SALES SKILLS INDEX ASSESSMENT By choosing the Sales Skills Index Assessment, you can tailor your program and goals for the diverse requirements of your sales force. Coaching and managing can be tailored to the different needs of each salesperson after your sales force has completed the Sales Skills

Index assessment.

FRACTIONAL VP OF SALES Our Fractional VP of Sales professionals build the plan, scale hiring and ultimately deliver sustainable, long-term growth. Build a plan to

achieve success!

4 KEY PRINCIPLES OF NEGOTIATION IN SALES Negotiation in Sales is About Perspective. Negotiating in sales is one of the most fundamental aspects of selling. Every sales professional will spend the majority of his/her career negotiating with either their customers, employees, and even themselves. CHIEF REVENUE OFFICER The Sales Coaching Institute’s Chief Revenue Officer program is customized and designed to help improve your businesses revenue stream with your company’s overall business strategy and culture in mind. Call 1.847.359.6969! MASTERING THE SALES MINDSET Mastering the sales mindset improves your overall performance and productivity. In fact, it may be your own thinking about sales and your belief in your personal sales abilities which are creating the negative obstacles in your path to selling success. 5 KEY SALES LESSONS FROM GLENGARRY GLEN ROSS Coffee’s for Closers “Put. That. Coffee. Down! Coffee’s for closers.” Let’s take a look at the sales lessons from Glengarry Glen Ross that you can apply to your own sales career. SALES QUALIFYING CHECKLIST Use this sales qualifying checklist to help guide you through your sales process.. The qualifying process is often compared to a funnel where new leads coming into the system (i.e., opportunities) are initially placed at the top of the funnel (the widest part) and then worked through the system by qualifying, developing, proposing, and evaluating solutions, negotiating and then at the DISRUPTIVE SALES STRATEGIES FOR SUCCESS By using disruptive sales strategies, you need to find a way to be less interruptive and more disruptive to stand out from the crowd. It’s going rogue, not like a crazed pirate, but like a Super Hero. You are going against the grain of crime fighting within the law by going outside the law while fighting to improve the lives of your

fellow citizens.

GETTING TO C-LEVEL

2 Getting To C-Level: 12 Ground Breaking Sales Strategies To Penetrate Into The C-Suite By Doug Dvorak Founder & Managing Principal - The Sales Coaching Institute THE TRUE COST OF A TOXIC SALES CULTURE Employees have to feel comfortable and secure at work, but the pressure of making profits and selling particular numbers each day can result in a toxic sales culture. Read on to learn about the characteristics of a toxic sales culture and the affects it can have

on an organization.

SALES SKILLS INDEX ASSESSMENT By choosing the Sales Skills Index Assessment, you can tailor your program and goals for the diverse requirements of your sales force. Coaching and managing can be tailored to the different needs of each salesperson after your sales force has completed the Sales Skills

Index assessment.

FRACTIONAL VP OF SALES Our Fractional VP of Sales professionals build the plan, scale hiring and ultimately deliver sustainable, long-term growth. Build a plan to

achieve success!

4 KEY PRINCIPLES OF NEGOTIATION IN SALES Negotiation in Sales is About Perspective. Negotiating in sales is one of the most fundamental aspects of selling. Every sales professional will spend the majority of his/her career negotiating with either their customers, employees, and even themselves. CHIEF REVENUE OFFICER The Sales Coaching Institute’s Chief Revenue Officer program is customized and designed to help improve your businesses revenue stream with your company’s overall business strategy and culture in mind. Call 1.847.359.6969! MASTERING THE SALES MINDSET Mastering the sales mindset improves your overall performance and productivity. In fact, it may be your own thinking about sales and your belief in your personal sales abilities which are creating the negative obstacles in your path to selling success. 5 KEY SALES LESSONS FROM GLENGARRY GLEN ROSS Coffee’s for Closers “Put. That. Coffee. Down! Coffee’s for closers.” Let’s take a look at the sales lessons from Glengarry Glen Ross that you can apply to your own sales career. SALES QUALIFYING CHECKLIST Use this sales qualifying checklist to help guide you through your sales process.. The qualifying process is often compared to a funnel where new leads coming into the system (i.e., opportunities) are initially placed at the top of the funnel (the widest part) and then worked through the system by qualifying, developing, proposing, and evaluating solutions, negotiating and then at the DISRUPTIVE SALES STRATEGIES FOR SUCCESS By using disruptive sales strategies, you need to find a way to be less interruptive and more disruptive to stand out from the crowd. It’s going rogue, not like a crazed pirate, but like a Super Hero. You are going against the grain of crime fighting within the law by going outside the law while fighting to improve the lives of your

