Sales training is a multibillion-dollar business. In the U.S. alone, the market is estimated to be worth more than $5 billion per annum.
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This proposal is less of a best practice and more of a thought experiment about what a great sales learning program can and should consist of.
Sales performance improvement and leadership development are two of the fastest growing segments for sourcing training from the supply side of the market.
Every seller has been there. It’s the meeting with eight stakeholders, no one’s on the same page, and half the group is glancing not-so-furtively at their phones. Perhaps it’s the prospect so far down the buying process that your call is just his...
When it comes to communication you know who, you know what – hopefully you know why. The only question that remains is, do you know how?
Why are executives so fiercely protective of their time? It’s because they have so little of it. If you’re persistent and persuasive enough to be able to secure a CXO’s time, the worst thing you can be is unprepared.
Most sales executives are proponents of needs-based consultative selling and believe that effective sales calls revolve around customer-centric dialogue rather than traditional sales pitches.
Sales professionals know that demonstrating value is important to having any shot at winning a deal. Research shows that by using a three-step process, one could show value to a prospect in a way that is most likely to solidify the need for what is being...
If sales meetings were not mandatory, would your sales team even bother showing up?
Often, people mistake value proposition for an elevator speech, as in, “My name is Joe and Acme Corporation always provide you with the right contractor for the job because we meet them first. We provide great service and a great price because we want...