Thinking of Investing in Sales Training? You’ll Need These Questions…

Companies have and will continue to invest in sales training (or some type of sales improvement & training in sales). We don’t predict this changing. However, We see areas within this investment changing to become more process oriented for long-term improvement and coaching; Because “gold nugget” sales tricks don’t scale
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Storytelling In Sales Meetings: Strategic or Busy?

Sales managers: when you host sales meetings and ask each salesperson about a “big opportunity” from their pipeline, why does it become “story time?” In what scenario does it matter where you met, what joke they laughed at, and how much they enjoyed the unexpected stop in? What impact did
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Compelling Reasons for Change

Compelling Reasons for Change – TMSA 2017 Breakout Session

How might your business be impacted if you could identify the buyer’s “reason(s) for change” in each forecasted sales opportunity today? How are you impacted if the reason for a buyer's change is only identified on a minority of sales opportunities? What was the compelling reason for change for a
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Why Salespeople Need Sales Trigger Events

“Customers want what you sell today because a Trigger Event or series of Trigger Events caused them to shift from status quo into the Window of Dissatisfaction.” Craig Elias & Tibor Shanto, Authors of SHiFT!: Harness The Trigger Events That Turn Prospects Into Customers In sales, a “Trigger Event” is
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Adding Clarity to Differentiating

    What makes YOU different than others in your space? Would your answer strike me as different…or just fumbled and bland? Differentiating is complex, so let’s add clarity. 4 Reasons Sales Organizations Struggle in Differentiating 1) An organization’s differentiating values are too vague and not truly unique 2) Salespeople view
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How To Measure Salespeople and Why (We Think) Old Ways Are Changing

Measuring salespeople is a task that every organization has. How to do measure salespeople effectively may vary depending on who you talk to, but activity based measurements and revenue by each salesperson are staple KPIs of selling. However, I don’t believe those two metrics reflect complete performance…they are just the easiest captured data of an
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