fellow citizens.

GETTING TO C-LEVEL

2 Getting To C-Level: 12 Ground Breaking Sales Strategies To Penetrate Into The C-Suite By Doug Dvorak Founder & Managing Principal - The Sales Coaching Institute THE TRUE COST OF A TOXIC SALES CULTURE Employees have to feel comfortable and secure at work, but the pressure of making profits and selling particular numbers each day can result in a toxic sales culture. Read on to learn about the characteristics of a toxic sales culture and the affects it can have

on an organization.

SALES OFFENSE VS. SALES DEFENSE When your sales reps head out on the well-beaten B2B path what is the message they are taking with them? Are they there to make a name for themselves, or are they helping to keep a well-established business at

the top?

10 BENEFITS OF SALES COACHING These 10 benefits of sales coaching are indispensable and imperative to the essence of any successful company. Sales coaching can

completely overhaul

MASTERING THE SALES MINDSET Mastering the sales mindset improves your overall performance and productivity. In fact, it may be your own thinking about sales and your belief in your personal sales abilities which are creating the negative obstacles in your path to selling success. WHAT TO DO WHEN A PROSPECT PUSHES BACK Even for the best sales professionals, not all sales calls end well. Sometimes, they end with significant pushback from the person on the other end of the line. According to many leading sales coaches, losing prospects and sales is not an easy thing to deal with, but how you deal Continue reading "What To Do When a Prospect Pushes Back" SALES PRESENTATION SKILLS TRAINING The Sales Coaching Institutes Sales Presentation Skills Training Program discover, develop, and deliver consultative, customer-focused

presentations.

IT SALES TRAINING COMPANY Most salespeople are driven by goals, results and/or sales compensation.Our closely monitored sales training and sales assessments uncover the things that motivate employees to sell. Not only do we uncover these motivators but we will also discover new

methods of

ONLINE SALES WEBINARS PRESENTED BY TOP SALES COACHING EXPERTS. Webinars and online learning typically requires 40% to 60% less employee time than learning the same material in a traditional classroom setting. After implementing a sales webinar in their company, IBM found that participants learned nearly five times more material without increasing the time spent in training.. According to Molly Fletcher Company, organizations can achieve an 18% boost in 5 STEP PROCESS TO OVERCOMING SALES OBJECTIONS Using a process while overcoming sales objections is five times more successful than “winging it”. As a sales professional in today’s field, it is important to remember that closing a sale is not always a swift and easy process. DOING MORE WITH SALES TEAM If you hope to succeed in the world of sales, you must have a skilled sales team in place. Personal selling is a thing of the past, because it does not even come close to driving the same level of results as what teams accomplish. THE SALES TIPPING POINT Gladwell refers to the economic “80/20 Principle, which is the idea that in any situation roughly 80 percent of the ‘work’ will be done by 20 percent of the participants” (The Tipping Point p.19). Following Gladwell’s lead, we can identify these participants that can initiate the momentum for change in sales. FRACTIONAL VP OF SALES The Sales Coaching Institute Fractional VP of Sales works with you and your team to develop a strong sales process and methodology to compliment your business plan. Our professionals work by your side, bringing decades of experience to your business, helping your sales team achieve growth and excellence. We are experienced coaches with

proven

SALES OFFENSE VS. SALES DEFENSE They need to build a reputation as bigger, better, faster, smarter, and stronger. Offensive selling also requires deep knowledge of your own product or service inside and out. This will show prospects that your team does have the expertise to deliver on their promise. Offensive sales reps also seek out the vulnerabilities of their

competition.

