Sales organizations invest thousands of dollars in sales training every year. They offer such programs as lead generation, asking effective questions, negotiation, and account management.There’s good news and bad news when it comes to training. The good news is that the company is investing in its sales team’s professional development.…...
Salespeople are not afraid to cold call. They’re just afraid to call.
As a salesperson you’ve got a choice to make: Interrupt or fail. It really is that simple. To sit back and wait for prospects to come to you is a flawed strategy and you will not reach peak performance until and unless you decide to interrupt. …...
Two Types of Salespeople – Hunters and Vegetarians
Vegetarian salespeople are under the delusion that prospects will call them. Instead of interrupting prospects they wait to be interrupted.Source - Read More at: jebblount.com...
The Dirty Secret of Effective Sales Coaching
Most sales and service organizations have invested more time and effort in the past five years in improving managers’ coaching of reps than they did in the previous 50. This makes perfect sense: research by the Sales Executive Council shows that no other productivity investment comes close to coaching in…...
5 Keys to Successful Sales Coaching
More than ever, sales teams are struggling with unqualified leads, missed sales goals, and lost opportunities. Increasingly, company and sales leaders are turning to coaching as a solution.And, why not? Executive and personal-effectiveness coaching have historically yielded great results. According to the International Coach Federation, the average company can expect…...
The 25 Best Sales Training Programs for Every Budget and Team
Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. The ultimate goal is improving bottom-line results.According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates.Source - Read More at: blog.hubspot.com...
12 sales training techniques to build an unstoppable sales team
Your new hire gets to work alongside you and absorb the sales process, see how you handle objections, and where you find leads. Lead by example with your sales training and you’ll have a strong Number Two willing to follow you into battle.But once you start to scale your startup,…...
How Do I get Started with my 2019 Sales Plan?
Calling all sales leaders! 2019 is right around the corner and that means your 2019 revenue number is probably bouncing around your head right about now. Questions like:Am I even going to hit quota this year?How is my last quarter going to set me up for 2019?Will my number…...
3 Reasons Why Salespeople Treat the CRM Like a Trash Can
I hate writing about or talking about CRMs. It’s boring and tiring. It is also a turnoff because I know salespeople have no love for the CRM. But this is this is the brutal, and often ignored, reality:There is no weapon or tool in your sales arsenal that is more…...
Are You Missing This Powerful Selling Skill?
Sales organizations invest thousands of dollars in sales training every year. They offer such programs as lead generation, asking effective questions, negotiation, and account management.There’s good news and bad news when it comes to training. The good news is that the company is investing in its sales team’s professional development.…...
Sales Coaching 101: How to Help Your Sales Representatives Succeed
Strong sales coaching is critical for sales success. Research shows that sales representatives who receive effective coaching can increase their win rate by 54% within a year and a half of starting a coaching program. Furthermore, overall turnover can decrease by 12% simply by implementing good coaching.But despite the benefits of…...
A Hack For Closing More Sales in December
From now until the end of the year it is a challenge to get prospects to make buying decisions. Savvy sales pros, though, are engaging businesses that are sitting on piles of cash and demonstrating how smart buying decisions now can add value to the business while reducing their…...
What Your Reps Really Think About SKO
I’ve been to my share of good and bad sales kick-offs. While the intention was usually pure, too often the design of these events were flawed. Now as a consultant, I continued to hear the horror stories of failed SKOs. Budgets were through the roof, but the sessions didn’t achieve…...
Top 21 Sales Management Books
How many books do you read each month? How about in a year? Maybe you feel like there’s no time for a “luxury” like reading. Or maybe it’s just never been your thing. I’m here to tell you, there is and it should be. “If I have seen further it…...
Breaking the Sales Coaching Dilemma: Four keys to jumpstart your coaching efforts and overcome sales leaders’ greatest blindspot – | The
A recent study of more than 800 front line sales reps and sales leaders highlights a disturbing trend in sales management. While organizations are making ever greater investment in technologies and operational processes to improve performance, sales reps are citing Training and Development as being one of their greatest challenges…...
What Percentage of Sales Managers Have the Necessary Coaching Skills? –
I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople. Recently, I was asked to share some statistics about sales management coaching – the…...
