Sales Training - The Sales Board Your #1 Source on Selling Thu, 12 Nov 2015 15:19:46 +0000 en-US hourly 1 Your Secret Sauce Starts With Planning Wed, 04 Mar 2015 19:47:19 +0000 ]]> 0 Sales Training Research Study Wed, 11 Dec 2013 19:23:41 +0000 Included in the Aberdeen Sales Training Research Study Independent research company Aberdeen Group proved with research of 835 companies that Action Selling consistently outperforms "All Other" major sales training companies in these important measurements:
  • Year-Over-Year Enhanced Sales Results
  • Reps Achieving Quota - 54% BETTER
  • Customer Retention - 93% BETTER
  • Average Deal Size - 79% BETTER
  • Reduced Sell Cycle – 136% BETTER
  • Reduction In Sales Turnover – 125% BETTER
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The Art of Selling Mon, 04 Nov 2013 20:47:29 +0000 Sales Questioning skills to land a deal. Another is seeing the moment when salespeople realize that they haven't just gotten a little better at their job, they have made a quantum leap in sales performance. They have learned something transformative. They have gained sales capabilities—and earning potential—that will change their lives. They have become different, and they know it...]]> 0 Why You Need to Redefine Your Product Tue, 05 Nov 2013 02:42:12 +0000 Sales Process. The right sales process is the sequence of activities resulting in customer commitments that most frequently lead to a sale in your company's situation...]]> 0 Commitment Objectives: The Missing Key to Transformation Mon, 04 Nov 2013 20:36:57 +0000 Commitment Objectives and my own system...]]> 0 Quantity vs. Quality Mon, 04 Nov 2013 20:31:18 +0000 Questioning Skills are important to their jobs. Not that they actually ask the BEST sales questions, mind you, but they know that they are supposed to question customers in order to find out whether the customers have any pressing needs for which the salesperson's products and services might provide solutions...]]> 0 No Commitment Objective? No Sales Call Tue, 05 Nov 2013 02:25:36 +0000 Commitment Objective is the foundation stone of Action Selling. Everything else in the sales system hinges on the idea that you must go into every single sales call you make with a Commitment Objective in mind...]]> 0 The Beauty of a Plan Tue, 05 Nov 2013 02:17:29 +0000 Sales Plan, I stress the fact that it is a full-fledged sales system, rather than just a collection of sales tips and tricks. It provides a structure and a step-by-step sales process that guides the salesperson through every milestone of a sales interaction, from initial contact to post-sale follow-up...]]> 0 It’s All in the Timing Mon, 04 Nov 2013 20:10:05 +0000 Sales Timing. "Sell the salesperson before selling the product?" That's about timing. "Help the customer make five key buying decisions in the proper, natural order?" That's about timing. The Nine Acts, and our insistence that you follow them in the right sequence? Timing...]]> 0 Find The Accelerator Mon, 04 Nov 2013 20:02:54 +0000 Sales Differentiation Strategy? What do they do that the others don’t?]]> 0 “Did You Get Some Training?” Mon, 04 Nov 2013 19:55:06 +0000 Read more ›]]> 0 Your First 18 Months as a New Sales Leader Mon, 04 Nov 2013 17:06:48 +0000 What YOU need to do before the honeymoon is over! Cue "Mission Impossible" theme. The time bomb is ticking. Can the hero defuse the thing before the world is destroyed? Welcome to what many claim is the reality of the new sales leader. If you have just been hired or promoted into a high-level sales management job, your life expectancy is about 18 months. That is where recent studies by Forrester Research and other investigators place the average tenure of new sales leaders. The figure is down from 24 months just a couple of years ago. And note that if 18 months is the average, then an awful lot of new sales leaders don't last even that long. Many don't make it past the honeymoon period, which is between 3 and 6 months. This isn't good for anyone. What company could benefit from such rapid turnover at the top? What sales team could hit its stride? And, of course, what good does it do you to have a series of short-term jobs on your resume? It may be true that C-level folks can no longer throw those resumes in the circular file automatically, since there are so many of them. But believe me, if your history makes you look like a love-'em and-leave-'em type, the urge to discard your resume is still there. Here's what the typical tenure for a newly hired sales leader looks like ... Read the entire Sales Training White Paper: Your First 18 Months as a New Sales Leader]]> 0 Without a Plan, You Have No Value Mon, 04 Nov 2013 17:05:29 +0000 Read more ›]]> 0 “I Didn’t Know You Cared” Mon, 04 Nov 2013 17:01:08 +0000 Read more ›]]> 0 The Secret to Quantum Growth Mon, 04 Nov 2013 16:57:15 +0000 Read more ›]]> 0