IT SALES TRAINING COMPANY At The Sales Coaching Institute, our IT sales training professionals have real-world sales experience in the IT industry. We focus on developing your sales leadership and sales force (as well as other departments involved in cultivating and capitalizing on selling successfully). We offer IT sales training and coaching that covers a

wide-range

SALES QUALIFYING CHECKLIST Use this sales qualifying checklist to help guide you through your sales process.. The qualifying process is often compared to a funnel where new leads coming into the system (i.e., opportunities) are initially placed at the top of the funnel (the widest part) and then worked through the system by qualifying, developing, proposing, and evaluating solutions, negotiating and then at the SALES SKILLS INDEX ASSESSMENT Sales Skills Index Assessment makes sure that your employees in charge of bringing in new business are going to be able to bring in that business in a professional and correct manner at every single opportunity they are given! The program works for both inside and outside sales, but is tailored more so for the growing outside sales

professional.

4 KEY PRINCIPLES OF NEGOTIATION IN SALES Stay Calm and Relaxed. It is imperative when negotiating in sales that you remain calm and relaxed. You want to inspire their emotions and control yours. Remember to think about objectives over objections. Over time the experience you gain from negotiating in sales will allow you to incorporate a unique style and flair but keep these 4 key MASTERING THE SALES MINDSET Mastering the sales mindset improves your overall performance and productivity. In fact, it may be your own thinking about sales and your belief in your personal sales abilities which are creating the negative obstacles in your path to selling success. 5 STEPS TO A ROBUST SALES PIPELINE Spread the love Doug Dvorak By:Doug Dvorak Whether or not the sales team follows the rules of the sales process, every company has a sales process in place as this is a prerequisite for a sales department. Even when you’re not sticking to the company’s sales process, sales executives follow some of sales process. In every sales process there are a few well coordinated steps: 1. ORLANDO FLORIDA SALES TRAINING & SALES COACHING SERVICESCOMPANY SALES TRAINING PROGRAMSLINKEDIN SALES TRAININGSALES TRAINING CLASSESSALES TRAINING PROGRAMTOP SALES TRAINING PROGRAM The Sales Coaching Institute offers professional sales training and certified sales coaches in Orlando Florida. Call us on 847-359-6969.

GETTING TO C-LEVEL

2 Getting To C-Level: 12 Ground Breaking Sales Strategies To Penetrate Into The C-Suite By Doug Dvorak Founder & Managing Principal - The Sales Coaching Institute FRACTIONAL VP OF SALES The Sales Coaching Institute Fractional VP of Sales works with you and your team to develop a strong sales process and methodology to compliment your business plan. Our professionals work by your side, bringing decades of experience to your business, helping your sales team achieve growth and excellence. We are experienced coaches with

proven

SALES OFFENSE VS. SALES DEFENSE They need to build a reputation as bigger, better, faster, smarter, and stronger. Offensive selling also requires deep knowledge of your own product or service inside and out. This will show prospects that your team does have the expertise to deliver on their promise. Offensive sales reps also seek out the vulnerabilities of their

competition.

IT SALES TRAINING COMPANY At The Sales Coaching Institute, our IT sales training professionals have real-world sales experience in the IT industry. We focus on developing your sales leadership and sales force (as well as other departments involved in cultivating and capitalizing on selling successfully). We offer IT sales training and coaching that covers a

wide-range

SALES QUALIFYING CHECKLIST Use this sales qualifying checklist to help guide you through your sales process.. The qualifying process is often compared to a funnel where new leads coming into the system (i.e., opportunities) are initially placed at the top of the funnel (the widest part) and then worked through the system by qualifying, developing, proposing, and evaluating solutions, negotiating and then at the SALES SKILLS INDEX ASSESSMENT Sales Skills Index Assessment makes sure that your employees in charge of bringing in new business are going to be able to bring in that business in a professional and correct manner at every single opportunity they are given! The program works for both inside and outside sales, but is tailored more so for the growing outside sales

professional.

