Great Salespeople consistently add new opportunities to their sales pipeline. Our sales training clients in Vancouver, Victoria, Edmonton and Calgary are learning that closing pending business is even more important. Otherwise, Salespeople can easily have a sales funnel that is stuck with hundreds of thousands of dollars in pitched business. If this sounds like your […]
Here’s a sobering fact that many Sales Managers will unfortunately agree with. We neglect or at least wait too long to train Sales Managers. The Harvard Business Review recently reported that the average age of managers receiving training was 42. Of the 17,000 worldwide leaders polled, the average age of the managers was 33. Here’s what they found:
Driving revenue is always the focus of our sales training clients in Vancouver, Edmonton and Calgary. The commitment to reading is a leading attribute of all top performing Salespeople and Sales Managers. There is a direct connection between your commitment to self-education and the ability to be a great Salesperson. Here are two books that you need to add to your collection with my reviews of them.
Our sales training clients in Vancouver, Edmonton and Calgary deal with this challenge on a regular basis – the “hurry-up and do your best with limited information” proposal. It usually comes from a new inquiry where someone has the task of gathering information on a tight timeline. He or she may know little in the way of […]
Accountability. Ask any of our sales training clients in Vancouver, Victoria, Edmonton and Calgary what they want their Salespeople to have and that word comes up very quickly.
Our sales training clients in Vancouver, Edmonton, Calgary and Toronto are always trying to find creative ways to motivate their Salespeople. What works best? Higher commission rates, group and individual incentives? Don’t think that Salespeople are only motivated by cash. There are many great management techniques to empower your people and bring out the best […]
Every time we work with our sales training clients in Vancouver, Edmonton, Calgary and Toronto, we learn something new. Each group of Salespeople is unique. What they manage to find most useful from our sales training is always different. Our latest client has discovered great success with my favorite open-ended question. Make these three words […]
Every time we share this technique with our sales training clients in Vancouver, Victoria, Edmonton and Calgary, we get an interesting reaction.
Pricing your product properly is always a contentious issue for our sales training clients in Vancouver, Edmonton, Calgary and Toronto. Management tends to favor the side of charging full value and avoid giving concessions while Salespeople never like to lose a deal over price.
One B2B sales training technique we’ve brought to our clients in Vancouver, Edmonton, Calgary and Toronto centers on asking two unique questions of decision makers. Most Salespeople wouldn’t think to ask them because their purpose is not obvious yet asking them could mean the difference between making or breaking a B2B sale. Read the full […]
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