Sales Training

  
  • Improvisation and Humor Drive Sales Training Effectiveness

    Improvisation and Humor Drive Sales Training Effectiveness
    Every seller has been there. It’s the meeting with eight stakeholders, no one’s on the same page, and half the group is glancing not-so-furtively at their phones. Perhaps it’s the prospect so far down the buying process that your call is just his excuse to hammer you on price.…
  • Finally, a Buzzword Worth Talking About!

    Finally, a Buzzword Worth Talking About!
    We know most companies think they’re delivering insights to help them win deals, but what actually constitutes a powerful insight? And what types of insights are most effective at differentiating your solution and defeating a prospect’s status quo bias? A recent Corporate Visions survey of more than 400 business-to-business marketers and sales professionals found that…
  • What is Sales Culture?

    What is Sales Culture?
    For any company, the most important thing is generating revenue. Everything you do is ultimately in pursuit of that goal. So, since sales is the thing that generates revenue for your company, a lot of companies make the mistake of thinking that the sales team is its most important division. They focus all their efforts…
  • Capturing Hearts and Minds with Education-based Marketing

    Capturing Hearts and Minds with Education-based Marketing
    Your sales training challenge: Your sales associates need to believe in your product and know when to recommend it to customers. But what happens when your sales associates are not yours alone, and they have countless other brands from which to choose to meet customers’ needs? You need to win their hearts and minds so…
  • Guess What, Sales Leader…YOU are the Key to Differentiating Your Company in the Future.

    Guess What, Sales Leader…YOU are the Key to Differentiating Your Company in the Future.
    Finally, a sales differential that you can run with for the long haul. And it’s within YOU, the Sales Leader. Our new white paper explains exactly what YOU can do to distance your company from the competition – and stay ahead forever.…
  • Designing Sales Training: Applying Theory to Practice

    Designing Sales Training: Applying Theory to Practice
    Sales training in the pharmaceutical and bio-tech industries is a critical function, but has many regulatory constraints. This can lead to operating within expected guidelines that may sometimes feel as though they limit the effectiveness of training outcomes of more meaningful and confident conversations with health care providers.…
  • Boost Sales Productivity & Lower Turnover

    Boost Sales Productivity & Lower Turnover
    The ramp-up time for new sales reps is typically six months or longer, and on average sales reps stay in their position for fewer than two years. A comprehensive on-boarding program can shorten this ramp-up period, ensure sales success, and reduce turnover. This white paper discusses steps you should take to accelerate rep productivity.…
  • Five Sales Training Metrics You Should be Tracking

    Five Sales Training Metrics You Should be Tracking
    Companies spend upwards of $5,000 per employee on sales training initiatives. But how do you know if it’s working? You need data to back it up. What metrics should you track? What pieces of data do you already have?…
  • 7 Sales and Marketing Myths Leading you Astray

    7 Sales and Marketing Myths Leading you Astray
    These seven popular myths – which are allegedly the most effective ways to sell and market to prospects – just might be leading you astray when it comes to developing and delivering your messaging. Discovering the truth behind these myths, and embracing their alternatives, will convince your customers to say “Yes” to change and “Yes”…
  • Coaching the Coaches: How This Data Can Help

    Coaching the Coaches: How This Data Can Help
    The job of the first-line sales manager can be chaotic and reactive. Moving from meetings to conference calls to customer visits, even the best sales leaders struggle to balance their daily management responsibilities with the need to develop their teams.…
  • How Five Basic Skills Will Determine How Much You Sell

    How Five Basic Skills Will Determine How Much You Sell
    You can’t teach personality, but you can teach skills. What’s more, you can measure skills and you can measure the degree to which they improve. Selling, of course, involves a number of skills. The question is, which skills should you teach?…
  • Five Tips for Giving Sales Performance Feedback

    Five Tips for Giving Sales Performance Feedback
    A great performance appraisal motivates your reps and creates an empowered work environment that contributes to the success of your company and team. You want your sales team to be successful, happy and motivated, even after delivering sometimes tough-to-hear news. So how do you give constructive, meaningful feedback without damaging the delicate balance that is employee…
  • Boost Your Credibility as a Presenter

    Boost Your Credibility as a Presenter
    People often present in ways that make it easy for others to ignore them and discredit their ideas. The truth is what you say and how you say it can mean the difference between being insignificant and influential.…
  • Are Your Sales Reps “Presentation Ready?”

    Are Your Sales Reps “Presentation Ready?”
    Most sales executives are proponents of needs-based consultative selling and believe that effective sales calls revolve around customer-centric dialogue rather than traditional sales pitches.…
  • 5 Myths about Selling <br>to the C-Suite

    5 Myths about Selling <br>to the C-Suite
    It’s challenging enough just getting salespeople in front of executive decision-makers. Once you win that access, you can’t afford to squander the opportunity by clinging to conventional wisdom about selling to the C-suite. To sell to executives, you have to think and sound like them. Read our new eBook to find out how.…

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