Sales Team Training that Produces Real Results
By John Doerr

sales team training

Your sales team isn't hitting quota.

You have aggressive growth goals but keep falling short.

You want more of your sales team to transition from average to top performers.

So you invest in sales team training, with the expectation that it will give them the boost they need to not only hit their goals, but exceed them.

Then, when it comes to measuring results a few months after training, you find that besides a slight bump, results are largely the same as before.

The list of reasons why training goes wrong is long.

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8 Sales Email Secrets
By Bob Croston

sales negotiation

Email prospecting is a hot topic these days—and it should be because it works. Or at least, it works when it's done right.

Before you type up your next sales email, make sure you attend to these secrets to success.

Read more for 8 sales email secrets.


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6 Strategies Buyers Use to Negotiate Price
By Mike Schultz

sales negotiation

Some buyers are conditioned to try certain tactics to lower your price. Maybe they've read about negotiation in books or were trained to use pressuring strategies.

When buyers take this kind of positional and win-lose approach, their goal is generally to gain the most for themselves at the expense of the seller. For example, savvy buyers know that many sellers will be especially vulnerable to manipulation just when a contract is about to be signed. It's tempting at this point for the seller to give the buyer what they want and lower the price instead of digging deeper to uncover if their concerns are valid, or a bluff.

Here are 6 common tactics buyers might use to gain a positional advantage, and ideas for how to respond.


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Core Competencies of Successful Sellers
By Mike Schultz

Click to learn the key areas of sales excellence.

Selling works when an organization, and its sellers, excel in certain key areas. The Sales Competency WheelSM is a graphical depiction of these areas. Not every seller must do everything in the Wheel (e.g., not every seller must fill their own pipelines or drive account growth), but every sales organization needs to make sure the right people are good in the right areas to unleash maximum sales potential.

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On-Demand Webinar: 5 Elements of World-Class Sales Training Programs
By Erica Stritch

sales webinar

The most successful organizations implement a systematic sales training process for getting sellers up to speed quickly, developing the skills and knowledge they need, supporting their ongoing sales efforts, and driving top sales performance.

But how exactly do they do this?

In the new webinar 5 Elements of World-Class Sales Training Programs, RAIN Group President Mike Schultz provides insight into how the most successful organizations structure their sales training initiatives to produce sellers who consistently exceed their targets and bring in the most revenue.

Click here to watch the free webinar now.


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