“Building Trust and Rapport” was the headline in an invitation I received in the mail for a full day sales seminar being held at a local hotel. The small print listed trust and rapport as a “necessary sales skill,” but it caused me to ponder: is building trust and rapport a learned skill or an ...
Frequently I am asked by management teams to attend their sales meetings, to give feedback, and to participate in how my customers are developing their revenue engines. These meetings are often designed around team building events on a beach or at a resort with a golf course. Sometimes they are dialed down meetings, designed to ...
At Flannery Sales Systems, we just finalized work with three of our customers on their 2018 sales plans. The contributions we made fell into one or more of the five categories you can see below. Companies generally spend hundreds of hours to build sales organization plans defining managerial responsibilities, territory coverage, product introductions with cross ...
When it comes to marketing qualified leads (MQLs), how valuable are they to your organization? MQLs are those inbound leads generated by your marketing department, usually by encouraging prospect engagement through your website, live events, blog, webinars, newsletter and other marketing vehicles. MQL lead quality depends on a number of factors. A few of these ...
It’s been thirty years since the inception of sales methodology as a product or service offering within the overall sales training industry. In the 80s, training programs like SPIN Selling, Solution Selling and Professional Sales Skills (PSS) were developed with the purpose of teaching sales teams to sell more effectively. This intellectual property (IP) was ...
People often ask us the difference between sales training and sales coaching. Both are critical to the success of any sales organization, but they are not one and the same. They are distinct interactions that must each be accounted for independently within your sales planning. Training is a single event that is focused on new ...
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