Most customers don’t trust salespeople or see them as trusted advisers. Salespeople can solve this problem by asking themselves three key questions.
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The one question you must be able to answer to communicate to your vendor, to your management team and to your sales force is: What do you want your representatives to be able to do differently as a result of the training?
Customer Relationship Management (CRM) is a business approach that includes the practices and strategies a company uses to determine the best ways to manage and maintain business relationships and interactions...
If the outcome isn’t defined and measured, the “how” doesn’t matter. When the destination is clearly defined, the need to work on the skills becomes apparent to all.
Too many organizations focus on motivation directly. This method doesn’t work as well as simply driving value for customers.
Sales has evolved from pushing products to selling value. To sell value, it is critical to know what is valuable and how that value will be measured.
To be effective, sales training must be understood and embraced as an ongoing process that involves active participation.
Product knowledge ensures that sales professionals can communicate effectively and enthusiastically, building trust and confidence in customer relationship. It also means they can answer questions on the spot and overcome...
When done right, a comprehensive sales enablement strategy can also strengthen marketing and training efforts.