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SELLING SKILLS
That’s because effective sales management training is a process, not a one-time event. When you work with us, you get an entire behavioral change system that’s designed to turn skills into result-producing habits. All our sales training programs follow a 5-part process: Management Engagement, Content Customization, Experiential Training HOW TO EFFECTIVELY SET CLEAR SALES TEAM EXPECTATIONS Check for understanding. Have the sales rep recap their understanding of your expectations. Follow up in writing. Send out an e-mail recapping your communication making sure it adheres to rules 1 – 5 above. It is also important to remember that the mutual goal is the achievement of the result (s) and to keep the message upbeat andencouraging.
VIRTUAL SELLING: HOW TO CONNECT WITH CUSTOMERS Even though you may not be physically in the room with your customer, standing to present changes your physiology, mindset, and posture. Turn on your camera before the call (more on this later) and look at yourself. Practice smiling. Smiling is a choice; it’s contagious, and it demonstrates interest and energy. HOW TO CONDUCT HIGHLY PRODUCTIVE ONE-ON-ONE SALES MEETINGS 1 | Check-In (5 minutes) You should start the one-on-one meeting with a quick check-in to see how your sales rep is doing, personally and professionally. The purpose of the check-in is to develop rapport and create a personal connection. While your meeting is business-related, there is a human element that is important to build trust and HOW TO MANAGE CONFLICT WITHIN YOUR SALES TEAM To recap, here are the seven steps you should follow as it relates to performance counseling to address underlying behaviors driven by poor attitude or motivation. Step one, open the session in a positive and serious way. Step two, after you've opened the session, wait MAKING THE TRANSITION TO LIVE ONLINE SALES TRAINING Making the Transition to Live Online Sales Training. In the span of a few weeks, the work world has shifted en masse from regular offices to working at home as a result of the COVID-19 pandemic. For sales organizations, this means moving everything to virtual, including training. My colleague Ray Makela recently blogged on delivering live 5 AREAS YOU NEED TO FOCUS ON TO BOOST SALES EFFECTIVENESSSEE MORE ON SALESREADINESSGROUP.COM THE BEST QUESTION TO ASK ON A FIRST SALES MEETING So, the number one priority for that first meeting is to build a relationship that creates openness from your customer. This includes asking the right questions, actively listening, maybe sharing some comments, interests and sharing insights that relate to their priorities. You want to build rapport and you want to build trust. SALES OBJECTION: PROSPECT ASKS "WHY SHOULD WE BUY FROM YOU?" That's the essence of consultative selling. If you've established the benefits associated with your solution, you're now in a better position to respond to the question about “why they should buy from you as opposed to your competition.”. Otherwise, you might end up defending your price or your service terms. HOW TO OVERCOME THE "IT'S TOO EXPENSIVE" OBJECTION Based on that, you want to create a call opener to build rapport with the customer. Explain the reason you're there, and wait for their response. When the customer sees that you’re prepared and have a clear objective, they're more likely to engage with you in a conversation. It may also help you reset your plan if they have adifferent
SALES READINESS GROUP: CORPORATE SALES TRAINING PROGRAMSSALES TRAININGSALES MANAGEMENT & COACHINGINDUSTRIESLEARNABOUTCOMPREHENSIVESELLING SKILLS
That’s because effective sales management training is a process, not a one-time event. When you work with us, you get an entire behavioral change system that’s designed to turn skills into result-producing habits. All our sales training programs follow a 5-part process: Management Engagement, Content Customization, Experiential Training HOW TO EFFECTIVELY SET CLEAR SALES TEAM EXPECTATIONS Check for understanding. Have the sales rep recap their understanding of your expectations. Follow up in writing. Send out an e-mail recapping your communication making sure it adheres to rules 1 – 5 above. It is also important to remember that the mutual goal is the achievement of the result (s) and to keep the message upbeat andencouraging.
VIRTUAL SELLING: HOW TO CONNECT WITH CUSTOMERS Even though you may not be physically in the room with your customer, standing to present changes your physiology, mindset, and posture. Turn on your camera before the call (more on this later) and look at yourself. Practice smiling. Smiling is a choice; it’s contagious, and it demonstrates interest and energy. HOW TO CONDUCT HIGHLY PRODUCTIVE ONE-ON-ONE SALES MEETINGS 1 | Check-In (5 minutes) You should start the one-on-one meeting with a quick check-in to see how your sales rep is doing, personally and professionally. The purpose of the check-in is to develop rapport and create a personal connection. While your meeting is business-related, there is a human element that is important to build trust and HOW TO MANAGE CONFLICT WITHIN YOUR SALES TEAM To recap, here are the seven steps you should follow as it relates to performance counseling to address underlying behaviors driven by poor attitude or motivation. Step one, open the session in a positive and serious way. Step two, after you've opened the session, wait MAKING THE TRANSITION TO LIVE ONLINE SALES TRAINING Making the Transition to Live Online Sales Training. In the span of a few weeks, the work world has shifted en masse from regular offices to working at home as a result of the COVID-19 pandemic. For sales organizations, this means moving everything to virtual, including training. My colleague Ray Makela recently blogged on delivering live 5 AREAS YOU NEED TO FOCUS ON TO BOOST SALES EFFECTIVENESSSEE MORE ON SALESREADINESSGROUP.COM THE BEST QUESTION TO ASK ON A FIRST SALES MEETING So, the number one priority for that first meeting is to build a relationship that creates openness from your customer. This includes asking the right questions, actively listening, maybe sharing some comments, interests and sharing insights that relate to their priorities. You want to build rapport and you want to build trust. SALES OBJECTION: PROSPECT ASKS "WHY SHOULD WE BUY FROM YOU?" That's the essence of consultative selling. If you've established the benefits associated with your solution, you're now in a better position to respond to the question about “why they should buy from you as opposed to your competition.”. Otherwise, you might end up defending your price or your service terms. HOW TO OVERCOME THE "IT'S TOO EXPENSIVE" OBJECTION Based on that, you want to create a call opener to build rapport with the customer. Explain the reason you're there, and wait for their response. When the customer sees that you’re prepared and have a clear objective, they're more likely to engage with you in a conversation. It may also help you reset your plan if they have adifferent
MANAGING SALES BEHAVIORS TO IMPROVE SALES PERFORMANCE ***Video Script *** While there is a lot of emphasis on Sales Coaching and Sales Leadership, the most fundamental skill that a Sales Manager needs to develop, Managing Sales Performance, is often overlooked.. Perhaps that is because many organizations take it for granted that their managers know how to effectively manage performance. MAKING THE TRANSITION TO LIVE ONLINE SALES TRAINING Making the Transition to Live Online Sales Training. In the span of a few weeks, the work world has shifted en masse from regular offices to working at home as a result of the COVID-19 pandemic. For sales organizations, this means moving everything to virtual, including training. My colleague Ray Makela recently blogged on delivering live FOUR BEHAVIORS TO BUILDING TRUST IN SALES Four Behaviors to Building Trust in Sales. “I'm not upset that you lied to me, I'm upset that from now on I can't believe you.”. Trust is essential to successful selling. When the buyer trusts you, the buyer believes your promises, gives you access to power, takes your advice, and gives you referrals. A buyer won’t buy from you unlesshe
5-STEPS TO MAKE VITAL DECISIONS AS A SALES TEAM LEADER As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. CHOOSING THE RIGHT SALES MANAGEMENT STYLE As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. 3 CHARACTERISTICS OF A HIGH PERFORMING SALES TEAM I’ve found three consistent characteristics within top performing sales teams. First, their sales professionals add value throughout the sales process by engaging in meaningful sales conversations with their customers. Second, their sales teams have the selling skills to effectively sell and present value to their customers. HOW TO MANAGE, COACH, AND LEAD A REMOTE SALES TEAM In this episode, our CEO Norman Behar shares best practices for managing a remote sales team. A challenge that sales managers have struggled with for years. Norman discusses the impact technology has had on the sales management function and shares techniques you can use to manage, coach, and lead a remote sales team. HOW TO MANAGE UNDERPERFORMING SALES REPS In reality they have a much broader set of options including empowering, training, coaching, counseling, discipline, and (when necessary) termination. Most importantly, keep in mind that you are actually helping support the sales reps development when you are proactive in addressing performance gains and gaps. HOW TO PARTNER AND BUILD A LONG-LASTING RELATIONSHIP WITH Communication: It is important that the vendor is accessible and proactive in communicating with procurement. Problems will arise in any business relationship and it is often how these issues are handled and resolved that makes the true test of the partnership. Procurement wants a partner that will be responsive and fix problems when theyoccur.
