Business Sales Training

There are a number of reasons that “Everybody is in Sales” philosophy has become mainstream thinking for CEOs and their Executive Team. First:  There has been a lot of research in this subject by Charles Swab, the Ziglar institute and Dan Pink.  In Dan’s book, “To Sell is Human” he claims that 1 in 9 … The “Everybody is in Sales” Philosophy

  When it comes to sales and marketing performance, a team is only as good as its leader. While the skills of your team might make your job a little easier, your leadership drives the team and pushes them to succeed. These five tactics will help you bolster your sales and marketing teams and achieve better … 5 Tips for Leading Strong Sales and Marketing Teams

A master salesperson never stops learning; he refines and adapts his techniques to be ready for any situation and prospect. However, the basic and best practices of top salespeople can be learned early and should be collected and distributed to a sales team in the form of a sales playbook. Every sales department leader should … Sales Playbook: 10 Key Items to Include

Whether employees directly sell products and services or not, managers should develop the attitude that they nonetheless are “selling” the company at all times, no matter if they are secretaries, the computer guy, or service desk workers. The customer can be inspired to buy based on any exposure — and that exposure should reinforce the … How to use your entire organization for sales and marketing process improvement

Modern buyers are not as dependent on salespeople as before. They self-educate, research and meticulously compare when it comes to product and brand information online. Because of this, salespeople are involved less and less in the early stages of the buying cycle for most B2B prospects. In fact, according to the Corporate Executive Board (CEB) company, buyers are 57 percent done with the sales process before seeking out a salesperson.  To combat … Learn How to Sell From How You Buy – Matching Your Sales Process to the Buyers Process

As most salespeople already know, the objection is not your enemy. For sellers, a sales objection gives the perfect target to focus on in order to make the sale. What do you do, however, when the prospect clams up and won’t really give you much to go on? Here are a few strategic statements which … 4 Tips for Finding the Sales Objection When the Buyer Is Silent

Sales meetings are an excellent time for sales managers to test the product acumen of sales associates and verify they are using top sales skills to serve prospects properly. Whether in a one-on-one conference before a salesperson meets a major client or at a sales team meeting to assess performance, here are five questions to … 5 Sales Skills Questions to ask a Sales Person

No phone call is more intimidating for inexperienced sales people than the cold sales calls to a prospect unfamiliar with them or their company. A salesperson always hopes for the best reception when punching in phone numbers for sales calls. Sometimes, however, salespeople must motivate themselves into a spirit of unflinching bravado so they can … 7 Tips to Great Cold Calls – Sales Calls

Customer feedback provides key direction to business owners, shaping the future decisions and encouraging product improvement or product experimentation. Figuring out how, when and what tools to use to gather customer feedback can be daunting. However, customer feedback training can prepare any salesperson with the right tools and tactics to get the most useful responses … Customer Feedback – How Often and What to Ask

Sales consulting firms can help businesses discover the most effective sales processes and techniques for their market, plot a path to recovery, and revitalize a sales force. But when looking for a suitable firm, you might want to try a small one. Here are a few reasons why a smaller consulting firm is more likely … Is a Large or Small Sales Consulting Firm Better?