Learning & Development
Sales 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…
Read More4 Sales Prospecting Methods to Stop Using Today
You know what your reps should stop doing? All of the things that don’t work. And nothing springs to mind faster than outdated sales prospecting methods. The right prospecting methods are the core of any comprehensive strategy for winning new business. The wrong ones will hurt your reputation and your close rates. So what doesn’t…
Read MoreThe 7 Trends I See Happening in Sales Right Now
There are always ebbs and flows in the world of sales. As I reflected on trends happening right now in sales, seven things stood out. Three trends relate more to how businesses are handling customers or clients and four relate more to reps and sales leaders. All are important as we wrap up 2022 and…
Read MoreSample Sales Prospecting Process
Sales prospecting is one of the areas of sales that reps should continuously refine. For newbs, the sales prospecting process is one of fresh approaches, requiring strategy, bravery, and tenacity. For experienced reps, sales prospecting training can mean unwiring and rewiring, upgrading them from old-school methods to new-school approaches. In both contexts, examples are helpful.…
Read MoreSales Prospecting Techniques That Reduce Resistance From Prospects
In an ideal world, reps are equipped to do two things: Reduce resistance Create receptivity It’s no secret that people aren’t eager to have conversations with sales reps. It’s also no secret that people are less receptive to sales conversations than ever. Active resistance and passive unreceptivity are killers. Both have to be overcome if…
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