WHAT TO DO WHEN YOUR PROSPECT GOES SILENT The business need is crucial. Even if there's budgeted authority, if there isn't a viable business need then the proposal may not still get approve. So you want to use this idea of need to really sell value. The value that your solution presents and how it helps them solve their business need. The last area, timing. SALES READINESS GROUP: CORPORATE SALES TRAINING PROGRAMSSALES TRAININGSALES MANAGEMENT & COACHINGINDUSTRIESLEARNABOUTCOMPREHENSIVESELLING SKILLS
That’s because effective sales management training is a process, not a one-time event. When you work with us, you get an entire behavioral change system that’s designed to turn skills into result-producing habits. All our sales training programs follow a 5-part process: Management Engagement, Content Customization, Experiential Training HOW TO EFFECTIVELY SET CLEAR SALES TEAM EXPECTATIONS Check for understanding. Have the sales rep recap their understanding of your expectations. Follow up in writing. Send out an e-mail recapping your communication making sure it adheres to rules 1 – 5 above. It is also important to remember that the mutual goal is the achievement of the result (s) and to keep the message upbeat andencouraging.
VIRTUAL SELLING: HOW TO CONNECT WITH CUSTOMERS Even though you may not be physically in the room with your customer, standing to present changes your physiology, mindset, and posture. Turn on your camera before the call (more on this later) and look at yourself. Practice smiling. Smiling is a choice; it’s contagious, and it demonstrates interest and energy. HOW TO CONDUCT HIGHLY PRODUCTIVE ONE-ON-ONE SALES MEETINGS 1 | Check-In (5 minutes) You should start the one-on-one meeting with a quick check-in to see how your sales rep is doing, personally and professionally. The purpose of the check-in is to develop rapport and create a personal connection. While your meeting is business-related, there is a human element that is important to build trust and HOW TO MANAGE CONFLICT WITHIN YOUR SALES TEAM To recap, here are the seven steps you should follow as it relates to performance counseling to address underlying behaviors driven by poor attitude or motivation. Step one, open the session in a positive and serious way. Step two, after you've opened the session, wait MAKING THE TRANSITION TO LIVE ONLINE SALES TRAINING Making the Transition to Live Online Sales Training. In the span of a few weeks, the work world has shifted en masse from regular offices to working at home as a result of the COVID-19 pandemic. For sales organizations, this means moving everything to virtual, including training. My colleague Ray Makela recently blogged on delivering live 5 AREAS YOU NEED TO FOCUS ON TO BOOST SALES EFFECTIVENESSSEE MORE ON SALESREADINESSGROUP.COM THE BEST QUESTION TO ASK ON A FIRST SALES MEETING So, the number one priority for that first meeting is to build a relationship that creates openness from your customer. This includes asking the right questions, actively listening, maybe sharing some comments, interests and sharing insights that relate to their priorities. You want to build rapport and you want to build trust. SALES OBJECTION: PROSPECT ASKS "WHY SHOULD WE BUY FROM YOU?" That's the essence of consultative selling. If you've established the benefits associated with your solution, you're now in a better position to respond to the question about “why they should buy from you as opposed to your competition.”. Otherwise, you might end up defending your price or your service terms. HOW TO OVERCOME THE "IT'S TOO EXPENSIVE" OBJECTION Based on that, you want to create a call opener to build rapport with the customer. Explain the reason you're there, and wait for their response. When the customer sees that you’re prepared and have a clear objective, they're more likely to engage with you in a conversation. It may also help you reset your plan if they have adifferent
SALES READINESS GROUP: CORPORATE SALES TRAINING PROGRAMSSALES TRAININGSALES MANAGEMENT & COACHINGINDUSTRIESLEARNABOUTCOMPREHENSIVESELLING SKILLS
That’s because effective sales management training is a process, not a one-time event. When you work with us, you get an entire behavioral change system that’s designed to turn skills into result-producing habits. All our sales training programs follow a 5-part process: Management Engagement, Content Customization, Experiential Training HOW TO EFFECTIVELY SET CLEAR SALES TEAM EXPECTATIONS Check for understanding. Have the sales rep recap their understanding of your expectations. Follow up in writing. Send out an e-mail recapping your communication making sure it adheres to rules 1 – 5 above. It is also important to remember that the mutual goal is the achievement of the result (s) and to keep the message upbeat andencouraging.
VIRTUAL SELLING: HOW TO CONNECT WITH CUSTOMERS Even though you may not be physically in the room with your customer, standing to present changes your physiology, mindset, and posture. Turn on your camera before the call (more on this later) and look at yourself. Practice smiling. Smiling is a choice; it’s contagious, and it demonstrates interest and energy. HOW TO CONDUCT HIGHLY PRODUCTIVE ONE-ON-ONE SALES MEETINGS 1 | Check-In (5 minutes) You should start the one-on-one meeting with a quick check-in to see how your sales rep is doing, personally and professionally. The purpose of the check-in is to develop rapport and create a personal connection. While your meeting is business-related, there is a human element that is important to build trust and HOW TO MANAGE CONFLICT WITHIN YOUR SALES TEAM To recap, here are the seven steps you should follow as it relates to performance counseling to address underlying behaviors driven by poor attitude or motivation. Step one, open the session in a positive and serious way. Step two, after you've opened the session, wait MAKING THE TRANSITION TO LIVE ONLINE SALES TRAINING Making the Transition to Live Online Sales Training. In the span of a few weeks, the work world has shifted en masse from regular offices to working at home as a result of the COVID-19 pandemic. For sales organizations, this means moving everything to virtual, including training. My colleague Ray Makela recently blogged on delivering live 5 AREAS YOU NEED TO FOCUS ON TO BOOST SALES EFFECTIVENESSSEE MORE ON SALESREADINESSGROUP.COM THE BEST QUESTION TO ASK ON A FIRST SALES MEETING So, the number one priority for that first meeting is to build a relationship that creates openness from your customer. This includes asking the right questions, actively listening, maybe sharing some comments, interests and sharing insights that relate to their priorities. You want to build rapport and you want to build trust. SALES OBJECTION: PROSPECT ASKS "WHY SHOULD WE BUY FROM YOU?" That's the essence of consultative selling. If you've established the benefits associated with your solution, you're now in a better position to respond to the question about “why they should buy from you as opposed to your competition.”. Otherwise, you might end up defending your price or your service terms. HOW TO OVERCOME THE "IT'S TOO EXPENSIVE" OBJECTION Based on that, you want to create a call opener to build rapport with the customer. Explain the reason you're there, and wait for their response. When the customer sees that you’re prepared and have a clear objective, they're more likely to engage with you in a conversation. It may also help you reset your plan if they have adifferent
MANAGING SALES BEHAVIORS TO IMPROVE SALES PERFORMANCE ***Video Script *** While there is a lot of emphasis on Sales Coaching and Sales Leadership, the most fundamental skill that a Sales Manager needs to develop, Managing Sales Performance, is often overlooked.. Perhaps that is because many organizations take it for granted that their managers know how to effectively manage performance. MAKING THE TRANSITION TO LIVE ONLINE SALES TRAINING Making the Transition to Live Online Sales Training. In the span of a few weeks, the work world has shifted en masse from regular offices to working at home as a result of the COVID-19 pandemic. For sales organizations, this means moving everything to virtual, including training. My colleague Ray Makela recently blogged on delivering live FOUR BEHAVIORS TO BUILDING TRUST IN SALES Four Behaviors to Building Trust in Sales. “I'm not upset that you lied to me, I'm upset that from now on I can't believe you.”. Trust is essential to successful selling. When the buyer trusts you, the buyer believes your promises, gives you access to power, takes your advice, and gives you referrals. A buyer won’t buy from you unlesshe
5-STEPS TO MAKE VITAL DECISIONS AS A SALES TEAM LEADER As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. CHOOSING THE RIGHT SALES MANAGEMENT STYLE As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. 3 CHARACTERISTICS OF A HIGH PERFORMING SALES TEAM I’ve found three consistent characteristics within top performing sales teams. First, their sales professionals add value throughout the sales process by engaging in meaningful sales conversations with their customers. Second, their sales teams have the selling skills to effectively sell and present value to their customers. HOW TO MANAGE, COACH, AND LEAD A REMOTE SALES TEAM In this episode, our CEO Norman Behar shares best practices for managing a remote sales team. A challenge that sales managers have struggled with for years. Norman discusses the impact technology has had on the sales management function and shares techniques you can use to manage, coach, and lead a remote sales team. HOW TO MANAGE UNDERPERFORMING SALES REPS In reality they have a much broader set of options including empowering, training, coaching, counseling, discipline, and (when necessary) termination. Most importantly, keep in mind that you are actually helping support the sales reps development when you are proactive in addressing performance gains and gaps. HOW TO PARTNER AND BUILD A LONG-LASTING RELATIONSHIP WITH Communication: It is important that the vendor is accessible and proactive in communicating with procurement. Problems will arise in any business relationship and it is often how these issues are handled and resolved that makes the true test of the partnership. Procurement wants a partner that will be responsive and fix problems when theyoccur.
