Tag Archives: sales training

Sales training for meeting buyers’ expectations in 2016

Sales training initiative should be viewed as a process not a single event that are highly customized with sales management actively involved. Continue reading

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Sales training – too important to be owned exclusively by training

The more cooperation that exists between sales training and the Sales business unit, the more likely the sales training will have an impact on business results. Continue reading

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Sales and the art of chitchat

In sales situations – from initial sales calls; to social interactions with new customers, existing customers, or prospects; to networking – sales reps must succeed at chitchat. But few of us are – here are 5 techniques to help salespeople improve their sales chitchat. Continue reading

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Online sales training – it’s time for a second look

Recent years have seen tremendous disruption in how customers buy. And if buyers change how they buy – salespeople need to change how they sell. Customers need fresh ideas and creative insights for addressing a set of needs and opportunities that are … Continue reading

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Sales training and national sales meetings – an odd couple – An STC Classic

Sales training and national sales meetings both are important. But when done together, they are indeed an odd couple that does not get along so well. This blog discusses the reasons why and alternatives. Continue reading

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Sales mastery 2015 – a horse of a different color

According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. If buyers change how they buy – salespeople need to change how they sell. Continue reading

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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 success in an age of disruptive change

Whether you are a VP of Sales responsible for providing direction to an entire sales team, a sales manager, or a sales rep trying to figure out their next career move, a future characterized by disruptive change provides both challenges and opportunities. There will be new winners and losers. Being among the former will require more than simply extrapolating from past successes. Continue reading

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Sales management coaching – start with receptivity

When it comes to sales coaching – most sales managers don’t do it enough, many times it is water off a duck’s back, and sometimes it makes matters worse. This post describes techniques to provide more effective sales coaching feedback. Continue reading

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Salespeople – lesson from entrepreneurs – An STC Classic

Salespeople need to do a better job at managing their pipeline and their time – they must learn to pivot. Continue reading

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