Gone are the days when sales training was treated as a one-off event. Today, sales training is critical to success in the modern workplace and should be seen as a continuous learning and development process. With the right tools, companies can leverage sales training to drive tangible results and become more competitive. In this article, Read More …
Sales involve understanding how your products/services affect customer outcomes while building a sales strategy to establish how this value is recognized. This requires understanding customer needs and how your product or service can address those needs. It also means clearly understanding your “value proposition” – what makes your product or service unique and valuable to Read More …
Designing Sales Inquiries is about creating opportunities for salespeople to work with customers through content in practical ways initiated and sustained by questions, structured through tasks, and enabled with resources. The beginning of the Sales Inquiry starts with finding a content angle as represented in our existing capabilities is a vital first step. We rely Read More …
Are your salespeople thinking too small? Do you need to empower them with deeper learning skills? When these learning and understanding skills become part of a salesperson vernacular; they move from a transactional type (GD-Logic) into an active meaning-making role. It is the idea of collaborative selling and co-creating value (SD-Logic). Modern-day selling has to Read More …
What is not distributed now will become distributed. – Unknown If we believe the above statement, what will our sales force look like in the future? How will it be distributed? William Gibson is credited with the well-known saying, “The future is already here – it’s just not evenly distributed.” I would attest that our present sales efforts in most instances are to Read More …
This is a collection of Business901 podcasts on sales. It is about 7-hours in length and features the following guests in the order of appearance: (00.30) Craig Elias used Trigger Event strategies to become a top sales performer at EVERY company that has hired him – including WorldCom where he was named the #1 salesperson within six months of joining the company. Craig has Read More …