WHAT TO DO WHEN YOUR PROSPECT GOES SILENT The business need is crucial. Even if there's budgeted authority, if there isn't a viable business need then the proposal may not still get approve. So you want to use this idea of need to really sell value. The value that your solution presents and how it helps them solve their business need. The last area, timing. SALES READINESS GROUP: CORPORATE SALES TRAINING PROGRAMSSALES TRAININGSALES MANAGEMENT & COACHINGINDUSTRIESLEARNABOUTCOMPREHENSIVESELLING SKILLS
That’s because effective sales management training is a process, not a one-time event. When you work with us, you get an entire behavioral change system that’s designed to turn skills into result-producing habits. All our sales training programs follow a 5-part process: Management Engagement, Content Customization, Experiential Training VIRTUAL SELLING: HOW TO CONNECT WITH CUSTOMERS Even though you may not be physically in the room with your customer, standing to present changes your physiology, mindset, and posture. Turn on your camera before the call (more on this later) and look at yourself. Practice smiling. Smiling is a choice; it’s contagious, and it demonstrates interest and energy. HOW TO EFFECTIVELY SET CLEAR SALES TEAM EXPECTATIONS Check for understanding. Have the sales rep recap their understanding of your expectations. Follow up in writing. Send out an e-mail recapping your communication making sure it adheres to rules 1 – 5 above. It is also important to remember that the mutual goal is the achievement of the result (s) and to keep the message upbeat andencouraging.
HOW TO MANAGE CONFLICT WITHIN YOUR SALES TEAM To recap, here are the seven steps you should follow as it relates to performance counseling to address underlying behaviors driven by poor attitude or motivation. Step one, open the session in a positive and serious way. Step two, after you've opened the session, wait FOUR-STEP PROCESS TO DEVELOP AND ACHIEVE YOUR SALES VISIONSEE MORE ON SALESREADINESSGROUP.COM HOW TO EFFECTIVELY GET YOUR PROSPECT'S ATTENTION As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. FEATURE DUMPING DOESN'T WORK, DO THIS INSTEAD To avoid feature dumping, you must master the following selling skills: Ask questions to identify the buyer’s needs. Carefully listen to the answers. Communicate a solution that ties back to the buyer’s needs. We have previously discussed the critical importance of asking questions to identify buyer needs and carefully listening. HOW TO MANAGE, COACH, AND LEAD A REMOTE SALES TEAMSEE MORE ON SALESREADINESSGROUP.COM FOUR CRITICAL STEPS WHEN HANDLING SALES OBJECTIONS The first step when responding to an objection is to carefully listen and then show empathy. Don’t be patronizing, but take an interest in their concern, try to understand their perspective and more than anything realize that you can’t argue with their opinion. It may be a misunderstanding, a bias, or a strong opinion, but they are sharing HOW TO MANAGE UNDERPERFORMING SALES REPS In reality they have a much broader set of options including empowering, training, coaching, counseling, discipline, and (when necessary) termination. Most importantly, keep in mind that you are actually helping support the sales reps development when you are proactive in addressing performance gains and gaps. SALES READINESS GROUP: CORPORATE SALES TRAINING PROGRAMSSALES TRAININGSALES MANAGEMENT & COACHINGINDUSTRIESLEARNABOUTCOMPREHENSIVESELLING SKILLS
That’s because effective sales management training is a process, not a one-time event. When you work with us, you get an entire behavioral change system that’s designed to turn skills into result-producing habits. All our sales training programs follow a 5-part process: Management Engagement, Content Customization, Experiential Training VIRTUAL SELLING: HOW TO CONNECT WITH CUSTOMERS Even though you may not be physically in the room with your customer, standing to present changes your physiology, mindset, and posture. Turn on your camera before the call (more on this later) and look at yourself. Practice smiling. Smiling is a choice; it’s contagious, and it demonstrates interest and energy. HOW TO EFFECTIVELY SET CLEAR SALES TEAM EXPECTATIONS Check for understanding. Have the sales rep recap their understanding of your expectations. Follow up in writing. Send out an e-mail recapping your communication making sure it adheres to rules 1 – 5 above. It is also important to remember that the mutual goal is the achievement of the result (s) and to keep the message upbeat andencouraging.
