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Category Archives: Sales Training
The Power of Listening: Unveiling Buyer Motives
In the dynamic landscape of sales, one skill stands out as a game-changer: listening. A salesperson’s ability to truly listen can be the difference between a successful deal and a missed opportunity. Why is listening so critical? Because it holds … Continue reading
The Second Best Word you Can Hear is “No”
Whether you’re new to sales or a seasoned veteran, regardless of your “technique”, you’ll still hear “NO” more often than “YES”. This is a truism of sales. Most salespeople know this, but everyday go on calls always seeking a “YES”. … Continue reading
Posted in Attitude, Sales, Sales Development, Sales Management, Sales Training
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Sales Manager’s Corner: Start Off Right – The First 90 Days
You’ve just hired a new salesperson. Now what? How do you get them productive…quickly? It starts with you the sales manager. New hires look for leadership. Their initial results will be potentially meager, so lead by example. Success is what … Continue reading
Sales Champions Top 10 Characteristics
Sales Champions Top 10 Characteristics In today’s fast paced, time sensitive competitive sales world, key sales performers keep focused on what is important & what they can control-PERIOD. In our study of “Sales Champions” which we define as the TOP … Continue reading
Posted in Sales, Sales Development, Sales Training
Tagged Sales, Sales Development, Sales Management, Top 10
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Common Sense Prospecting, Selling & Business Building “tips” in This Economy
Common Sense Prospecting, Selling & Business Building “tips” in This Economy In a booming market, sales people have a tendency to chase the “easy” deals. They shy away from and won’t chase the tough stuff. In a tougher market, the … Continue reading
ARE YOUR SALESPEOPLE “WINGING IT” ON SALES CALLS?
ARE YOUR SALESPEOPLE “WINGING IT” ON SALES CALLS? CONSIDER THIS…. We recently reviewed the results of a couple of surveys we conducted that confirmed what we have known for some time. Your Prospects & Customers are speaking up on how they … Continue reading
Posted in Sales, Sales Development, Sales Management, Sales Training
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Recruiting and Retention of Salespeople: Questions to ask
Recruiting, Screening, Selecting and Retaining Outstanding Salespeople has been identified as the #1 management issue facing companies in 2016. Many hiring managers, desperate to fill a vacancy, allow themselves to be “sold” by the interviewee. They hire them because they "like" him … Continue reading
Sales bites….one sentence….to nourish your results!
Here are attendee comments from a recent training conference we conducted. These are one liner “gems” to implement from the sales development training. NEVER do anything in sales (give a quote, do a demo, write a proposal, accept a meeting … Continue reading
Posted in Sales, Sales Training
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Sales Leadership – what’s your personal plan for 2016?
Finishing out the year and planning for 2016 gives us time to pause and reflect on how we can improve in our role as Sales Leaders. Here is a list of questions that beg to be answered…completely and honestly in planning … Continue reading
“Play The Game By The Rules… The New Rules” Strategic Selling For Profitability
Strategic Selling For Profitability Let’s face the facts. Selling has changed dramatically since the Recession of 2008. People have less time, do not want to see sales people, and have access to more information than ever before. Some accounts will … Continue reading
