The Most Important Step of the Sales Process
At the root of true consultative selling is knowing how to ask the right questions. But, can Salesforce be configured to encourage this? The answer, here.
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Sales Training.
56 articles on sales training.
Truth and Consequences for Non-Performing Salespeople
Use native Salesforce functionality to spot poor sales performance early and hold your salespeople accountable with evidence rather than opinion.
So, Are You Having a Good Week?
A good week in sales is not the same as a busy week. How to judge the health of a sales week by the activities that actually move deals forward.
Test Your Salesforce Training Knowledge: A Pop Quiz
Show off your Salesforce smarts. Some answers are self-evident, others may challenge you, but hopefully all are enlightening and entertaining.
The Real Reason Sales People Hate Role Playing
Role playing is hard but necessary to effectively learn Salesforce. Read these suggestions for sales managers on how to create ongoing practice sessions.
Free Salesforce Training: Why Would You Pay for It?
Free online training does not offer the best results. Learning Salesforce needs hands-on practice and reinforcement. This post explains how free isn't free.
Why Your Sales Training is a Waste of Time
Myth #1 – Annual, one-time-event sales training at the company conference will help us achieve better results.
Is Salesforce Too Challenging for your Sales Team?
The most common call we get is that the sales team finds Salesforce too hard. Why that happens, and what a sales leader can change to make it usable.
How Sales Training Boosts Your Bottom Line
Follow these steps for sales training and watch your sales and marketing team change what lands on the bottom line, rather than just the activity report.
The Key Role of the Sales Manager in Salesforce Training
A rep fresh out of training, armed with new behaviors but not yet skilled at any of them, sits down with an important prospect. What happens next?
Why 1-Day Salesforce Training Will NOT Impact Your Results
One and two-day salesforce training events may be well produced, engaging, and even highly customized, but they absolutely won’t impact your sales results.
Why Salesforce Training is for the Dogs
The sales manager is the focal point of every Salesforce training program, because reinforcement continues long after the trainers leave the building.
Avoiding the Price Objection
If your prospect is shopping on price alone, you will probably lose the sale. Get them to weigh value before price and the odds change completely.
A SalesForce Training Resolution Re-Visited
As always, on January 1st, it is typical to formulate a resolution for the upcoming year. But what of last year's promise, made exactly one year ago today?
The Key to Success in Sales
Knowing the principles of selling and knowing how to put them into practice are two different things. This is where most sales fundamentals break down.
The New Hire -- How to set up Sales Training
Loading new hires with product knowledge and sending them at prospects is not sales training. How to set up onboarding that produces selling ability.
Measuring the Impact of Salesforce Training
Proving that Salesforce training produces results is the challenge every sales manager and training firm wrestles with. Here is how to measure it properly.
Don't be Afraid to Use Salesforce Training as a Tool
Most sales managers hire the best people they can find. Most salespeople have never had formal Salesforce training. Those two facts sit badly together.
Sales Training 101 -- Stop Selling on Price!
Stop selling on price is sales training 101, and far easier said than done. As sales managers we do little to help our people handle it effectively.
Sales Force Training? Just Don't Teach Pigs to Fly.
When considering sales force training, there’s one sure thing about trying to teach pigs to fly—it annoys the pigs and frustrates the teacher
Overcoming Price Objections
Understanding that prospects are simply looking for good value for their money is the first key in overcoming price objections.
Stop Selling and Start Consultative Selling
Consultative selling means understanding the nature of the prospect's business and getting to the real problem underneath the one they describe first.
CPR for Sales
Most sales leaders know CPR as an emergency technique. The same principle applies to a stalled opportunity. What CPR looks like when applied to selling.
Dress for Success
You get one chance at a first impression and what you wear decides much of it. What professional dress still signals to a prospect in a casual era.
RFPs for Sales Training...Just Wrong!
Organizations sometimes invite sales training firms to bid for an assignment through an open RFP. Why that process produces the wrong training partner.
Fun Facts - Interesting Stats about Sales
Nearly 12.3% of all jobs in the United States are full-time sales positions, and over a trillion dollars is spent on sales every year. More facts inside.
Sales Training Events Fail: What Else Matters (3 of 3)
Changing sales behavior takes more than a training event. Part three covers the remaining factors sales leaders need to plan for before committing budget.
Sales Training Events Fail: In the Field (2 of 3)
Changing sales behavior takes more than a training event. Part two covers reinforcement in the field, where sales training either sticks or evaporates.
Sales Training Events Fail: Before the Training (1 of 3)
Changing sales behavior takes more than a one, two, or three day event. Part one covers what has to happen before any sales training is booked.
The Moneyball Effect - Adapt or Die!
What Moneyball teaches sales leaders about measuring the right things, and why the sales teams that adapt their metrics leave the others behind.
Beware of the Nibbler
Sooner or later every salesperson meets a nibbler, the buyer who chips away at the deal right up to signature. How to spot one and stop the nibbling.
Sales Lessons from Starbucks
There are three ways to increase sales: more customers, bigger purchases, or more frequent purchases. What Starbucks does to work all three at once.
Selling to VITO
A sales trainer reads Anthony Parinello's famous book Selling To VITO. Who VITO actually is, and whether the approach holds up for modern sales teams.