Selling Skills Archives - Page 36 of 37

Sales Training in Action: How Sales Coaching Changes the Game

Posted on August 8, 2014 By The Sales Board

Here is a true story about a guy I’ll call George. George is vice president of sales for a company in the distribution business. He is the top executive in the company’s sales organization. He also is a customer of my company, the Sales Board; the sales training programs he delivers to h...

Selling Skills

Send in the Sales Coach

Posted on August 7, 2014 By The Sales Board

Think about the elite salespeople who land those mega-deals that make headline news. I’m talking about the multimillion or billion-dollar deals that change the game for companies. Here’s a question: Who coaches the heavy hitters who pull off such coups? After all, somebody must advise th...

Selling Skills

Sales Training in Action: Quit Telling and Start Asking

Posted on August 5, 2014 By The Sales Board

The “gift of gab” is the most overrated sales skill I know. Salespeople who think that success depends primarily on their silver tongues are doomed. Any sales training programs or sales coaching initiatives that encourage this belief are criminal. The most effective sales skills don&rsqu...

Selling Skills

Cut the Gab

Posted on July 29, 2014 By The Sales Board

“Wow, that guy is the ultimate salesperson!” Over the years I have come to hate that phrase. Why? Because whenever I hear it, the salesperson in question is someone with the “gift of gab.” And he’s talking up a storm. Truth be told, the gift of gab never was a particula...

Selling Skills

Sales Training in Action: Training the “Inside” Sales Force

Posted on July 9, 2014 By The Sales Board

Most sales executives think that inside and outside reps have different sets of sales skills. If insiders receive sales training or sales coaching at all, they tend to get different or watered down sales training courses....

Selling Skills

Sales Training in Action: The Nontraditional Sales Force

Posted on July 3, 2014 By The Sales Board

Fluke Calibration is part of the Test and Measurement segment of Danaher Corp., an $18.3 billion company. When Mark Martin, North American sales director, set out to provide sales training programs and sales coaching to a team of experienced technical engineers, he anticipated objections that ...

Selling Skills

Sales Training in Action: How Much Money Are You Leaving on the Table?

Posted on June 30, 2014 By The Sales Board

How much business has your company left on the table over the years because your salespeople weren’t performing up to their full potential? Don’t even consider the enormous value of all the new customers your sales force might have brought in if they were acting like true professionals. ...

Selling Skills

Can You Measure the ROI From Your Sales Training?

Posted on June 19, 2014 By The Sales Board

When you invest in sales training programs or sales coaching initiatives for your company, what would you most like to achieve? Sure, your list of goals for enhancingsales skills might include better prospecting skills and an improved ability to secure new business. But what about the customers you&...

Selling Skills

Why Redefine Sales Training? Because Outside Sales Reps are Disappearing

Posted on June 11, 2014 By The Sales Board

In the 1980s IBM decided that it couldn’t afford to market its new personal computers (PCs) using its existing outside sales force—the salespeople who called on companies in person to sell far more expensive mainframes. The company said that outside sales calls cost $192 each (about $450...

Selling Skills

Why Redefine Sales Training?

Posted on April 22, 2014 By The Sales Board

Because It’s Not Just for Salespeople Anymore “Nothing happens until somebody sells something.” “Everybody sells.” “You are always selling.” How many times have you heard those old expressions? For decades the business world has paid lip service to the idea ...

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Sales Training in Action: How Sales Coaching Changes the Game

Send in the Sales Coach

Sales Training in Action: Quit Telling and Start Asking

Cut the Gab

Sales Training in Action: Training the “Inside” Sales Force

Sales Training in Action: The Nontraditional Sales Force

Sales Training in Action: How Much Money Are You Leaving on the Table?

Can You Measure the ROI From Your Sales Training?

Why Redefine Sales Training? Because Outside Sales Reps are Disappearing

Why Redefine Sales Training?

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