4 KEY PRINCIPLES OF NEGOTIATION IN SALES Stay Calm and Relaxed. It is imperative when negotiating in sales that you remain calm and relaxed. You want to inspire their emotions and control yours. Remember to think about objectives over objections. Over time the experience you gain from negotiating in sales will allow you to incorporate a unique style and flair but keep these 4 key MASTERING THE SALES MINDSET Mastering the sales mindset improves your overall performance and productivity. In fact, it may be your own thinking about sales and your belief in your personal sales abilities which are creating the negative obstacles in your path to selling success. 5 STEPS TO A ROBUST SALES PIPELINE Spread the love Doug Dvorak By:Doug Dvorak Whether or not the sales team follows the rules of the sales process, every company has a sales process in place as this is a prerequisite for a sales department. Even when you’re not sticking to the company’s sales process, sales executives follow some of sales process. In every sales process there are a few well coordinated steps: 1. ORLANDO FLORIDA SALES TRAINING & SALES COACHING SERVICESCOMPANY SALES TRAINING PROGRAMSLINKEDIN SALES TRAININGSALES TRAINING CLASSESSALES TRAINING PROGRAMTOP SALES TRAINING PROGRAM The Sales Coaching Institute offers professional sales training and certified sales coaches in Orlando Florida. Call us on 847-359-6969.

GETTING TO C-LEVEL

2 Getting To C-Level: 12 Ground Breaking Sales Strategies To Penetrate Into The C-Suite By Doug Dvorak Founder & Managing Principal - The Sales Coaching Institute SALES TRAINING & COACHING CHICAGO, ILLINOIS For more than 25 years, The Sales Coaching Institute have been leaders in sales and sales management training. Call us at 847-359-6969. EXPERT SALES TRAINER CHICAGO Ken Wyrick is Vice President of Training & Curriculum Development for The Sales Coaching Institute, a worldwide organization that assists clients with sales productivity training and sales consulting.Ken is a professional sales and marketing executive with over 30 years of experience in business management, sales, marketing, and strategic planning within Information Technology and Consumer SALES TRAINING & SALES COACHING ∥ . Doug Dvorak, the CEO & founder of The Sales Coaching Institute has been the sales coach Chicago has counted on for over a decade, training members of some of the most elite sales forces in business.. Doug tailors his programs for small, medium and large fortune 500 businesses alike. He specializes in working with groups of sales teams to create the ultimate sales team training experience. MASTERING THE SALES MINDSET Mastering the sales mindset improves your overall performance and productivity. In fact, it may be your own thinking about sales and your belief in your personal sales abilities which are creating the negative obstacles in your path to selling success. 5 KEY SALES LESSONS FROM GLENGARRY GLEN ROSS A major sales lesson in Glengarry Glenn Ross is knowing how to be there for your prospects. It pays to understand their major problems, their doubts, and any questions they might have. Successful sales representatives have a way of guiding and helping their prospects to the finish line. Try and get into the minds of your prospects. CHARLOTTE, NC SALES TRAINING The Sales Coaching Institute’s evaluative Sales Assessment program is designed to give your organization an objective understanding of its specific problems and needs. Our Charlotte sales training staff are dedicated to enhancing the performance of your business by observing their operational habits and tendencies of your team. 5 STEPS TO A ROBUST SALES PIPELINE Spread the love Doug Dvorak By:Doug Dvorak Whether or not the sales team follows the rules of the sales process, every company has a sales process in place as this is a prerequisite for a sales department. Even when you’re not sticking to the company’s sales process, sales executives follow some of sales process. In every sales process there are a few well coordinated steps: 1. THE SALES TIPPING POINT Gladwell refers to the economic “80/20 Principle, which is the idea that in any situation roughly 80 percent of the ‘work’ will be done by 20 percent of the participants” (The Tipping Point p.19). Following Gladwell’s lead, we can identify these participants that can initiate the momentum for change in sales. 5 STEP PROCESS TO OVERCOMING SALES OBJECTIONS Step Four: Enter the Presentation With the Right Attitude. Always expect that you will get a number of objections, and realize that it is OK. Try to stay optimistic and keep in mind that these objections are not being brought up because of anything that you did. Not taking objections personally is the key to not burning out. THE TRUE COST OF A TOXIC SALES CULTURE Employees have to feel comfortable and secure at work, but the pressure of making profits and selling particular numbers each day can result in a toxic sales culture. Read on to learn about the characteristics of a toxic sales culture and the affects it can have

