Online Sales Training

One of the biggest challenges for marketing is creating cooperative teamwork between marketing and other departments, especially in the traditionally uneasy partnership with Sales.

The language used by high-level business managers and executives is usually quite different than the language used in IT, R&D, or out on the shop floor. To be effective selling to all the different people involved in a complex buying process, we have to become multi-lingual.

Is your current sales prospect in your current pipeline “moving” or “stopped”? It’s really easy to tell the difference. Take a look at your day planner, or personal digital assistant (PDA), or whatever you use to schedule appointments.

The concept of Think Like Your Customer is the underpinning of the basics we teach throughout our methodology and all of the courses we offer. The more we think like our customers, the better we understand the psychology of why and how our customers buy.

For many sales professionals the question, “Is this deal qualified?” is one they dread to hear. It comes from fellow sales people, from pre-sales and marketing types, from his or her own boss, and from their boss, and their boss, and their boss.

One of our global clients recently shared with us that this year nearly 60% of enterprise-level sales opportunities they are engaged in include a Request for Proposal (RFP) as part of their buying process.

Today I’m really excited to talk about how you maximize your sales performance. This a topic that deserves more than just one segment and in fact we’ve got a whole section for this, and we’ll be talking about this several times as we roll through this series. Let’s address the first piece about how you maximize your performance. (VIDEO INCLUDED)

As professional sales trainers, the biggest challenge we face is keeping salespeople and their managers engaged after a group training workshop.

Are the sales opportunities in your current sales pipeline “moving” or “stopped”? It’s really easy to tell the difference. Take a look at your day planner, or personal digital assistant (PDA), or whatever you use to schedule appointments.

Today we’re going to talk about how do we invest more of our time and spend less of it. When it comes to money it’s really easy to see the difference between spending and investing. We spend money on lots of things; we spend money on cars, on vacations, on clothing and food and a variety of things that we have to buy. But there’s a big difference between spending money on things that we need or that we want, and investing money. When we invest money the expectation of course is that we’re going to buy something that is not only going to hopefully retain its value, but it’s actually going to appreciate in value over time. So, we invest money in let’s say a house. And while we own that house hopefully the value of that house increases and it’s going to be worth more when we’re done. We invest money in stocks or bonds or precious metals or something expecting that we’re going to retain our investment, our initial principal, and get some return too. But let me ask you: do we think about how we spend versus invest our time? (VIDEO INCLUDED)