HOW TO MANAGE CONFLICT WITHIN YOUR SALES TEAM To recap, here are the seven steps you should follow as it relates to performance counseling to address underlying behaviors driven by poor attitude or motivation. Step one, open the session in a positive and serious way. Step two, after you've opened the session, wait FOUR-STEP PROCESS TO DEVELOP AND ACHIEVE YOUR SALES VISIONSEE MORE ON SALESREADINESSGROUP.COM HOW TO EFFECTIVELY GET YOUR PROSPECT'S ATTENTION As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. FEATURE DUMPING DOESN'T WORK, DO THIS INSTEAD To avoid feature dumping, you must master the following selling skills: Ask questions to identify the buyer’s needs. Carefully listen to the answers. Communicate a solution that ties back to the buyer’s needs. We have previously discussed the critical importance of asking questions to identify buyer needs and carefully listening. HOW TO MANAGE, COACH, AND LEAD A REMOTE SALES TEAMSEE MORE ON SALESREADINESSGROUP.COM FOUR CRITICAL STEPS WHEN HANDLING SALES OBJECTIONS The first step when responding to an objection is to carefully listen and then show empathy. Don’t be patronizing, but take an interest in their concern, try to understand their perspective and more than anything realize that you can’t argue with their opinion. It may be a misunderstanding, a bias, or a strong opinion, but they are sharing HOW TO MANAGE UNDERPERFORMING SALES REPS In reality they have a much broader set of options including empowering, training, coaching, counseling, discipline, and (when necessary) termination. Most importantly, keep in mind that you are actually helping support the sales reps development when you are proactive in addressing performance gains and gaps. MANAGING SALES BEHAVIORS TO IMPROVE SALES PERFORMANCE ***Video Script *** While there is a lot of emphasis on Sales Coaching and Sales Leadership, the most fundamental skill that a Sales Manager needs to develop, Managing Sales Performance, is often overlooked.. Perhaps that is because many organizations take it for granted that their managers know how to effectively manage performance. HOW TO EFFECTIVELY GET YOUR PROSPECT'S ATTENTION As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. THE SALESPERSON'S PERSPECTIVE ON THE IMPACT OF SALES Sales Training Research Report. Sales organizations spent $2.54 billion on sales training in 2017, up nearly $1 billion since 2010. Despite their best intentions, most companies fail to achieve a return on their investment. Why? To examine this issue in greater detail, we collaborated with Training Industry to conduct a study to better FIVE SALES NEGOTIATION TACTICS TO USE WITH PROCUREMENT By understanding their objectives, we will be better positioned to work with Procurement and achieve a successful sales outcome. Below are five common negotiating tactics used by Procurement and their business goals together with corresponding counter-tactics you can use in response. 1. Procurement Tactic: Deflect or discredit your value HOW TO PLAN AN EFFECTIVE ANNUAL SALES MEETING 2) E ntertainment. For better or worse, many participants at an Annual Sales Meeting have come to expect to be entertained. This can be a valuable opportunity for the team to get together and blow-off steam, while taking away a positive memory from the event. This is a great objective, but it is often combined in an ill-fated attempt to do too HOW TO MANAGE, COACH, AND LEAD A REMOTE SALES TEAM In this episode, our CEO Norman Behar shares best practices for managing a remote sales team. A challenge that sales managers have struggled with for years. Norman discusses the impact technology has had on the sales management function and shares techniques you can use to manage, coach, and lead a remote sales team. THE BEST QUESTION TO ASK ON A FIRST SALES MEETING So, the number one priority for that first meeting is to build a relationship that creates openness from your customer. This includes asking the right questions, actively listening, maybe sharing some comments, interests and sharing insights that relate to their priorities. You want to build rapport and you want to build trust. GENERATING NEW BUSINESS WITH REFERRAL PROSPECTING Generating New Business with Referral Prospecting. While many sellers avoid the activity of prospecting like the plague, prospecting is the lifeblood of generating new business. It is an essential activity for successful salespeople. Prospecting can be challenging. There are problems finding and getting through to THREE SIMPLE TECHNIQUES FOR BUILDING RAPPORT WITH BUYERS Building a strong relationship with a customer is foundational to successful selling, and a great relationship begins with developing rapport. Remember these three simple techniques to help you build rapport on your next sales call: mirroring and matching, finding common experiences, and HOW TO RESPOND TO CUSTOMER FEEDBACK MOST EFFECTIVELY Acknowledge: The first thing when an objection arises is to acknowledge the buyer’s concern. There is an art to empathizing, not sympathizing but nonetheless the acknowledgement says to the seller “I get it, I understand.”. Clarify: The next stage is to clarifythe concern
SALES READINESS GROUP: CORPORATE SALES TRAINING PROGRAMSSALES TRAININGSALES MANAGEMENT & COACHINGINDUSTRIESLEARNABOUTCOMPREHENSIVESELLING SKILLS
That’s because effective sales management training is a process, not a one-time event. When you work with us, you get an entire behavioral change system that’s designed to turn skills into result-producing habits. All our sales training programs follow a 5-part process: Management Engagement, Content Customization, Experiential Training VIRTUAL SELLING: HOW TO CONNECT WITH CUSTOMERS Even though you may not be physically in the room with your customer, standing to present changes your physiology, mindset, and posture. Turn on your camera before the call (more on this later) and look at yourself. Practice smiling. Smiling is a choice; it’s contagious, and it demonstrates interest and energy. HOW TO EFFECTIVELY SET CLEAR SALES TEAM EXPECTATIONS Check for understanding. Have the sales rep recap their understanding of your expectations. Follow up in writing. Send out an e-mail recapping your communication making sure it adheres to rules 1 – 5 above. It is also important to remember that the mutual goal is the achievement of the result (s) and to keep the message upbeat andencouraging.
HOW TO CONDUCT HIGHLY PRODUCTIVE ONE-ON-ONE SALES MEETINGSHOW TO HAVE PRODUCTIVE MEETINGSHOW TO RUN PRODUCTIVE MEETINGSPRODUCTIVE MANAGEMENT MEETINGSPRODUCTIVE STAFF MEETINGS 1 | Check-In (5 minutes) You should start the one-on-one meeting with a quick check-in to see how your sales rep is doing, personally and professionally. The purpose of the check-in is to develop rapport and create a personal connection. While your meeting is business-related, there is a human element that is important to build trust and FOUR-STEP PROCESS TO DEVELOP AND ACHIEVE YOUR SALES VISIONSEE MORE ON SALESREADINESSGROUP.COM 3 CHARACTERISTICS OF A HIGH PERFORMING SALES TEAMDEFINITION OF A GREAT TEAMCHARACTERISTICS OF A GREAT ORGANIZATIONMEANING OF A TEAMBEST DEFINITION OF SALESDEFINITION OF A TEAM PDFWHAT A TEAM I’ve found three consistent characteristics within top performing sales teams. First, their sales professionals add value throughout the sales process by engaging in meaningful sales conversations with their customers. Second, their sales teams have the selling skills to effectively sell and present value to their customers. 5 DEAL COACHING QUESTIONS EVERY SALES MANAGER SHOULD ASK The foundation of any good Sales Coaching program is on asking great open-ended questions. In this case the focus should be on moving away from "how much is the deal worth and when will it close" to more thought-provoking questions that can help move the deal forward and reinforce key selling skills at the same time.. There are five key questions that should be in any sales manager's toolkit HOW TO MANAGE, COACH, AND LEAD A REMOTE SALES TEAMSEE MORE ON SALESREADINESSGROUP.COMWAYS TO LEAD A TEAMHOW TO MANAGE SALES REPSBUILDING A GREAT SALES TEAMGROWING A SALES TEAMCO MANAGING A TEAMMANAGING A NEW TEAM HOW TO MANAGE UNDERPERFORMING SALES REPS In reality they have a much broader set of options including empowering, training, coaching, counseling, discipline, and (when necessary) termination. Most importantly, keep in mind that you are actually helping support the sales reps development when you are proactive in addressing performance gains and gaps. SALES OBJECTION: PROSPECT ASKS "WHY SHOULD WE BUY FROM YOU?" That's the essence of consultative selling. If you've established the benefits associated with your solution, you're now in a better position to respond to the question about “why they should buy from you as opposed to your competition.”. Otherwise, you might end up defending your price or your service terms. SALES READINESS GROUP: CORPORATE SALES TRAINING PROGRAMSSALES TRAININGSALES MANAGEMENT & COACHINGINDUSTRIESLEARNABOUTCOMPREHENSIVESELLING SKILLS
That’s because effective sales management training is a process, not a one-time event. When you work with us, you get an entire behavioral change system that’s designed to turn skills into result-producing habits. All our sales training programs follow a 5-part process: Management Engagement, Content Customization, Experiential Training VIRTUAL SELLING: HOW TO CONNECT WITH CUSTOMERS Even though you may not be physically in the room with your customer, standing to present changes your physiology, mindset, and posture. Turn on your camera before the call (more on this later) and look at yourself. Practice smiling. Smiling is a choice; it’s contagious, and it demonstrates interest and energy. HOW TO EFFECTIVELY SET CLEAR SALES TEAM EXPECTATIONS Check for understanding. Have the sales rep recap their understanding of your expectations. Follow up in writing. Send out an e-mail recapping your communication making sure it adheres to rules 1 – 5 above. It is also important to remember that the mutual goal is the achievement of the result (s) and to keep the message upbeat andencouraging.
