Engagement Breakdowns #SalesChats: Episode 34 Engagement breakdown is the point when a relationship falls apart with a prospect. Companies go through a lot of work to identify prospects, a lot of which is structured. There’s a systemized way of identifying prospects, and there’s a lot of visibility throughout this process. But, when the leads go ...
Sales trainers, you must keep one very important thing in mind—customers don’t attend your training, only salespeople attend. This seems like an obvious statement, but many sales trainers don’t act as if they understand this. It means all sales trainers are faced with a significant limitation. They can only influence what salespeople are going to ...
A friend of mine recently sent me a link to an unbelievable YouTube video of a duet between world-renowned virtuoso cellist Tina Guo and blues guitarist Joe Bonamassa. It’s a performance of Bonamassa’s song “Woke Up Dreaming” and it will knock your socks off. When I watched it, I immediately thought of how that level ...
Sales Coaching = Success Coaching Successful Sales Managers understand that sales and sales training is a process, not an event and they support their people on that journey. Too many times, sales managers get excited about a sales training event, hoping that it will be the magic bullet to help their salespeople meet their goals. ...
There has been so much talk about Social Selling and what that means to Salespeople but there has been precious little attention given to the impact on Sales Managers. Finally here is an ebook that provides practical advice on how best to approach and adopt Social Selling with your sales team.
Do you train salespeople just to sell better? If you answer yes, you are taking a very shortsighted view of the role of sales. Yes, sales should be proficient at practicing the detailed “movements” of the sales function, but it must be done with purpose. Sales training is a strategic issue; it should always be ...
You’ll listen better and be listened to if you practice these TIPS from Tony: Let others tell their own stories first. By letting them speak first, you save time. When their interests are revealed you can tailor your discussion to their particular needs, goals, and objectives stop wasting time volleying of sentences that takes much ...
Sales is the department that drives all the other departments. Without revenue, there is nothing to ship, install or invoice. So why is it that this important department is often the last one to be systematized? Can you imagine your accounting department not having systems for paying employees, vendors and the government? Or, how about ...
1. PRODUCT AND SALES TRAINING ARE ONE In interviewing buyers, one of the biggest complaints we hear about is the “walking product brochure.” Reps that aren’t customer issues oriented and are hyper focused on product are dead in their tracks. Customers can gain product knowledge in a myriad of ways. It’s the responsibility of the ...
There are enough rules out there today about social selling that they could fill several volumes–and do! To keep you on the straight and successful, here are 10 truisms that, if you consistently bear them in mind, should be of great assistance. It’s Goes Well Beyond Sales – for your company to truly support social ...
