Tag Archives: sales simulations

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Sales training and sales best practices compiled into the Best of the Best – Sales Training Connection newsletter. 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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Sales simulations – a blue ribbon training methodology – An STC Classic

Over the last decade we have used sales simulations with a significant number of B2B companies across a wide variety of industries. The programs have consistently received extremely high evaluations. The programs get high marks from both the participants and from senior sales management. This blog shares why it’s a blue ribbon sales training methodology. 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 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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Sales training lessons from MTV – happy 30th birthday!

Happy 30th birthday MTV! Who would have thought that one of the unintended outcomes of MTV would be forcing us to re-examine the way in which we design, develop, and deliver sales training. Sales training programs need to be “sticky” allowing participants to make mistakes, receive feedback, identify alternative approaches, and then try again. And they want all this immediately! Two types of sales training that are most effective are games and sales simulations. Continue reading

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Sales simulations – another look at its benefits

A growing number of companies are using an array of new approaches and technologies to create and test strategies. In doing so, they can more quickly create a strategic advantage by leveraging the superior “economics of experimentation.” They generate, test, and replicate a greater number of innovative ideas quicker, at lower cost, and risk than their rivals by employing simulation methodology.
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The millennials are coming – what are the implications for sales training?

We can complain about Millennials and reject them … or we can connect and capitalize on their talents. This means that sales training programs need to be designed that are very interactive, fast moving, and encourage Millennial sales reps to learn from others. Continue reading

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Exploring the merits of sales simulations – video

Some time ago a group of us were discussing the relative effectiveness of sales simulations and whether or not they are underutilized as a training methodology.  The conversation lasted much longer than we had initially imagined since we wandered off … Continue reading

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