HOW TO CONDUCT HIGHLY PRODUCTIVE ONE-ON-ONE SALES MEETINGSHOW TO HAVE PRODUCTIVE MEETINGSHOW TO RUN PRODUCTIVE MEETINGSPRODUCTIVE MANAGEMENT MEETINGSPRODUCTIVE STAFF MEETINGS 1 | Check-In (5 minutes) You should start the one-on-one meeting with a quick check-in to see how your sales rep is doing, personally and professionally. The purpose of the check-in is to develop rapport and create a personal connection. While your meeting is business-related, there is a human element that is important to build trust and FOUR-STEP PROCESS TO DEVELOP AND ACHIEVE YOUR SALES VISIONSEE MORE ON SALESREADINESSGROUP.COM 3 CHARACTERISTICS OF A HIGH PERFORMING SALES TEAMDEFINITION OF A GREAT TEAMCHARACTERISTICS OF A GREAT ORGANIZATIONMEANING OF A TEAMBEST DEFINITION OF SALESDEFINITION OF A TEAM PDFWHAT A TEAM I’ve found three consistent characteristics within top performing sales teams. First, their sales professionals add value throughout the sales process by engaging in meaningful sales conversations with their customers. Second, their sales teams have the selling skills to effectively sell and present value to their customers. 5 DEAL COACHING QUESTIONS EVERY SALES MANAGER SHOULD ASK The foundation of any good Sales Coaching program is on asking great open-ended questions. In this case the focus should be on moving away from "how much is the deal worth and when will it close" to more thought-provoking questions that can help move the deal forward and reinforce key selling skills at the same time.. There are five key questions that should be in any sales manager's toolkit HOW TO MANAGE, COACH, AND LEAD A REMOTE SALES TEAMSEE MORE ON SALESREADINESSGROUP.COMWAYS TO LEAD A TEAMHOW TO MANAGE SALES REPSBUILDING A GREAT SALES TEAMGROWING A SALES TEAMCO MANAGING A TEAMMANAGING A NEW TEAM HOW TO MANAGE UNDERPERFORMING SALES REPS In reality they have a much broader set of options including empowering, training, coaching, counseling, discipline, and (when necessary) termination. Most importantly, keep in mind that you are actually helping support the sales reps development when you are proactive in addressing performance gains and gaps. SALES OBJECTION: PROSPECT ASKS "WHY SHOULD WE BUY FROM YOU?" That's the essence of consultative selling. If you've established the benefits associated with your solution, you're now in a better position to respond to the question about “why they should buy from you as opposed to your competition.”. Otherwise, you might end up defending your price or your service terms. ONLINE SALES TRAINING PROGRAM This program is divided into 26 short lessons. Each lesson will cover essential selling skills and provide an opportunity for you to learn and apply the skills in the field. To get the most out of this program we recommend going through the program 2-3 hours per week INDUSTRY LEADING SALES CONSULTANTS Industry leading sales consultants with over 25 years of sales and sales management experience. We partner with sales organizations to improve sales performance HOW TO MANAGE CONFLICT WITHIN YOUR SALES TEAM To recap, here are the seven steps you should follow as it relates to performance counseling to address underlying behaviors driven by poor attitude or motivation. Step one, open the session in a positive and serious way. Step two, after you've opened the session, wait HOW TO EFFECTIVELY GET YOUR PROSPECT'S ATTENTION As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. 5 ITEMS TO IMPROVE YOUR SALES MEETING AGENDA Key Takeaways. Share the expertise, competencies and successes the team is having, not just as a team but as a company. End the meeting with an upbeat takeaway that everyone can feel good about what they're doing. Remember that the meeting should be about your team, not for you to talk, scrutinize, or present during the entire meeting. Design HOW TO SELL ON VALUE FOR BETTER SALES RESULTS The process of proving the value of your solution starts with understanding a simple equation: Value = Benefits – costs. Let’s consider benefits. You must first carefully consider all the ways the customer can benefit from your solutions. You need to think of both tangible (easy to quantify) and intangible (difficult to quantify)benefits.
FIVE SALES NEGOTIATION TACTICS TO USE WITH PROCUREMENT By understanding their objectives, we will be better positioned to work with Procurement and achieve a successful sales outcome. Below are five common negotiating tactics used by Procurement and their business goals together with corresponding counter-tactics you can use in response. 1. Procurement Tactic: Deflect or discredit your value THE BEST QUESTION TO ASK ON A FIRST SALES MEETING So, the number one priority for that first meeting is to build a relationship that creates openness from your customer. This includes asking the right questions, actively listening, maybe sharing some comments, interests and sharing insights that relate to their priorities. You want to build rapport and you want to build trust. FOUR CRITICAL STEPS WHEN HANDLING SALES OBJECTIONS The first step when responding to an objection is to carefully listen and then show empathy. Don’t be patronizing, but take an interest in their concern, try to understand their perspective and more than anything realize that you can’t argue with their opinion. It may be a misunderstanding, a bias, or a strong opinion, but they are sharing HOW TO TELL IF YOU HAD A GREAT SALES CALL One of the most common, but often misunderstood, expressions after meeting with a customer is that “it was a great sales call.” The problem with this expression is that it is intended to describe a positive interaction with a customer but is typically stated without a SALES READINESS GROUP: CORPORATE SALES TRAINING PROGRAMSSALES TRAININGSALES MANAGEMENT & COACHINGINDUSTRIESLEARNABOUTCOMPREHENSIVESELLING SKILLS
That’s because effective sales management training is a process, not a one-time event. When you work with us, you get an entire behavioral change system that’s designed to turn skills into result-producing habits. All our sales training programs follow a 5-part process: Management Engagement, Content Customization, Experiential Training VIRTUAL SELLING: HOW TO CONNECT WITH CUSTOMERS Even though you may not be physically in the room with your customer, standing to present changes your physiology, mindset, and posture. Turn on your camera before the call (more on this later) and look at yourself. Practice smiling. Smiling is a choice; it’s contagious, and it demonstrates interest and energy. HOW TO EFFECTIVELY SET CLEAR SALES TEAM EXPECTATIONS Check for understanding. Have the sales rep recap their understanding of your expectations. Follow up in writing. Send out an e-mail recapping your communication making sure it adheres to rules 1 – 5 above. It is also important to remember that the mutual goal is the achievement of the result (s) and to keep the message upbeat andencouraging.
HOW TO CONDUCT HIGHLY PRODUCTIVE ONE-ON-ONE SALES MEETINGSHOW TO HAVE PRODUCTIVE MEETINGSHOW TO RUN PRODUCTIVE MEETINGSPRODUCTIVE MANAGEMENT MEETINGSPRODUCTIVE STAFF MEETINGS 1 | Check-In (5 minutes) You should start the one-on-one meeting with a quick check-in to see how your sales rep is doing, personally and professionally. The purpose of the check-in is to develop rapport and create a personal connection. While your meeting is business-related, there is a human element that is important to build trust and FOUR-STEP PROCESS TO DEVELOP AND ACHIEVE YOUR SALES VISIONSEE MORE ON SALESREADINESSGROUP.COM 3 CHARACTERISTICS OF A HIGH PERFORMING SALES TEAMDEFINITION OF A GREAT TEAMCHARACTERISTICS OF A GREAT ORGANIZATIONMEANING OF A TEAMBEST DEFINITION OF SALESDEFINITION OF A TEAM PDFWHAT A TEAM I’ve found three consistent characteristics within top performing sales teams. First, their sales professionals add value throughout the sales process by engaging in meaningful sales conversations with their customers. Second, their sales teams have the selling skills to effectively sell and present value to their customers. 5 DEAL COACHING QUESTIONS EVERY SALES MANAGER SHOULD ASK The foundation of any good Sales Coaching program is on asking great open-ended questions. In this case the focus should be on moving away from "how much is the deal worth and when will it close" to more thought-provoking questions that can help move the deal forward and reinforce key selling skills at the same time.. There are five key questions that should be in any sales manager's toolkit HOW TO MANAGE, COACH, AND LEAD A REMOTE SALES TEAMSEE MORE ON SALESREADINESSGROUP.COMWAYS TO LEAD A TEAMHOW TO MANAGE SALES REPSBUILDING A GREAT SALES TEAMGROWING A SALES TEAMCO MANAGING A TEAMMANAGING A NEW TEAM HOW TO MANAGE UNDERPERFORMING SALES REPS In reality they have a much broader set of options including empowering, training, coaching, counseling, discipline, and (when necessary) termination. Most importantly, keep in mind that you are actually helping support the sales reps development when you are proactive in addressing performance gains and gaps. SALES OBJECTION: PROSPECT ASKS "WHY SHOULD WE BUY FROM YOU?" That's the essence of consultative selling. If you've established the benefits associated with your solution, you're now in a better position to respond to the question about “why they should buy from you as opposed to your competition.”. Otherwise, you might end up defending your price or your service terms. SALES READINESS GROUP: CORPORATE SALES TRAINING PROGRAMSSALES TRAININGSALES MANAGEMENT & COACHINGINDUSTRIESLEARNABOUTCOMPREHENSIVESELLING SKILLS
That’s because effective sales management training is a process, not a one-time event. When you work with us, you get an entire behavioral change system that’s designed to turn skills into result-producing habits. All our sales training programs follow a 5-part process: Management Engagement, Content Customization, Experiential Training VIRTUAL SELLING: HOW TO CONNECT WITH CUSTOMERS Even though you may not be physically in the room with your customer, standing to present changes your physiology, mindset, and posture. Turn on your camera before the call (more on this later) and look at yourself. Practice smiling. Smiling is a choice; it’s contagious, and it demonstrates interest and energy. HOW TO EFFECTIVELY SET CLEAR SALES TEAM EXPECTATIONS Check for understanding. Have the sales rep recap their understanding of your expectations. Follow up in writing. Send out an e-mail recapping your communication making sure it adheres to rules 1 – 5 above. It is also important to remember that the mutual goal is the achievement of the result (s) and to keep the message upbeat andencouraging.
