The last 12 months have been my own real-life version of “Undercover Boss,” transitioning from being a CEO to a sales rep back to a CEO. I thought I understood what it took to be a successful sales executive. I was wrong.
In sales training, much of the existing content focuses on systems and processes. Many sales teams could benefit from a focus on the relationship between the salesperson and the client or prospect — particularly when it comes to real-life scenarios.
How good do you need to be at selling in order to win? The answer, of course, is “better than the competition” — but that’s a target that’s moving fast.
Today’s buyers are more informed and aware than ever before. Consequently, it’s no longer enough to be a transactional sales representative. Sales professionals must have strong emotional intelligence.
Success requires mastery of the fundamentals, especially when it comes to sales. Your sellers must have complete mastery of the fundamental skills. Below are four reasons laying a solid foundation is key to a successful sales enablement strategy.
The salespeople on our team, much like salespeople everywhere, were struggling to make sales by using a loser’s formula. During nearly every sales call, they shifted from persona to persona, appealing to whatever emotional state the buyer was in at that...
From developing their sales skills to cultivating a more holistic view of diverse technical teams and individuals, there was much for learning leaders to take away from TICE 2019. Next year, we expect more sessions — and networking fun!
The last thing today’s buyers want is to be sold to from an out-of-touch sales rep. Learn the key skills necessary to turn one-and-done sales transactions into long-term customer partnerships.
At the end of the day, every close relies on a salesperson’s ability to connect in the opening phase of the process. The most important thing a sales trainer can do to help increase successful outcomes is to help reps learn how to connect with buyers.