August 27, 2015 09:00 AM
It’s the age of the customer, and digitally empowered buyers expect salespeople to have the skills and knowledge to deliver REAL value and solve complex problems—not just pitch their product. But, according to a new report from Forrester Research, Overhaul Sales Training to Win and Retain More Customers, that’s a more difficult feat than many organizations bargained for.
So, why is it that “developing relevant, competent, and productive sales forces is a far more ...
August 24, 2015 09:00 AM
In response to his article, Perfect the Elements of Your Selling that You Control, I asked Andy Paul, a leading sales acceleration author, speaker and coach, a series of questions of questions on sales training and continuous learning. Here’s Part 3 of that series.
Product and customer knowledge is obviously critical for reps, but why is industry expertise so important for effective selling?
AP: Industry expertise enables a rep to provide an additional, if not absolutely higher, l...
August 20, 2015 09:05 AM
Sales reps tend to have a comfort zone. It’s not uncommon to have successful reps who are GREAT at selling to a specific role about a specific challenge that they are familiar with. Where they run into problems is if they have to move out of their comfort zone to sell to different people, in different industries, or with different challenges.
It’s an entirely different ball game. And you might assume that because a rep is really great in their comfort zone, it’s going t...
August 17, 2015 09:09 AM
In response to his article, Perfect the Elements of Your Selling that You Control, I asked Andy Paul, a leading sales acceleration author, speaker and coach, a series of questions of questions on sales training and continuous learning. Here’s Part 2 of that series.
You write that product knowledge and industry expertise is something REPS can control – but what can COMPANIES do to better support this?
AP: Companies need to do a better job of providing a structure for profe...
August 13, 2015 09:14 AM
At Brainshark, we are in the midst of rolling out a full-scale program for social selling. During this project, I’ve been lucky enough to get some help from Bob Hutchinson, one of my colleagues in sales who happens to be an expert on social selling. Here are some of the things he’s taught me about how to be an effective social seller.
#1. Don’t be anonymous
You can set your LinkedIn security settings to hide your name when you are checking out other people’s profil...