HOW TO CONDUCT HIGHLY PRODUCTIVE ONE-ON-ONE SALES MEETINGSHOW TO HAVE PRODUCTIVE MEETINGSHOW TO RUN PRODUCTIVE MEETINGSPRODUCTIVE MANAGEMENT MEETINGSPRODUCTIVE STAFF MEETINGS 1 | Check-In (5 minutes) You should start the one-on-one meeting with a quick check-in to see how your sales rep is doing, personally and professionally. The purpose of the check-in is to develop rapport and create a personal connection. While your meeting is business-related, there is a human element that is important to build trust and FOUR-STEP PROCESS TO DEVELOP AND ACHIEVE YOUR SALES VISIONSEE MORE ON SALESREADINESSGROUP.COM 3 CHARACTERISTICS OF A HIGH PERFORMING SALES TEAMDEFINITION OF A GREAT TEAMCHARACTERISTICS OF A GREAT ORGANIZATIONMEANING OF A TEAMBEST DEFINITION OF SALESDEFINITION OF A TEAM PDFWHAT A TEAM I’ve found three consistent characteristics within top performing sales teams. First, their sales professionals add value throughout the sales process by engaging in meaningful sales conversations with their customers. Second, their sales teams have the selling skills to effectively sell and present value to their customers. 5 DEAL COACHING QUESTIONS EVERY SALES MANAGER SHOULD ASK The foundation of any good Sales Coaching program is on asking great open-ended questions. In this case the focus should be on moving away from "how much is the deal worth and when will it close" to more thought-provoking questions that can help move the deal forward and reinforce key selling skills at the same time.. There are five key questions that should be in any sales manager's toolkit HOW TO MANAGE, COACH, AND LEAD A REMOTE SALES TEAMSEE MORE ON SALESREADINESSGROUP.COMWAYS TO LEAD A TEAMHOW TO MANAGE SALES REPSBUILDING A GREAT SALES TEAMGROWING A SALES TEAMCO MANAGING A TEAMMANAGING A NEW TEAM HOW TO MANAGE UNDERPERFORMING SALES REPS In reality they have a much broader set of options including empowering, training, coaching, counseling, discipline, and (when necessary) termination. Most importantly, keep in mind that you are actually helping support the sales reps development when you are proactive in addressing performance gains and gaps. SALES OBJECTION: PROSPECT ASKS "WHY SHOULD WE BUY FROM YOU?" That's the essence of consultative selling. If you've established the benefits associated with your solution, you're now in a better position to respond to the question about “why they should buy from you as opposed to your competition.”. Otherwise, you might end up defending your price or your service terms. ONLINE SALES TRAINING PROGRAM This program is divided into 26 short lessons. Each lesson will cover essential selling skills and provide an opportunity for you to learn and apply the skills in the field. To get the most out of this program we recommend going through the program 2-3 hours per week INDUSTRY LEADING SALES CONSULTANTS Industry leading sales consultants with over 25 years of sales and sales management experience. We partner with sales organizations to improve sales performance HOW TO MANAGE CONFLICT WITHIN YOUR SALES TEAM To recap, here are the seven steps you should follow as it relates to performance counseling to address underlying behaviors driven by poor attitude or motivation. Step one, open the session in a positive and serious way. Step two, after you've opened the session, wait HOW TO EFFECTIVELY GET YOUR PROSPECT'S ATTENTION As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. 5 ITEMS TO IMPROVE YOUR SALES MEETING AGENDA Key Takeaways. Share the expertise, competencies and successes the team is having, not just as a team but as a company. End the meeting with an upbeat takeaway that everyone can feel good about what they're doing. Remember that the meeting should be about your team, not for you to talk, scrutinize, or present during the entire meeting. Design HOW TO SELL ON VALUE FOR BETTER SALES RESULTS The process of proving the value of your solution starts with understanding a simple equation: Value = Benefits – costs. Let’s consider benefits. You must first carefully consider all the ways the customer can benefit from your solutions. You need to think of both tangible (easy to quantify) and intangible (difficult to quantify)benefits.
FIVE SALES NEGOTIATION TACTICS TO USE WITH PROCUREMENT By understanding their objectives, we will be better positioned to work with Procurement and achieve a successful sales outcome. Below are five common negotiating tactics used by Procurement and their business goals together with corresponding counter-tactics you can use in response. 1. Procurement Tactic: Deflect or discredit your value THE BEST QUESTION TO ASK ON A FIRST SALES MEETING So, the number one priority for that first meeting is to build a relationship that creates openness from your customer. This includes asking the right questions, actively listening, maybe sharing some comments, interests and sharing insights that relate to their priorities. You want to build rapport and you want to build trust. FOUR CRITICAL STEPS WHEN HANDLING SALES OBJECTIONS The first step when responding to an objection is to carefully listen and then show empathy. Don’t be patronizing, but take an interest in their concern, try to understand their perspective and more than anything realize that you can’t argue with their opinion. It may be a misunderstanding, a bias, or a strong opinion, but they are sharing HOW TO TELL IF YOU HAD A GREAT SALES CALL One of the most common, but often misunderstood, expressions after meeting with a customer is that “it was a great sales call.” The problem with this expression is that it is intended to describe a positive interaction with a customer but is typically stated without a SALES READINESS GROUP: CORPORATE SALES TRAINING PROGRAMSSALES TRAININGSALES MANAGEMENT & COACHINGINDUSTRIESLEARNABOUTCOMPREHENSIVESELLING SKILLS
That’s because effective sales management training is a process, not a one-time event. When you work with us, you get an entire behavioral change system that’s designed to turn skills into result-producing habits. All our sales training programs follow a 5-part process: Management Engagement, Content Customization, Experiential Training VIRTUAL SELLING: HOW TO CONNECT WITH CUSTOMERS Even though you may not be physically in the room with your customer, standing to present changes your physiology, mindset, and posture. Turn on your camera before the call (more on this later) and look at yourself. Practice smiling. Smiling is a choice; it’s contagious, and it demonstrates interest and energy. HOW TO EFFECTIVELY SET CLEAR SALES TEAM EXPECTATIONS Check for understanding. Have the sales rep recap their understanding of your expectations. Follow up in writing. Send out an e-mail recapping your communication making sure it adheres to rules 1 – 5 above. It is also important to remember that the mutual goal is the achievement of the result (s) and to keep the message upbeat andencouraging.
