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Categories: Sales Negotiation

3 Common Misconceptions About Sales Negotiation

There are several misperceptions about sales negotiations that have carried over from outdated, old-school beliefs about negotiating with customers. The three most common misperceptions are routinely combined to limit the negotiating effectiveness of customer-facing teams.

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Categories: Channel Sales

The Formula That Can Help You Drive Improved Sales Channel Success

Achieving predictable and repeatable sales growth comes down to two major areas of focus – productivity and capacity. When you’re able to make your salespeople as productive as possible and you have enough team members to execute, your revenue numbers naturally increase.

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Digging Deep Creating the Right Questions Flow for Effective Discovery

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Categories: Sales Coaching Tools  |  Sales Transformation

How to Ensure Your Sales Teams Get the Most out of a Sales Training Initiative

Anyone who has led a sales team knows that training doesn't instantly right the course in your sales organization. However, a focus on improving and executing on sales fundamentals can help even the most experienced account teams. The challenge is that training initiatives are often hefty investments, especially if you are leading a large sales team. If there's one thing you need to do, it's to ensure that your sales enablement initiatives are bringing the intended results. Achieving those goals begins with creating the right training initiative.

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Categories: Sales coaching

Strategies to Increase Sales: Reigniting a Veteran Sales Team

During any sales training program, a leader is faced with varying levels of enthusiasm. You likely have new sales reps who are still trying to establish themselves at the organization. This group is often extremely keen to learn and grow their own professional development forward. The challenge often lies in getting buy-in from your veteran salespeople. They’ve probably seen more sales training initiatives fail than succeed during their careers. They’ve been there, done that. They don’t have time to waste with flavor-of-the-month initiatives. Even with the likely skepticism that’s in place, good training can help reignite and refocus an experienced sales team. Done right a sales initiative can be the lynch-pin that reinvigorates a veteran sales team, giving them the tools, processes and content to go from experienced to elite.

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Categories: Sales Negotiation  |  Sales Process

Is Your Sales Process Crippling Your Negotiation Strategy?

We like to say that, “all the sins of the sales process come home to roost in the negotiation.” Meaning there is a clear correlation and intersection between your sales negotiation and sales process. If you’ve got a negotiation problem, it could very likely be tied to the ineffectiveness of your sales process.

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Categories: Planning  |  Sales Coaching Tools

Critical Factors to Consider When Selecting a Sales Training Partner

In the sales training industry the question, "Who does this line of work?" may be answered with, "a good many". There are dozens, if not hundreds, of sales training organizations out there who help clients become more successful. These training groups are used by companies in the hopes of improving sales performance, building a stronger team, and ultimately increasing revenue. It's as simple as that. But, how does an organization know which partner to choose? Below are critical points that any sales organization should prioritize when seeking to hire a partner to train their sales organization:

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