Category Archives: Sales Simulations

Sales simulations – try one, you’ll like it

Customized sales simulations can now be designed cost effectively. They are high impact and engaging because they drag the real world into the classroom and realism, relevance, practice and feedback are optimized. Continue reading

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Sales productivity – the era of the absence of change is over

In times of continuous change it is unlikely that a B2B sales force can continue to prosper by simply doing a better job doing what they are doing. Instead there must be an ongoing effort to examine and analyze and then adjust and adapt every aspect of your sales effort – from the go-to-market strategy to the organization structure to what your sales team is doing and how they are doing it. Continue reading

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Sales simulations – why sales reps like them

Sales simulations are one innovation that is quickly developing an impressive track record for addressing the changes going on in the sales training marketplace. More innovation has occurred in the sales training industry in the last five years then the previous ten for good reason. Companies have come to realize that having a superior sales team is more important than ever and that building a superior sales team is more challenging than ever. Continue reading

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Sales simulations – they’re better than ever!

Sales simulations are more versatile, more effective, and more affordable than ever. So companies are increasingly embracing them. What are some innovative companies doing? Read some examples. Continue reading

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Has your sales team been trained to be futurists?

What if you trained your sales team to not only uncover and develop existing needs but to also discuss where the customer wants to be in the future, how they want to get there, and how you might help? First of all – that type of sales training is feasible. Second, if you did do it, you might not have to worry about predicting the future because you could invent it. Continue reading

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Sales simulations – a blue ribbon training methodology

Sales simulations are one of the most effective sales training designs available today. This articles focuses on what it takes to design an effective sales simulation and some of the potential pay-offs. Continue reading

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Sales role plays – time for an update

Like most good ideas that have been around for a while, how to design and use role plays needs updating from time to time. Some update include: customizing the role plays, including sales managers at the tables to play the buyer and provide feedback, provide sales managers with a sales coaching program the day before, focus role plays on issues companies will be facing tomorrow, not the ones they addressed yesterday. Continue reading

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Sales simulations and vacuum cleaners – two stories of innovation

When it comes to selecting sales training, the individuals doing the selection often turn to a program they have used in the past. “When I was at Acme we use the XYZ program, I’m familiar with it and suspect it is as good as any.”

But is that the right answer for today? Customers for most large corporations have changed significantly in the last two to three years. What they buy, how they buy, and what they are willing to pay for it have changed. So, is yesterday’s sales training the best bet? Perhaps, but perhaps not. New sales training designs are needed – including sales simulations.
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Medical device sales – Investing in sales training 2.0

Running the sales force for a medical device company has never been for the faint of heart – and it isn’t getting easier. The medical device market is in the midst of a transformational shift. Hospitals are being pushed to provide higher quality at a lower cost per patient – yet deliver solid financial results. Reimbursements are declining, metrics are changing, competition is expanding, physician alignment is growing, and the demand for services is increasing. Sales people need to be able to sell successfully in this new environment. Read how in this article. Continue reading

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Changing sales performance – practice doesn’t make perfect

Some sayings are right on the money; some are just plain misleading; and some are partial truths. When it comes to changing sales performance “practice makes perfect” is a partial truth. “Practice + feedback makes perfect” is more accurate. This small difference yields a huge dividend in sales training.
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