HOW TO CONDUCT HIGHLY PRODUCTIVE ONE-ON-ONE SALES MEETINGSHOW TO HAVE PRODUCTIVE MEETINGSHOW TO RUN PRODUCTIVE MEETINGSPRODUCTIVE MANAGEMENT MEETINGSPRODUCTIVE STAFF MEETINGS 1 | Check-In (5 minutes) You should start the one-on-one meeting with a quick check-in to see how your sales rep is doing, personally and professionally. The purpose of the check-in is to develop rapport and create a personal connection. While your meeting is business-related, there is a human element that is important to build trust and FOUR-STEP PROCESS TO DEVELOP AND ACHIEVE YOUR SALES VISIONSEE MORE ON SALESREADINESSGROUP.COM 3 CHARACTERISTICS OF A HIGH PERFORMING SALES TEAMDEFINITION OF A GREAT TEAMCHARACTERISTICS OF A GREAT ORGANIZATIONMEANING OF A TEAMBEST DEFINITION OF SALESDEFINITION OF A TEAM PDFWHAT A TEAM I’ve found three consistent characteristics within top performing sales teams. First, their sales professionals add value throughout the sales process by engaging in meaningful sales conversations with their customers. Second, their sales teams have the selling skills to effectively sell and present value to their customers. 5 DEAL COACHING QUESTIONS EVERY SALES MANAGER SHOULD ASK The foundation of any good Sales Coaching program is on asking great open-ended questions. In this case the focus should be on moving away from "how much is the deal worth and when will it close" to more thought-provoking questions that can help move the deal forward and reinforce key selling skills at the same time.. There are five key questions that should be in any sales manager's toolkit HOW TO MANAGE, COACH, AND LEAD A REMOTE SALES TEAMSEE MORE ON SALESREADINESSGROUP.COMWAYS TO LEAD A TEAMHOW TO MANAGE SALES REPSBUILDING A GREAT SALES TEAMGROWING A SALES TEAMCO MANAGING A TEAMMANAGING A NEW TEAM HOW TO MANAGE UNDERPERFORMING SALES REPS In reality they have a much broader set of options including empowering, training, coaching, counseling, discipline, and (when necessary) termination. Most importantly, keep in mind that you are actually helping support the sales reps development when you are proactive in addressing performance gains and gaps. SALES OBJECTION: PROSPECT ASKS "WHY SHOULD WE BUY FROM YOU?" That's the essence of consultative selling. If you've established the benefits associated with your solution, you're now in a better position to respond to the question about “why they should buy from you as opposed to your competition.”. Otherwise, you might end up defending your price or your service terms. SALES READINESS GROUP: CORPORATE SALES TRAINING PROGRAMSSALES TRAININGSALES MANAGEMENT & COACHINGINDUSTRIESLEARNABOUTCOMPREHENSIVESELLING SKILLS
That’s because effective sales management training is a process, not a one-time event. When you work with us, you get an entire behavioral change system that’s designed to turn skills into result-producing habits. All our sales training programs follow a 5-part process: Management Engagement, Content Customization, Experiential Training VIRTUAL SELLING: HOW TO CONNECT WITH CUSTOMERS Even though you may not be physically in the room with your customer, standing to present changes your physiology, mindset, and posture. Turn on your camera before the call (more on this later) and look at yourself. Practice smiling. Smiling is a choice; it’s contagious, and it demonstrates interest and energy. HOW TO EFFECTIVELY SET CLEAR SALES TEAM EXPECTATIONS Check for understanding. Have the sales rep recap their understanding of your expectations. Follow up in writing. Send out an e-mail recapping your communication making sure it adheres to rules 1 – 5 above. It is also important to remember that the mutual goal is the achievement of the result (s) and to keep the message upbeat andencouraging.
HOW TO CONDUCT HIGHLY PRODUCTIVE ONE-ON-ONE SALES MEETINGSHOW TO HAVE PRODUCTIVE MEETINGSHOW TO RUN PRODUCTIVE MEETINGSPRODUCTIVE MANAGEMENT MEETINGSPRODUCTIVE STAFF MEETINGS 1 | Check-In (5 minutes) You should start the one-on-one meeting with a quick check-in to see how your sales rep is doing, personally and professionally. The purpose of the check-in is to develop rapport and create a personal connection. While your meeting is business-related, there is a human element that is important to build trust and FOUR-STEP PROCESS TO DEVELOP AND ACHIEVE YOUR SALES VISIONSEE MORE ON SALESREADINESSGROUP.COM 3 CHARACTERISTICS OF A HIGH PERFORMING SALES TEAMDEFINITION OF A GREAT TEAMCHARACTERISTICS OF A GREAT ORGANIZATIONMEANING OF A TEAMBEST DEFINITION OF SALESDEFINITION OF A TEAM PDFWHAT A TEAM I’ve found three consistent characteristics within top performing sales teams. First, their sales professionals add value throughout the sales process by engaging in meaningful sales conversations with their customers. Second, their sales teams have the selling skills to effectively sell and present value to their customers. 5 DEAL COACHING QUESTIONS EVERY SALES MANAGER SHOULD ASK The foundation of any good Sales Coaching program is on asking great open-ended questions. In this case the focus should be on moving away from "how much is the deal worth and when will it close" to more thought-provoking questions that can help move the deal forward and reinforce key selling skills at the same time.. There are five key questions that should be in any sales manager's toolkit HOW TO MANAGE, COACH, AND LEAD A REMOTE SALES TEAMSEE MORE ON SALESREADINESSGROUP.COMWAYS TO LEAD A TEAMHOW TO MANAGE SALES REPSBUILDING A GREAT SALES TEAMGROWING A SALES TEAMCO MANAGING A TEAMMANAGING A NEW TEAM HOW TO MANAGE UNDERPERFORMING SALES REPS In reality they have a much broader set of options including empowering, training, coaching, counseling, discipline, and (when necessary) termination. Most importantly, keep in mind that you are actually helping support the sales reps development when you are proactive in addressing performance gains and gaps. SALES OBJECTION: PROSPECT ASKS "WHY SHOULD WE BUY FROM YOU?" That's the essence of consultative selling. If you've established the benefits associated with your solution, you're now in a better position to respond to the question about “why they should buy from you as opposed to your competition.”. Otherwise, you might end up defending your price or your service terms. ONLINE SALES TRAINING PROGRAM This program is divided into 26 short lessons. Each lesson will cover essential selling skills and provide an opportunity for you to learn and apply the skills in the field. To get the most out of this program we recommend going through the program 2-3 hours per week INDUSTRY LEADING SALES CONSULTANTS Industry leading sales consultants with over 25 years of sales and sales management experience. We partner with sales organizations to improve sales performance HOW TO MANAGE CONFLICT WITHIN YOUR SALES TEAM To recap, here are the seven steps you should follow as it relates to performance counseling to address underlying behaviors driven by poor attitude or motivation. Step one, open the session in a positive and serious way. Step two, after you've opened the session, wait HOW TO EFFECTIVELY GET YOUR PROSPECT'S ATTENTION As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. 5 ITEMS TO IMPROVE YOUR SALES MEETING AGENDA Key Takeaways. Share the expertise, competencies and successes the team is having, not just as a team but as a company. End the meeting with an upbeat takeaway that everyone can feel good about what they're doing. Remember that the meeting should be about your team, not for you to talk, scrutinize, or present during the entire meeting. Design HOW TO SELL ON VALUE FOR BETTER SALES RESULTS The process of proving the value of your solution starts with understanding a simple equation: Value = Benefits – costs. Let’s consider benefits. You must first carefully consider all the ways the customer can benefit from your solutions. You need to think of both tangible (easy to quantify) and intangible (difficult to quantify)benefits.
