Type Name, Speaker's Name, Speaker's Company, Sponsor Name, or Slide Title and Press Enter

17 Training Innovations For Relentless Sales Improvement

The purpose of this paper is to explore the 17 innovations occurring to the methods of training and learning. Some are in their infancy; others are more mature. Additionally, we\'ll suggest some neuroscience-based practices to help you develop your organizational training.

Win the Customer AND the Deal

In sales, we often find ourselves grappling with a false choice – do we focus on relationship building with the customer, or focus more on winning the deal at all costs? It can often seem like there is no middle ground, we have to either perform like a hardliner or try and gain the customer\'s favor. But it is not, in fact, an either/or situation. This white paper explores the middle ground between building relationships and winning the deal and offers helpful tips on ways to nurture both your relationship with the customer while keeping your eye on the prize. Read more to discover how it might be the way salespeople think about their customer relationships that prevents them from focusing on and winning the deal. JMReid Group is a training company that provides sales programs with this middle ground at top of mind. If you like what you read, contact us in the interest of your sales team at www.jmreidgroup.com.

State of Digital Selling with LinkedIn® 2019

Imagine your sales team gets invited to attend an exclusive networking event filled with senior decision-makers at companies that fit your ideal customer profile. Would you expect them to do their homework before they arrive at the event? How would you expect them to behave at the event? Would they grab a cocktail and stand against the wall for the entire event, quietly making comments to people as they pass? Or would they work the room, confidently striking up conversations with people they\'ve researched online, connected with and began developing authentic relationships proving they have the experience these buyers are seeking from a seller? As a sales leader, you\'d never hire a rep who couldn\'t represent your brand at an important event without proven experience and know-how to conduct meaningful conversations with qualified buyers. This is precisely how high-performing and experienced sales professionals approach digital selling with LinkedIn.

Overcoming the 7 Barriers to Sales Prospecting

THE KEY IS TO ADDRESS THE UNIQUE CHALLENGES OF SELLING OVER THE PHONE. There are two immediate challenges: Inside sales is different and selling over the phone is difficult. If you manage an inside sales or telesales team, you realize these as the unique hurdles to selling and managing customers over the phone. The purpose of this paper is to share with you experience gained from research in hundreds of organizations since 1996 that will help you respond to areas that are inhibiting the performance of your inside sales organization. By reading this white paper, you will learn: Three simple steps to tripling your success rate over the phone. The one reason a lower level of contact will sponsor you to a higher-level contact. The top two techniques for building value over the phone. Keys to leaving a highly-effective voicemail. How to overcome the five common challenges to discovering honest needs.

Sales Coaching Research Brief

Integrity Solutions partnered with the Sales Management Association to perform a sales coaching research survey of over 200 sales leaders at 193 organizations to answer these questions: Is the current approach to sales coaching effective? Does sales coaching impact a sales organization’s performance? How do high performing sales organizations differ in their approach to sales coaching?   Our research yielded definitive and sometimes surprising answers to these questions. Click below and get this Research Brief today!

Tools for Managers: The Coaching Mindset

Inside organizations coaching has become common practice to address issues such as developing talent, ‘onboarding’ key leaders and supporting senior executives. Yet, there is clearly widespread opportunity to integrate some of the skills and competencies inherent in coaching into the roles of managers and contributors at all levels in an organization. We call this: the Coaching Mindset. Click below to download this White Paper.

A Case For Coaching: Growing Leaders & Creating a Culture of Development

WHAT IS A COACHING CULTURE? Culture shapes behaviors inside the organization and a coaching culture is one deliberately focused on growing and nurturing talent in order to deliver key results, strengthen leadership capacities, increase retention and deepen engagement. A culture that has cultivated a coaching approach to development often demonstrates some of the following characteristics: • Giving and receiving feedback in the service of being at one\'s best • Focusing on opportunities to help members of one\'s team grow • Operating in teams with clear goals and roles • Developing others when it matters most • Asking and empowering more than telling and fixing When coaching is embedded through all levels of an organization it becomes the predominant approach to working and leading together with a goal of building a best-in-class organization by building great leaders. Click below to download this White Paper.

Inside Coaching: Insights Into Coaching Skills That Shape Stronger Leaders

ASK MORE, TELL LESS Many of the skills of a great coach are equally effective for a great leader – emotional intelligence, able to provide feedback, capable of creating strong working relationships, comfortable challenging the thinking of another, willing to ‘speak the truth’ when it’s most important, and the list goes on. Of course the question is which coaching skills might a leader adopt to get the best results in these all-important human interactions. Click below to download this White Paper.