on an organization.

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WE ARE THE SALES COACHING INSTITUTE For more than 25 years, The Sales Coaching Institute have been leaders in sales and sales management training. THE SALES COACHING INSTITUTE OFFERS CUSTOMIZED, CREATIVE, AND NON-TRADITIONAL SALES TRAINING SYSTEMS THAT ARE “ONE SIZE FITS ONE”. We are committed to helping businesses improve their sales performance by addressing their unique business needs and the distinct “sales pain points” of each client.

WHAT WE OFFER

PRODUCTIVITY TRAINING FOR SALES MANAGEMENT Our highly effective sales management methodologies are designed to help your sales professionals and sales managers at every level take charge of the selling process. The Sales Coaching Institutes Customized Sales Training programs ensure that your sales teams leave with a SUSTAINED IMPROVEMENT IN PERFORMANCE RATHER THAN AN INSPIRATIONAL “QUICK FIX” typical of many seminar-based sales training efforts.

HOW WE HELP

CUSTOM SALES PROGRAM THAT FITS YOUR NEEDS The Sales Coaching Institute relies on “Reinforcement Training” to aid your team in achieving sales training excellence. Our system is comprised of reviewing materials, access to ongoing sales training workshops, online sales training modules, and personalized individual sales coaching sessions to help your organization craft a winning

sales strategy.

WHO WE ARE

WE ARE THE SALES COACHING INSTITUTE For more than 25 years, The Sales Coaching Institute have been leaders in sales and sales management training. THE SALES COACHING INSTITUTE OFFERS CUSTOMIZED, CREATIVE, AND NON-TRADITIONAL SALES TRAINING SYSTEMS THAT ARE “ONE SIZE FITS ONE”. We are committed to helping businesses improve their sales performance by addressing their unique business needs and the distinct “sales pain points” of each client.

WHAT WE OFFER

PRODUCTIVITY TRAINING FOR SALES MANAGEMENT Our highly effective sales management methodologies are designed to help your sales professionals and sales managers at every level take charge of the selling process. The Sales Coaching Institutes Customized Sales Training programs ensure that your sales teams leave with a SUSTAINED IMPROVEMENT IN PERFORMANCE RATHER THAN AN INSPIRATIONAL “QUICK FIX” typical of many seminar-based sales training efforts.

HOW WE HELP

CUSTOM SALES PROGRAM THAT FITS YOUR NEEDS The Sales Coaching Institute relies on “Reinforcement Training” to aid your team in achieving sales training excellence. Our system is comprised of reviewing materials, access to ongoing sales training workshops, online sales training modules, and personalized individual sales coaching sessions to help your organization craft a winning

sales strategy.

FEATURED SERVICES

SALES TRAINING

Helps you generate superior first impressions & improves your abilities to close the sale. ONLINE SALES TRAINING Online practical sales lessons enable you to master all aspects of the

sales process.

