We’ve seen it time and time again: a sales team that’s overly careful not to be seen as “sharks” fails to close the deal. The excuses go on and on, but usually sound something like this: “We didn’t want to pressure the client.” “We thought we would leave the ball in their court for a […]
Is Your Sales Team Too Soft to Close the Deal? Read More »
In our last blog post, we shared some information from the latest Training Magazine, which reported that 65% of organizations had decreased their budget or experienced no budget change in 2012 from the year before. Of course, the converse of that fact is that 35% of organizations increased their training budgets in 2012. Let’s take
Small Companies are Increasing Their Budgets for Training Read More »
Training Magazine has just released their annual “Salary Survey,” and the figures are a little disheartening for the training industry. According to the report, “Total 2012 U.S. training expenditures – including payroll and spending on external products and services – fell 6.5 percent to $55.8 billion.” The report also mentions that 65% of organizations either
Training Expenditures are Decreasing Read More »
In our increasingly globalized world, many businesses that used to be 100% local are outsourcing their needs to foreign firms and agencies. You probably have at least one or two suppliers, distributors, or customers overseas for whom English is not a first language. Then again, you could be negotiating with someone in your own city
Negotiation in Different Cultures Read More »
If you have spent more than a few weeks in sales, then you have hopefully learned two valuable lessons about business relationships and networking: 1. There’s no correlation between your sales figures and the number of business cards you hand out. 2. Similarly, there’s no connection between your sales figures and the number of contacts
The Importance of Building Relationships in Business Read More »
Training your team to be the best they can be is neither cheap nor easy. However, the ROI of a successful training program makes it all worth it in the end. In fact, with the proper training methods and materials, your company’s employees can give your bottom line a tremendous boost. But once the work
Ways to Measure Training Success Read More »
How to Get Your Sales Team to Buy Into Your CRM System Do you have a great new CRM system? Does it provide answers to all – or most – of the challenges that your sales team is currently working through? Then why aren’t they using it? Selling your sales team on a new system
How to Get Your Sales Team to Buy Into Your CRM System Read More »
From cutting deals in the boardroom to learning to recognize your own flaws, we want to help you and your sales team be as effective as possible. To increase your effectiveness, you have to carefully cultivate the habits of your sales team at a fundamental level. 2012 has brought about a shift in sales training
Sales Training in 2012: 7 Performance Improvement Trends Read More »
Have you ever sat in a sales planning meeting and a few minutes into it realized that you don’t know which account your manager is currently talking about? While your coworkers have been discussing and making plans, you have been thinking about all the emails that you need to respond to and getting to your
Good listening = Good Probing Read More »
E-learning sales training has become quite popular and the new trend in staff training. With globally-dispersed teams, and decreased time, dollars and resources to spend on sales training, more and more companies are investing in versatile e-learning strategies to train their sales staff. According to Bersin & Associates, approximately 20% of training programs now involve
Does E-learning really make the grade? Read More »
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