The Best Sales Manager I Ever Had

How does being a strong leader equal a boost in sales? What sets you apart as a sales manager? Or maybe you’ve made a costly hiring mistake, and aren’t sure how that happened!? To discover more about your management strengths and how to have a rock star sales team, check out SalesFuel’s free white paper: “The Best Sales Manager I Ever Had.”

Watch Out for the Ten Forms of Twisted Thinking

The following excerpt is from "A Practical Guide to Getting Sales Teams to Prospect," by Wendy Weiss, The Queen of Cold Calling™ In The Feeling Good Handbook, Dr. Burns lists "Ten Forms of Twisted Thinking" that occur when people are depressed. My years of training and coaching sales professionals have made it clear that people who are not depressed can fall into these twisted ways of thinking, too — and many, many sales professionals, unfortunately, employ "twisted thinking" when it comes to prospecting. Click below to download this excerpt and for the link to download the complete eBook

Definitive Guide to B2B Gift Card Sales

Branded currency plays a critical role in a merchant’s marketing mix and customer retention strategy. Gift cards, points, loyalty, rewards and promotional value all help merchants expand their market share, reach new corporate customers and retain those customers. As branded currency continues to evolve and promotional and loyalty programs grow more complex, merchants are increasingly teaming up with specialized prepaid card companies to turbocharge their B2B gift card sales. From basic fulfillment to lead management and fraud prevention, this guide is designed to walk merchants through the considerations of setting up and launching a successful B2B gift card program.

Add comment

Upload jpg, jpeg, png, bmp, doc, docx, xls, xlsx, ppt, pptx, pdf, mp3, m4a, wav, wmv, mp4, mov, mpg, mpeg, zip, rar, csv, and txt files with 50MB maximum size.

Upload jpg and png files with 50MB maximum size.

18 Ways to Improve Sales Training with Video

How to use video in your sales enablement practice to help your reps ramp up more quickly, sell more efficiently, and share best practices more easily. Click below to download this Whitepaper.

Disrupting Sales Management through Adaptive Sales Coaching™ - Better Coaching Leads to Better Sales

Across the nation, sales managers are struggling. They struggle to keep up with deadlines, with reporting, with setting and hitting goals, and with managing and motivating their sales teams. SalesFuel hears these sentiments at every conference, at every training session, and every day from our own clients. There is not enough time. And most definitely, there is no time for sales coaching. The developers and researchers at SalesFuel were tired of hearing sales managers say, “Oh, I’m swamped with bazillions of things to do. I don’t have time to sit down and have hour-long conversations with each sales rep every week.” So, they created a tool specifically to address this no-time epidemic and to disrupt the way we think about managing sales forces forever. It is time for a sea change in sales management. And, it’s time for adaptive sales coaching.

5 Potential Pitfalls in Sales Process/Sales Methodology

We have identified five potential areas of failure in sales process/sales methodology implementation in the midst of data-driven sales transformation.  These areas are broad and multifaceted, but we have explained them within the context of the business issue, and their effects on process implementation, as well as the way that shifting process implementations can affect business issues.

Essential Guide to Modern Sales Onboarding

A New Look at Sales Onboarding Sales organizations onboard new employees differently now than they did just five years ago. This transition to modern learning practices reflects exciting new opportunities for today’s professionals in Sales Enablement and Training as well as Learning and Development to transform onboarding into an organizational capability that drives growth. We’ve helped over a hundred organizations build out successful modern onboarding programs and gained perspective on themes that consistently emerge among top performers. We’ll illustrate these throughout this guide while giving you tactical recommendations for driving better and faster onboarding today Click below to download this White paper.

Sales Process Tool

Map our your unique sales process in minutes. A well-designed sales process allows the replication of best practices, introduces a shared sales language, discipline, and minimizes risks for both buyer and seller. It\'s a powerful concept. But, where to begin? Download this interactive Excel tool to: Define your ideal customer profile. Identify which prospects to pursue (and which not to). Capture knowledge and best practices from your team. Outline qualifying criteria, milestones and steps that build value. Sequence steps and milestones to ensure pipeline momentum. In short: plug in your information and get some inspiration from this tool - finish with a killer sales process to increase win-rates and deal sizes!

