate Sales Prospecting: How to Do it Right
How can you train your enterprise sales reps to more effectively prospect for new clients? Prospecting is tough. Targets receive countless new sales messages every week. Among the noise of our digitized world, it’s becoming more and more difficult for sales reps to earn even a moment of attention. No matter how tough it is,…
Read MoreTips for Successful Prospecting in Sales
How can reps become successful at sales prospecting? It’s not a very easy question to answer. Reps are up against a myriad of dynamics, many of which seem designed to undermine successful prospecting in sales. Things like: Messaging in the virtual world (it can feel very hard and very impersonal) A lack of access (HOW…
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