SALES PRESENTATION SKILLS A winning sales presentation all starts with the 3 Ds – Discover – Develop – Deliver.

SALES ASSESSMENTS

From communication to motivation, we gauge your sales team thoroughly.

VIRTUAL VP OF SALES

Provide professional leadership for your sales force that will guide your team in the right direction. TELEPHONE SELLING TECHNIQUES Learn how to break the fear of cold calling. Your frustration stops

here.

SALES TRAINING

Help you generate superior first impressions, increase willingness & ability to close the sale and more. VIRTURAL VP OF SALES Provide your organization’s sales force with the leadership they need to improve sales strategies and clarify sales objectives. ONLINE SALES TRAINING Teach practical sales skills and selling techniques to help you master all aspects of the sales process.

SALES ASSESSMENTS

From communication to motivation, we gauge your sales force and sales managers in every aspect of selling. SALES PRESENTATION SKILLS A winning sales presentation all starts with the 3 Ds – Discover – Develop – Deliver. TELEPHONE SELLING TECHNIQUES Get SMART with Specific Measurable Achievable Relevant Telephone

Selling Techniques.

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COACHES WHO CAN OUTLINE THEIR PLAYS ON A BLACKBOARD ARE A DIME A DOZEN. THE ONES WHO WIN GET INSIDE THEIR PLAYERS AND MOTIVATE.

Vince Lombardi

_Green Bay Packers, Head Football Coach_ ALLOW US TO HELP YOU SUCCEED IN SELLING, THERE IS A VERY SLIM MARGIN FOR ERROR YOUR SALES REPRESENTATIVES SELLING SKILLS MUST BE TEXTBOOK. YOUR SALES FORCE MUST LEARN THE IMPORTANCE OF ARTICULATING VALUE AT EVERY CLIENT TOUCH POINT THROUGHOUT THE SALES PROCESS. IN SELLING, THERE IS A VERY SLIM MARGIN FOR ERROR YOUR SALES REPRESENTATIVES SELLING SKILLS MUST BE TEXTBOOK. YOUR SALES FORCE MUST LEARN THE IMPORTANCE OF ARTICULATING VALUE AT EVERY CLIENT TOUCH POINT THROUGHOUT THE SALES PROCESS. ACTUALIZING YOUR SALES GOALS OUR CUSTOMIZED & PROVEN SALES TRAINING ­TECHNIQUES ARE CONSTANTLY EVOLVING TO SHARPEN THE CORE SELLING SKILLS OF EVEN THE MOST ELITE SALES REPS. THROUGH THE IMPLEMENTATION OF OUR SALES TRAINING PROGRAMS, WE HELP YOUR SALES STAFF INCREASE TOP LINE REVENUE WHILE LOWERING COSTS AND INCREASING MARGINS. OUR SALES TRAINING AND COACHING SOLUTIONS HELP YOUR ORGANIZATION ACCOMPLISH ITS SALES GOALS BY BUILDING A STRATEGIC, ENGAGED, CONNECTED, AND COMPLETE SALES ORGANIZATION. WE ANALYZE YOUR SALES FORCE ON A REGULAR BASIS TO ENSURE YOUR SALES FORCE ALIGNS WITH YOUR CUSTOMER’S PROCUREMENT PROCESS. BY HELPING YOU DEVELOP A WINNING SALES PROCESS AND OVERALL BUSINESS STRATEGY YOUR RELATIONSHIP WITH YOUR CUSTOMERS TURN INTO LIFELONG BUSINESS PARTNERS THAT YIELD GREAT

DIVIDENDS.

RESOURCES

BLOG

* What To Do When a Prospect Pushes Back

June 4, 2021

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WHITE PAPERS & EBOOKS

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EXPLORE HOW THE SALES COACHING INSTITUTE CAN CREATE BUSINESS RESULTS FOR YOUR ORGANIZATION AND TEAM! ☛ Sign Up for a Discovery Call Today ☚

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Chicago, IL 60608

847.359.6969

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