FIVE SALES NEGOTIATION TACTICS TO USE WITH PROCUREMENT By understanding their objectives, we will be better positioned to work with Procurement and achieve a successful sales outcome. Below are five common negotiating tactics used by Procurement and their business goals together with corresponding counter-tactics you can use in response. 1. Procurement Tactic: Deflect or discredit your value THE BEST QUESTION TO ASK ON A FIRST SALES MEETING So, the number one priority for that first meeting is to build a relationship that creates openness from your customer. This includes asking the right questions, actively listening, maybe sharing some comments, interests and sharing insights that relate to their priorities. You want to build rapport and you want to build trust. FOUR CRITICAL STEPS WHEN HANDLING SALES OBJECTIONS The first step when responding to an objection is to carefully listen and then show empathy. Don’t be patronizing, but take an interest in their concern, try to understand their perspective and more than anything realize that you can’t argue with their opinion. It may be a misunderstanding, a bias, or a strong opinion, but they are sharing HOW TO TELL IF YOU HAD A GREAT SALES CALL One of the most common, but often misunderstood, expressions after meeting with a customer is that “it was a great sales call.” The problem with this expression is that it is intended to describe a positive interaction with a customer but is typically stated without a This website stores cookies on your computer. These cookies are used to collect information about how you interact with our website and allow us to remember you. We use this information in order to improve and customize your browsing experience and for analytics and metrics about our visitors both on this website and other media. To find out more about the cookies we use, see our Privacy Policy. If you decline, your information won’t be tracked when you visit this website. A single cookie will be used in your browser to remember your preference not to be tracked.Accept Decline
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Schedule a Consultation* Sales Training
* Customized Sales Training * Comprehensive Selling Skills * Value-Driven Selling * Value-Driven Negotiating * Virtual Selling Skills * Sales Management & Coaching * High Impact Sales Manager * High Impact Sales Coaching* Virtual Delivery
* Virtual Instructor-Led Training * Collaborative Learning Experience * On Demand Training * Comprehensive Selling Skills * High-Impact Sales Coaching * High-Impact Sales Manager* Industries
* Medical, Pharma & Biotech * Technology, Software & IT * Financial Services & Banking * Professional Services & Consulting * Industrial & Manufacturing* Learn
* Blog
* Whitepapers & Guides* Reports
* Webinars
* Podcast
* Sales Management Book* About
* Our Approach
* Our Company
* Our Team
* Testimonials
* Press
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Schedule a Consultation TRANSFORM YOUR SALES TEAM INTO PEAK PERFORMERS GET AWARD-WINNING, SKILLS-BASED SALES TRAINING FOR YOUR ENTIRE ORGANIZATION—FROM SALES REPS TO SALES MANAGERSView Programs
IF YOU WANT TO BOOST YOUR ORGANIZATION’S SALES PERFORMANCE... YOU HAVE TO TRAIN BOTH YOUR SALESPEOPLE AND THE SALES MANAGERS WHOCOACH THEM
THAT’S BECAUSE:
Your sales reps need the right selling skills to make every customer interaction count, and your sales managers need the skills to continuously reinforce those key sales behaviors. WHEN YOU TAKE THIS DYNAMIC SALES TRAINING APPROACH... You get a super-charged performance that unlocks consistent andgrowing revenue.
That’s why leading sales organizations choose the Sales ReadinessGroup.
We provide award-winning sales training programs designed to develop the underlying selling and sales management skills that are pivotal to creating a top-performing team. TRUSTED BY INDUSTRY-LEADING SALES ORGANIZATIONS__ __
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GIVE YOUR ENTIRE TEAM A COMPLETE FRAMEWORK, ESSENTIALS SKILLS, AND PRACTICAL TOOLS TO REACH HIGHER LEVELS OF SALES PERFORMANCE LEARN MORE ABOUT OUR TOP SALES TRAINING PROGRAMS: SELLING SKILLS TRAINING Sales professionals learn value-focused selling skills to close more profitable deals.See Details
SALES MANAGEMENT TRAINING Sales managers learn how to coach, manage, and lead a high-performing sales team.See Details
_“WE WERE ABLE TO INCREASE PRODUCTIVITY PER ACCOUNT EXECUTIVE NEARLY 20% YEAR OVER YEAR”_ AVVO TALKS ABOUT THEIR EXPERIENCE WORKING WITH SRG AND THE THE POSITIVE OUTCOME IT HAD ON THEIR SALES PERFORMANCE: READY FOR YOUR OWN SALES PERFORMANCE SUCCESS STORY? Browse our most popular programs.View Programs
THE WENCOR GROUP SAW AN ALMOST IMMEDIATE INCREASE IN THE AVERAGE VALUE PER CUSTOMER ORDER. _“SRG’s sales training curriculum aligned with our needs to transition our sales organization from a product sale to a solution sale. SRG created customized examples, exercises, and role-plays that captured real-world selling situations across our diverse business units. The skills learned are fundamentally enhancing the way we interact with customers. We saw an almost immediate increase in the average value per customer order. Most importantly, we are aligned with our leadership and executing on our sales strategy.”_ — BERT TRANTHAM, WENCOR GROUP A MEDTOX DIVISION GREW ITS ANNUAL REVENUE BY 243% OVER THE PREVIOUSYEAR.
_“What I found the most appealing about SRG is how they took the time on the front-end to figure out the specific challenges that we were coming up against in the market and made recommendations on how to hone our message to resonate better with our client base. I definitely feel like this training gave our reps more confidence, language to utilize, and stronger fact-finding skills. They’re better at identifying needs and presenting the available solutions bringing value to our clients. It absolutely impacted our salesgrowth.”_
— TOM MONETTE, MEDTOX THE SECRET TO OUR CLIENTS’ SUCCESS IS SIMPLE OUR TRAINING PROCESS IS ENGINEERED TO TURN NEW SKILLS INTO LASTING HABITS THAT PRODUCE RESULTS Despite making significant investments in training, few companies consider their sales training programs as effective at improving salesperformance.
THAT’S BECAUSE EFFECTIVE SALES MANAGEMENT TRAINING IS A PROCESS, NOTA ONE-TIME EVENT.
When you work with us, you get an entire behavioral change system that’s designed to turn skills into result-producing habits. All our sales training programs follow a 5-part process: Management Engagement, Content Customization, Experiential Training, Skill Reinforcement, and Measuring Performance.The result:
YOUR TEAM LEARNS HIGH-PERFORMING SALES SKILLS THAT ACTUALLY STICK.View Programs
WHEN RESULTS MATTER, CHOOSE AN EXPERIENCED, AWARD-WINNING SALES TRAINING COMPANY WITH A TRACK RECORD OF SUCCESS OUR LEADERSHIP TEAM BRINGS OVER 100 YEARS OF COMBINED SALES AND SALES MANAGEMENT EXPERIENCE TO THE TABLE. We’ve successfully trained organizations in competitive industries like Life Sciences, Technology, Financial Services, Professional Services, and Manufacturing. That’s why SellingPower Magazine has ranked us as a Top SalesTraining Company.
OUR SALES EXPERTISE IS NOW AT YOUR FINGERTIPS GRAB ACTIONABLE INSIGHTS TO BOOST YOUR ORGANIZATION’S SALESPERFORMANCE:
DEVELOPING GREAT FRONTLINE SALES MANAGER Discover four key sales management abilities to an elites sales team.Download
SALES COACHING FOR IMPROVED PERFORMANCE Access our blueprint for transforming Sales Managers into World-ClassCoaches.
Download
MAXIMIZING THE EFFECTIVENESS OF SALES TRAINING Learn everything you need to know on how to make sales trainingactually stick.
Download
VIRTUAL SALES TRAINING: SUCCESS STORIES FROM THE FIELD HEAR FROM TWO INDUSTRY LEADERS WHO HAVE DELIVERED HIGHLY SUCCESSFUL VIRTUAL SALES TRAINING PROGRAMS.Register Here
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SALES READINESS GROUP8015 SE 28th Street
Suite #200
Mercer Island, WA 980401-800-490-0715
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