Sales Training

  
  • Incorporating Four Value Propositions Into Your Sales Story

    Incorporating Four Value Propositions Into Your Sales Story
    Often, people mistake value proposition for an elevator speech, as in, “My name is Joe and Acme Corporation always provide you with the right contractor for the job because we meet them first. We provide great service and a great price because we want your business.”…
  • Plugging Value Leaks in B2B Sales Processes

    Plugging Value Leaks in B2B Sales Processes
    When does a one percent loss actually represent an eight percent one? According to McKinsey & Company, a one percent increase in average discount results in an average decrease of 8.7 percent in operating profit. And, in a world where profitable revenue (rather than any revenue) is the goal, helping your B2B sales team capture…
  • 10 Top Sales Boosting Ideas

    10 Top Sales Boosting Ideas
    Product knowledge is no longer the primary tool of sales professionals. Today's buyers already have it. They are savvy, smart and informed. They face entirely new demands in the quest to leverage new technologies, consumer behavior shifts and global market pressures. As salespeople, what can we offer buyers that they can't already find on their smartphones?…
  • The Sales Manager's Challenge

    The Sales Manager's Challenge
    Sales managers have a pretty tough job, and it’s getting tougher all the time given a variety of factors; from the economy to reduced customer budgets to more sophisticated buyers to more complex sales environments and to other similar difficulties. Most managers are familiar with the day-to-day “administrative” functions of the role. This includes working…
  • 100 Reasons Why Your Sales Team Is Not Making Quota

    100 Reasons Why Your Sales Team Is Not Making Quota
    Based on 15 years of analyzing sales teams around the world, we've developed a new e-book: 100 Reasons Why Your Sales Team Is Not Making Quota. Determine what's preventing your organization from achieving its sales goals. Discuss them with your executive team, gain a new perspective, identify the source of the problem, and chart a new…
  • Spring Cleaning Your Sales Approach

    Spring Cleaning Your Sales Approach
    With the New Year in full-swing, many sales industry people feel the need to supercharge their performances. A spring clean may be the answer.…
  • Five Things Proactive Sales Managers Do Differently

    Five Things Proactive Sales Managers Do Differently
    A recent review of a sales manager job description for a Fortune 500 company shows that about 85 percent of the responsibilities assigned to sales managers, were related to sales coaching.…
  • Service Skills: Key to Profitability

    Service Skills: Key to Profitability
    Many leading companies are realizing that customer service and field technicians have become their primary means of maintaining communication with their customers and clients. And service professionals are often in the best position to positively influence customer perceptions of the value of the business relationship. This implies that the service professionals who are on the front lines of those relationships may have the…
  • Thirteen Sales Tips (Part 3 of 3)PDF Link

    Thirteen Sales Tips (Part 3 of 3)
    This is the final piece in a three part series from Corporate Sales Coaches entitled "Thirteen Sales Tips". Sales Professional's Tip #5 - Use Your Selling Time Wisely. Use the hours between 8:00 AM and 5:00 PM to speak with prospects and customers.…
  • Customer Service - Inside and Out

    Customer Service - Inside and Out
    How often have you heard a supervisor or manager exclaim, "It's all about the bottom line? We need to do all we can to keep our customers," or, "Without the customer we are nothing."…
  • Thirteen Sales Tips (Part 2 of 3)PDF Link

    Thirteen Sales Tips (Part 2 of 3)
    Here is part two in a three part series from Corporate Sales Coaches entitled "Thirteen Sales Tips". Sales Professional's Tip #10 - Set Goals. Wise people have said, "Time waits for no one," "To waste time is to waste life," and "Time is the stuff life is made of."…
  • Thirteen Sales Tips (Part 1 of 3)PDF Link

    Thirteen Sales Tips (Part 1 of 3)
    Is your sales team stuck in a rut? Here are some tips to benefit any sales professional. Sales Professional's Tip #1 - Improve Your Listening. People are comfortable with and trusting of salespeople who are excellent listeners.…
  • Don’t Just Listen! – Make Sure They Know You’re Listening!PDF Link

    Don’t Just Listen! – Make Sure They Know You’re Listening!
    Take the advice of a good friend of ours, a Long Islander and exceptional speaker named Don Balducci. “Think about your BEST friend. Picture that person in your mind’s eye. Now, with that person in mind, think about WHY you regard them as your best friend.” Specifically, what is it about them that makes you…
  • Getting Referrals Without Asking For Them

    Getting Referrals Without Asking For Them
    Asking for referrals like anything can be tough for even the most confident consultant or trainer.…
  • Is Training In Vogue or Indisposed? Part 5/5

    Is Training In Vogue or Indisposed? Part 5/5
    If there is one thing that sellers generally can talk about, it is their product or service offering. In fact, they are so fond of telling customers what they know that they often show up and pour out the information instead of gaining a good understanding of the customer’s needs or goals.…