Tag - sales training

In this post, we discussed how to identify the different types of buyers in a complex sale, and how to use the questions they ask to pinpoint what their buying concerns are.  Understanding each type of buyer’s decision criteria is key to winning the business. This can be challenging, even if everyone involved is a …

Goal setting is one of the most powerful tools and methodologies to improve engagement – engagement of sales people and engagement of employees. Billy Cox writes in the All Star Sales Book: Get in the Game, Boost Your Number and Earn the Big Bucks  “Why do such a small percentage of people reach the elite performer …

Have a strong finish for your sales team 2016! Establish trust faster, shorten client development cycles, and deepen relationships at the same time. A Recent Salesforce.com study say that 82% of B2B sellers are out of sync with their prospects. Don’t be part of the 82%. Register today – Learn to Align with Your Prospect’s buying …

In sales, you must understand what the core drivers are for a business owner when he or she is making a business decision, especially about buying your product or service. In the business owner’s mind, they are relating everything they evaluate to three key core business drivers: revenue, expenses and risk. They are asking these …

Salesforce.com released interesting data on the quality of leads and how fast they convert to deals. The data shows that leads coming from referrals have the shortest sales cycle and the highest percentage to close. Social media referrals/leads came in 2nd. Surprisingly, leads coming from tradeshow events and marketing and advertising were low on the …

Is your selling strategy based upon building solid relationships through the sales rep’s likeability factor? If so, you are getting a declining return on the sales rep’s ability to get new business or even maintain existing customers. Most sales reps are very high in the red or relationship quadrant. (Whole Brain Thinking) (Herrmann) They have good people skills …

11 Ways to Build Trust In the last blog I talked about how building trust reduces objections. I will now cover 11 ways you can build trust with your prospective clients. With trust, you want to demonstrate three key traits: Empathy, Credibility and Competency.. Empathy = the action of understanding, being aware of, being sensitive to, …

Sometimes, you only get one chance to get it right. Ask Minnesota Viking Blair Walsh. Or David Hasselhoff, who tried to parlay a successful career in Hollywood into a career as a singer. And then there are the marketers behind “New Coke.” They all found out how important it is to get it right when …

Sales and marketing programs have traditionally used the concept of a funnel to visualize the sales cycle. The wide top symbolizes the endless number of unqualified prospects who gradually thin out along the way, ending with the actual buyers (and ideally, repeat buyers) at the bottom of the funnel. Everything in between represents the steps …

Three… two… one… we’ve got a new product launch! Or do we? The truth is, most new products don’t succeed. According to the Marketing Research Association, only 40 percent of products developed ever make it to market. And of that 40 percent, only 60 percent generate revenue. The chances of a new product succeeding are …