Effective Sales Process Execution

Sales is in an effectiveness crisis, with 47% of sales professionals failing (according to CSO Insights studies). It\'s easy to blame outside factors. But the truth is, if we\'re going to turn sales performance around, we have to take a good, hard look at sales process.  To achieve consistent results, your sales team needs an actionable and measurable sales process consisting of your best practices. It needs to be repeatable and easy to follow. Download this white paper to: Learn why mapping out a formalized sales process is worth the effort. Get practical guidance on how to do it successfully. Learn how technology makes effective execution achievable for any sales organization. See inside an organization that increased their profit margin by 50% by better executing their sales strategy.

Elevate Your Consultative Selling Approach To Compete Today

Competing in the world of selling today means understanding the changing world of your buyers and adjusting your sales approach accordingly. The biggest change for sellers is that the game has gotten harder, and sellers need to execute at a higher level than ever before to compete. Committing to this level of change is the difference between college sports and pro. The players are bigger. The game is faster. The conditions are more challenging.

The ABCs of Sales Coaching

In today’s sales environment—where product and service solutions and customer relationships are growing more complex—there is an increasing need to continually raise the skill level of salespeople. Managers play a critical role in making sure those skills are learned and used. Statistics speak loudly that manager support/coaching is the number one action that can amplify organizational sales performance: Organizations can gain a 29% increase in top-line salesforce performance due to the skills of sales managers, independent of the skills of their salespeople. Manager coaching has a great impact on performance over and above the impact of training alone. In our study, while just training salespeople resulted in a 43% improvement in performance, when manager coaching was added, overall performance improved 67%, a 24% improvement over training alone. Unfortunately, sales manager coaching is at an all-time low, resulting in as much as 85% of sales skills never being used to drive performance. Why aren’t sales managers dialing up the decibels?  

Winning The Team Sale

Team selling today is no longer required just for blockbuster business-to-business sales pitches. Whether you are in consulting, investment banking, or technology or are a financial advisor, home remodeler, or lawyer, pivotal meetings with customers and prospects now often involve more people — on both sides of the table. In fact, according to Harvard Business Review, “…the number of people involved in B2B solutions purchases has climbed from an average of 5.4 two years ago to 6.8 today.”

The Best Sales Manager I Ever Had

Think about the best manager you ever had. We are assuming, of course, that you’ve had at least one good manager in your lifetime. C’mon, there’s got to be at least one. Think back to all the teams you’ve been on. This person could’ve been your boss at that horrible minimum-wage high school gig that you only showed up for because this person made it worthwhile. Maybe you had a strong leader during your college part-time work. Or, like many in today’s workforce, your first full-time, professional manager played a major part in developing you during your formative years into the kind of executive you are today.

Don’t Show Me The Money - The Truth About What Really Motivates High Performance

A few months ago, I was in Denver and met a retired man who asked about my work. I told him I research the motivational effectiveness of different types of rewards. He held up a worn leather bag and said with a smile, “I was a sales rep and this was my first reward for winning a sales contest in 1967.” He beamed at the accomplishment made over 50 years ago. It’s easy to recall the thrill of receiving the reward of a leather bag or a trip to the Bahamas your boss gave you decades ago. Great memories are one thing, but how do rewards impact someone’s motivation to perform at a higher level?

The Sales Manager’s Guide to Greatness

If your sales team isn\'t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager\'s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the... (click below to download excerpts from this eBook)

Targeting Your Value Proposition for the Relevant Executive

Each sales opportunity presents its own unique dilemma in terms of identifying the "real buyer". Further examination of a sales opportunity will yield additional information regarding the viability of the opportunity as it relates to the product and service offerings available from the salesperson\'s company. One of the most important steps in the sales process is to identify the real buyer ‐ an individual I\'ll call the “relevant executive" for the sales opportunity. Recent research (like that shown in my book Selling to the C‐Suite) shows that key executives typically get involved early in the buying cycle to understand the issues creating the need for a solution. They will often delegate the middle phase of the buying cycle—exploring options, setting vendor criteria and evaluating solutions—to others at lower levels of the organization. Senior executives also get involved in the project again during the final phase to help plan the implementation and measure the results. That’s why waiting to get involved with an organization when the RFP is initially received can be problematic. The better strategy is to gain access to the relevant executive early in the buying cycle, at a time when it is possible to actually influence RFP criteria by showcasing the benefits and value of your products or services. Click below to download this paper to help you and your team develop the right strategy for targeting and engaging with the right - and relevant - executive.  
Displaying 1 - 24 of 66 total records