How to Set Up the Best Sales Training
By Bob Croston

best sales training

I recently returned from an industry conference. The speakers were excellent and it was great to get away from my desk, connect with the attendees, and have the opportunity to step back and think big picture about what I need to be doing to drive success in my position. I returned with all sorts of notes, to-dos, and grand visions for change.

On my first day back in the office I was energized. Then the phone started to ring, the emails came flooding in, and my schedule filled with meetings. Two weeks later, while I had made some progress on my aspirational list of to-dos, by and large I was back to doing what I had always done.

The problem for me was that there was no support to make the change when I got back to the office.

The same thing happens after even the best sales training programs, especially if the training is structured as an instructor-led, event-based, one-time only affair...

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Common Sales Training Mistakes to Avoid
By Erica Stritch

why sales training fails

9 out of 10 sales training initiatives have no lasting impact after 120 days.1

Considering companies spend $3.4 to $4.6 billion on sales training with outsourced providers each year, that’s a big investment with little to show for it beyond short-term, short-lived gains.2

Fortunately, the reasons sales training fails are both predictable and fixable. By avoiding common mistakes, you set yourself up for successful training initiatives that lead to increased sales performance and long-term revenue growth.

Here are the most common problems we see:

  1. Before training, companies don’t have clearly defined outcomes and they don’t align the outcomes with learning needs
  2. Training focuses on building sales skills but doesn’t build fluent sales knowledge
  3. Sellers attributes (their drivers and detractors of sales success) are ignored
  4. There’s no process or methodology or goal and action planning, so sellers don’t know what to do to get the best results...
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The #1 Reason Why Account Development Fails
By Mike Schultz

selling tools

In the Benchmark Report on High Performance in Strategic Account Management, we studied more than 370 companies that engage in formal strategic account management. We looked at what sets High Performers apart from the rest, and what you need to do to become a high-performing organization.

Among other areas, we asked about the challenges companies face when it comes to account development. We found that High Performers report fewer challenges and issues in a host of different areas, including:

  • Finding time to focus on strategies and actions to maximize growth at strategic accounts
  • Getting funding or resources needed to maximize growth at strategic accounts
  • Gaining support from company leaders to focus on strategic account management

Here’s the hard truth...

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3 Rules for Building a Value Proposition
By Mike Schultz

value proposition

Every business pundit has said at one time or another, "There's no more misunderstood, argued about topic in business than [insert topic here], but it's really not that complicated. Here's the secret to understanding it." Understanding how to communicate value when you're selling falls into this same category.

Before you can learn how to communicate value, you need to understand what value, itself, is.

  • Value: The monetary worth of something
  • Value Proposition: The collection of reasons why a buyer buys
  • Value Proposition Positioning Statement: A compelling, tangible statement of how a company or individual will benefit from buying something specific or buying from you in general

Most people, however, only think of the third bullet...

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Social Selling Tools: 5 Ways to Save Time, Stay Focused, and Generate More Sales
By Ago Cluytens

selling tools

According to recent data from the Social Media and Sales Quota report from Social Centered Selling, 78.6% of sellers using social selling outperformed those who didn’t. And social sellers were 23% more successful in terms of meeting and exceeding quota.

The question isn’t if social selling works. It’s how.

Many so-called “gurus” continue to talk about social selling as if it were limited to asking/answering questions in LinkedIn groups and monitoring customers' Twitter accounts while scanning for buying signals (“our server is down again”).

Good luck with that kind of strategy.

Social selling isn’t about gimmicks or using the same old tricks to get the meeting. It’s about a quiet revolution that is rapidly widening the gap between those who will succeed in sales tomorrow and those who will get left behind.

It’s about leveraging the power of technology so you can focus on what you do best—selling—instead of spending your time chasing after prospects who aren’t worthy of your time and devotion...

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