Sales Skills White Papers
More of Your Sales Reps Will Reach Quota
Sales Skills White Papers to Help Sales Management and Sales Professionals Achieve Even Greater Sales Success.
What Top Performers Do That Others Don’t
Research shows that salespeople will never reach their full potential without using the right skills within a well-defined sales process. Unfortunately for many salespeople, knowing what selling skills to use and how/when to use them are like elusive secrets that are never exposed … Until Now! This white paper reveals the most common mistakes salespeople commit and how to get your sales force on the road to producing record-breaking sales.
Sometimes we make things too darn complicated. I’ve always found that even though we may use very sophisticated methods for analyzing a business problem, in the end we find that the solution lies in the basics. That’s exactly what I saw when my company got involved with helping private-equity companies improve their win rates.
Every company wants to grow sales. Unfortunately, when sales training is deployed as a solution, it fails to deliver results 90% of the time. After decades of research, Big Data finally shows us what to do.
If you’re looking for sales training, New Big Data reveals the right approach to designing sales training that produces maximum business results. Are you asking any of these Big Questions?
- What sales skills are proven to create the greatest improvement in sales performance?
- How enormous is the sales skill deficiency that exists within my sales team?
- How can I tell which individuals on my team lack critical sales skills?
- Why is the ultimate solution to embed these selling skills in every customer-contact employee (not just salespeople)?
Selling can be taught. Sales performance can improve dramatically. But only if we treat selling as a skill—not a personality type, not a work style, not a gift.
How to Transform a Sales Force into a Loyalty Force – Article Featured in Future Pharmaceuticals vol. 3, 2009
Mike Capaldi, Associate Vice President for Sales Training and Leadership Development at sanofi-aventis, interviews Duane Sparks, Chairman and Founder of The Sales Board and creator and author of Action Selling, about the trends related to sales in the pharmaceutical field and how to transform a sales force into a loyalty force. This article is also available to listen to from our Sales Training Podcasts page.
How a New Breed of Sales Pros Can Change the Game
So-called experts claim that there are two types of business developers: Farmers and Hunters. You’re either one or the other. Consequently, you fit one type of sales position or the other: new account rep or current account rep. If you see anyone heading in the same direction on a topic like this, they are usually all wrong. This article explains the confusion on the hunter/farmer sales model and what you need to do to make the leap from Hunters and Farmers to 2.0 Sales Pros? Learn How To: Elevate your team’s performance Create a well-documented, effective sales process Train on the sales skills that have the most impact Transfer skills into consistent field success
How to Supercharge Your Sales
Supply Chain Services Inc. (SCS) of Stillwater, Minnesota is a small private company with about 25 employees. It is 11 years old. It does business-to-business sales. It faces many of the same challenges that your company probably does. Yet it has grown dramatically despite the rotten economy since the crash of 2008.
The full article details exactly how SCS got an enormous lift from sales training. How they changed Company Culture and positioned for even greater sales growth. Learn more about the success of SCS.
Don’t Just Train. Train and Certify
Companies send their sales reps to various training programs from time to time, and they pick up some useful techniques. But there is no systematic process – no unifying framework – that allows salespeople to adapt to changing conditions, build upon and refine their skills, and keep getting better at their jobs. They grow just so far, and then they hit a plateau – or slide slowly into obsolescence. Experience alone will not allow you to avoid the pitfalls. Learn what other companies are doing to maintain a competitive advantage and what you need to do now.
Escaping the Price Trap!
In today’s global economy, salespeople are under pressure like never before to match or beat lower prices from competitors, domestic and foreign. When they do, their sales margins shrink, resulting in lower profits for their companies and lower commission-based earnings for themselves. This white paper is about effective strategies salespeople can adopt to protect their profits and company margins when faced with the issue of reducing their price to win the sale.
Can Complex Selling Be Made Simple?
85% of selling situations are “complex.” That is, there are multiple buyer types to deal with and a selling process that involves several steps or milestones. Salespeople will be more effective if they learn how to uncover the decisive factors that are unique to each buyer. Download this sales article to learn more about multiple buyer types and how their different criteria, motivation, and needs affect how you should approach the sale.