Tag Archives: sales training

The Evolution of Sales: Survival Guide

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Old-school selling is on the brink of extinction. Learn how to adapt and survive in this free eBook.

Sales experts from the world’s foremost brands help you close more deals and grow your business with survival tools for adapting to the new, social era of selling.

  • Scott Tapp, PGi
  • Ralf VonSosen, LinkedIn
  • Colleen Stanley, Sales Leadership, Inc.
  • Tamara Schenk, Miller Heiman Research Institute
  • Brendan Cournoyer, Brainshark
  • Nita Shah, Hubspot

Offered Free by: PGi

 

Key Performance Indicators for Sales People

By Chris Joseph (Chron.com)

Getting the most out of your sales force is essential for gaining a competitive edge. However, if you don’t have mechanisms in place to measure the performance of your salespeople, you may not know for sure if they are operating at peak efficiency. thT9Y1MTJL

 

Examining some key sales performance indicators can provide a wealth of valuable information.

Sales Probing Questions That are Key to Understanding a Customers Needs.

By Matt G (The Sales Corner)

There’s one search happening on Google that seems to bring a fair amount of traffic to The Sales Corner. The search is “Sales Probing Questions.” The people searching these terms are generally looking for information on how to establish the correct questions to ask their customers. They are looking for magic tools to help them decide what are the right questions or not. I wish I could tell you what questions always work, but the truth is that you have to deal with a lot of trial and error in any sales environment.

th7T32TIPHThe goal is to increase sales or marketing visibility. In order to do this effectively you need to remain in constant production. The problem is that a lot of sales people, don’t know how to go about this in a way that’s beneficial, and doesn’t waste their time, or the customers time. Often times they get burned out.

Here are five Sales Probing Questions below that you can use to immediately start to impact your customer relationships. As a sales rep I pride myself on knowing my customers and what their problems are, and what makes them happy. You’ll find benefit in the same!

Good Prospect, Bad Prospect

By Colleen Francis (Engage Selling)

One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline.

I know, it’s intuitive as a salesperson to sell as much as possible, but effective salespeople know how to pick and choose which prospects to sell to. They know the good from the bad. th7T32TIPH

The reality is, not every prospect is an ideal candidate for your product or service. The sooner you learn this important lesson, the sooner you can focus on the prospects that are ideal candidates for you to work with.

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The Tyranny of the Urgent

By Bill Brown  (SalesGravy.com)

Parkinson’s Principle, “Work expands to fulfill all available time.”

th7T32TIPHHave you ever completed a work week only to find out the important things you set out to do were not accomplished?  Oh, you were busy alright.  You sent out countless emails, returned numerous phone calls, and attended essential meetings.  After-hours you updated your CRM, worked on proposals, and squeezed in some time for your family.  Boy!  You were really productive.  But those important things? Those critical things?  They are still on your to-do list for next week.  Somehow they just didn’t get done.  And now they are joined by other must-dos.  The result is an avalanche of tasks that threaten to sweep you away.  Is that a white flag I see you waving?

To varying degrees we all face the above scenario.  The better we are at our jobs the more tasks we usually find on our plates. And we deserve a rousing ovation!  Somehow we find a way to get the necessary things done.  The customer is taken care of.  The boss gets his report.  Our families see us during daylight hours.  But the pressure and stress is enormous, and we never seem to get over the top.

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The Effect of Poor Customer Service and What to Do About It

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Although we all know that bad customer service hurts a business, this fact is made much more realistic and understandable by the monetary loss a business suffers from poor customer service. US enterprises lose an estimated $83 billion as a result of poor customer service. Could your business be suffering and losing money because of your customer service?

This new white paper details the scary real world figures that poor customer service causes but we also present detailed steps for you to carry out that will help improve your customer service and keep your customers happy.
Read on to discover:

  • Myths of customer service
  • Up-to-date data on how and why customers are affected by customer service
  • How to use channels, technology, and other strategic choices to improve your customer service

Offered Free by: Compare Business Products

 

Sales Leaders – How They Unknowingly Hinder Innovation

By Richard Ruff (Sales Training Connection)

In a wide variety of industries, companies are experiencing transformational changes.  These changes are driven by global competition, technological changes, government regulations and the dynamics of an unstable economy.  As a result companies’ expectations concerning their suppliers are changing – what they buy, how they buy, and what they are willing to pay for it are all in a state of flux.

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Viewed from the other side of the fence, it means vendors are unlikely to prosper if they view improvement simply as doing a better job doing what they are doing – innovation is required.

 

 

 

The subject of innovation dominates the technology sphere.  Articles on “wearable technology” like Apple’s much-hyped iWatch are easy to find.  Likewise in sales most of discussion related to innovation is about technology.  Lots of interest and dialogue on empowering your sales force through technology or the ten new mobile apps for igniting sales.

However, if companies are going to take innovation seriously and do more than just manipulate the status quo, then new technologies are just part of the solution – not the entire story.

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