When people talk about Business Acumen for sales people they tend to cover a wide range of skills, knowledge and behaviours that they would like sales people to demonstrate in front of a customer. Here are some of the areas are commonly bracketed under Business Acumen: Accounts and financial statements Calling high at the C-suite, […]
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Performance Through People
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Business Acumen for Sales People
May 21, 2013 – 1:19 pmI speak to many Heads of Sales and Sales Managers and ask the question “What is it that your sales people are missing that would make them much more effective?” It may not surprise you to find out that they never answer a CRM system! Most of them talk about knowing more about a customer’s […]
Posted in Executive Selling, Training Also tagged business issues, calling high, sales competencies Comments Off on Business Acumen for Sales People
Fishing where the fish are – segmentation
February 14, 2012 – 8:24 pmThe span of control for first line sales managers can now be is high as 12 or 15 sales people, so the amount of joint customer calls is greatly reduced. So being able to control where the sales team are spending their time is key to making the team’s numbers. This is a massive topic, […]
Posted in Customer Focus, Sales Management, Sales Process Also tagged segmentation, strategy Comments Off on Fishing where the fish are – segmentation
Top 5 Reasons that Sales Deals Fall Apart
June 14, 2010 – 12:09 pmFollowing on from the last post, I dug out some research on why deals fall apart which highlights the importance of qualifiaction and spending your time in the right places. So here are the top 5 reasons that dales deals fall apart: 1) Deal Not Qualified Some key questions you should always be asking to […]
Posted in Closing, Sales Process Also tagged influencer, priorities, qualification, sales person Comments Off on Top 5 Reasons that Sales Deals Fall Apart
Sales Mindset – The Problem Solver
June 7, 2010 – 10:46 amIn previous posts I have spoken about the New Buyer and how they differ from buyers of 20 years ago – basically they have all the information at their fingertips to make an informed decision about what you are selling. So what can the “new” sales person offer their customers? Personally, I think we all […]
Posted in Customer Focus, Training Also tagged business issues, customer commitment, priorities, questions, team energizers Comments Off on Sales Mindset – The Problem Solver
SMARTER Questions – Discussion
June 6, 2010 – 4:53 pmA few people have asked me to say more about SMARTER questions than just the checklist of good questions that I published in the previous quote. There is some detail already on the website under the more detailed guide, but I thought I would use this post to talk more about why SMARTER questions are so […]
Posted in Customer Focus, Executive Selling, Sales Guides Also tagged business issues, questions, sales person, value proposition Comments Off on SMARTER Questions – Discussion
The New Buyer
May 19, 2010 – 10:19 amHave you noticed something has changed in sales? Everyone now talks about every sale being price sensitive – is this true or is it just sales people making excuses? Firstly, when I do account/opportunity reviews, I am still amazed how many sales people really cannot articulate their value proposition and show a clear line of […]
Posted in Customer Focus, Negotiation, Sales Process Also tagged BATNA, business issues, change, proposal, sales person, value proposition Comments Off on The New Buyer
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