Sales Coaching
Prospect Your Way to Selling Success – Step 4: Remove Tension
Steps one, two and three focused on navigating the obvious barriers to getting more meetings with decision makers. This next step is about addressing perhaps the most ominous challenge – one that’s never verbally communicated but is always present. Step Four: Remove the Tension In almost every interaction between seller and prospect, a certain tension…
Read MoreSales Discovery Questions: Aim at Nothing & You Will Hit It Every Time
You are sitting in a coffee shop, or maybe at your cubicle, prepping for your first prospect meeting with sales discovery questions. (At least I hope you’re prepping). You know you need to learn more about their needs, so you begin thinking about ….what? What do you typically focus on? If you are like most…
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 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 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 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 Sales Playbook: Selling Principles from Shark Tank’s Mark Cuban [NEW]
Mark Cuban recently summarized his activity as a Shark Tank investor at the Wall Street Journal “WSJD Live” conference like this: “Of the 71 startups that I’ve invested in through Shark Tank, two have gone out of business, three are so stupid they don’t know they’re out of business, and then probably 50, give or…
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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