Why do executives test and screen salespeople?  How can salespeople circumvent that process and develop trusted advisor level relationships with those executives?

At one time or another, every sales manager feels like they are stepping into an abyss.   They have to replace the sales rep who just left. Or they’re tasked with expanding their department to meet the challenge of growing sales for the company. Either way, they have to make a big decision.The candidate sitting in front of them could be an outstanding addition to the team, or they could be the manager’s worst nightmare.   Hiring an employee who turns out to be toxic can cost the company lost sales, higher rates of sales rep turnover, and turmoil. Research shows 1% of people are psychopaths and 4% are sociopaths, while another 2-3% of the population might end up behaving in a toxic way in the workplace. When you add it up, that’s one out of 13 people.   In this book, we offer a glimpse at 13 types of toxic personality types we’ve identified in the workplace for sales teams. We have ordered the chapters by the most difficult and problematic, the Jungle Fighter, to the least likely to be problematic, the Martyr. Using documented case studies, we also outline the steps you can take to address toxic behavior and restore harmony to your organization. In some cases, you may be able to adjust the work environment and coach employees who exhibit toxic behavior. In other cases, the best strategy may be to avoid hiring employees with toxic behavioral tendencies. If they are already on the payroll, you’ll have no choice but to get them out of your organization.

When you've presented the proposal, but opportunities aren't closing, you need strategies to compel prospects to make a decision. And discounts aren't the way to do that.

The days when a salesperson could close a sale with a "feature dump" presentation and win the sale are long gone. Unfortunately, many salespeople don't know there is an alternative. They know they need to advocate "value," but the path to that end is unclear.

When presenting, it's imperative that you grab your audience's attention right from the beginning, even before saying a single word. One of the best ways anyone can do this by designing a jaw-droppingly beautiful front cover. After all, a front cover is the very first slide that anyone's going to see - it pretty much sets the tone for the entire presentation, and give a strong indication on how great your talk is going to be!

Did you know that depending on how it is used, money and other cash-based awards could actually negatively impact your engagement strategies? This presentation combines scientific studies and examples to show the way that rewards, recognition, program design, and communications should be properly used to stimulate activity and engagement.

During this webinar we will cover the principles of Self-Determination Theory and the research-based principles of Enthusiastic Employees, exploring the differences in engagement from onboarding and throughout employee careers.

You’ve heard that Relationship Selling is dead, right? Well, maybe… If you mean the old-style, wine-and-dine, golf-course, donut-delivering customer schmoozing, yeah, you’re right. It’s dead and it should be.

Just like a house needs a blueprint or a film needs a script, great sales training needs a plan. But with limited time and resources, you may have questions about where to start or what to build first. Don’t worry - you’re not alone!

How a Sale Was Lost Ann was not happy as she left the meeting with a long-term customer—now a former customer. "Ann, we have done business together for a long time," her customer started, "but we have decided to go in a different direction this time." Her customer went on to say how ABC Company, one of Ann’s biggest competitors, worked with them to integrate ABC Company’s solution into their own systems, resulting in faster inventory turns with fewer shipping errors. And they were able to demonstrate how this will increase margins and profit for the company. ABC Company’s salesperson sold value. The Selling to Value approach requires the salesperson to develop an ever-expanding mindset and skillset—and it requires a commitment to a purpose that goes beyond self-interest to include both the interests of the individual customer and the interests of that customer’s organization.  

94% of buying executives expect salespeople to have business impact discussions with them, but only 19% of salespeople are effective at this.

Google Slides is a great presentation development tool that you can get completely for free. But is there such a thing as a free lunch? Can you create credible presentations with Google Slides? Yes, yes you can. Not only that, but you can produce amazing presentations with Google Slides.

In this next chapter in our continuing WhiteSpace webinar series, Heather Sager tackles the pernicious problem of meetings and how they gobble up talent capacity and time to work.

Have you seen the recent B2B buying research? Study after study report that buyers: don't trust salespeople do more and more of their own research don't believe they understand them or their businesses grow weary of stereotypical seller behavior.

There are 8 steps to rolling out an effective social selling program. In this webinar, Sales and Marketing leaders will learn what it takes to roll-out an effective program that generates business opportunities.

Research shows that as much as 90% of professional learning is informal and experiential, taking place out in the world and not in a classroom. It's what people do every day in their personal lives when they access content from sites like Google, YouTube, Yelp, and TripAdvisor. Yet companies are ignoring how employees intuitively learn and forcing them to train in the exact opposite way.

It's no secret that it's an employee's job market. With U.S. unemployment rates hovering below 4%, it's harder than ever to hire the talent you need today—and harder still to hold onto the people you have. Take control of the situation! Build a Culture of Recognition & Engagement where employees want to work for your organization because they feel connected to your mission, valued by their managers and supported by everyone—from co-workers to top management.

Vengreso recently published an original report titled "The State of Digital Selling with LinkedIn in 2019". The report is based on survey results from B2B sales reps across five industries: professional services, technology, manufacturing, healthcare, and financial services. There were some definite surprises when it comes to how reps are (or are NOT) using LinkedIn for business development.

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.

Vengreso recently published an original report titled The State of Digital Selling with LinkedIn in 2019. We surveyed 862 B2B sales reps across five industries: professional services, technology, manufacturing, healthcare, and financial services to assess their digital selling skills. The sales reps were asked 10 multiple-choice questions about how they use LinkedIn in their sales activities to assess how their use of LinkedIn impacts their digital selling results. Tune into today’s episode as Bernie and his guest Kurt Shaver, Co-founder and CSO at Vengreso, summarize the key findings that are published in the 20-page report. Get the full report on the Vengreso website or at stateofdigitalselling.com. Don’t miss out on the full report’s finding to understand how reps are being effective in digital selling through LinkedIn.

There is a lot hype these days about "Modern This" and "Modern That." What does Modern Selling even mean? And what is Modern Learning? And how can you get past the hype and combine these modern maxims to improve sales performance and deliver profitable growth for your company?

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.

Learning leaders have so many choices on how to deliver on the strategic promise of a learning organization, but there's so little time. Making these choices mean the difference between a growing, high-performance organization and one that struggles with the skill gaps that erode competitive value proposition.

Targeted lead generation combined with automated follow-ups is key to increasing your sales. If you are looking for more demos, more prospects, more sales, you need to be utilizing the tools that will help you save hours a week, but also fill the top of your sales funnels.