Those of you who follow my work will know that as well as working with my own clients I am a facilitator for CEB’s Challenger program and the various associated workshops for sales managers. Many of you will have seen lots written about The Challenger model and so I thought I would give my perspective […]
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Performance Through People
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The Challenger Sale
May 10, 2013 – 6:47 pmAlso posted in Sales Attitude, Training Tagged business issues, complexity, customer commitment, gathering information, sales competencies Comments Off on The Challenger Sale
Creating competency based sales training
March 23, 2012 – 4:38 pmI have recently been asked by a prospect if I can create sales training based on competences for specific levels of sales people. In fact, I have done this a number of times for large global companies, but I have never documented the actual approach and methodology I followed in designing, developing and implementing this […]
Also posted in Training Tagged culture, sales competencies, training needs analysis Comments Off on Creating competency based sales training
Knowing your metrics – driving the pipeline
February 14, 2012 – 8:38 pmGraphically a pipeline, often called a funnel, looks like the diagram shown here. It should contain all of the leads and prospects that you generate through marketing and business development activities. These will then convert into opportunities that your team are working on and track their progress through the sales stages. The pipeline takes on […]
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, […]
Also posted in Customer Focus, Sales Management Tagged business drivers, segmentation, strategy Comments Off on Fishing where the fish are – segmentation
Creating meaningful value propositions
February 14, 2012 – 8:13 pmThe first answer to the question “what can sales people do differently” is to educate their buyers, adding value by teaching them something they don’t already know. This approach takes time, skill and resource, but ultimately is the only way to differentiate themselves from the competition. To do this, sales people need to be able […]
Also posted in Customer Focus, Sales Management, Uncategorized Tagged business issues, gathering information, sales managers, sales person, value proposition Comments Off on Creating meaningful value propositions
The Law of Unintended Consequences
August 4, 2010 – 3:06 pmIt is interesting how companies and governments often fall into the trap of the law of unintended consequences. The basic idea of the law is that we try and set rules to create one set of outcomes but people (and sales people are really good at this) think of ingenious ways to use the rule […]
Also posted in Sales Management Tagged complexity, consequences, sales managers Comments Off on The Law of Unintended Consequences
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 […]
Also posted in Closing Tagged business drivers, influencer, priorities, qualification, sales person Comments Off on Top 5 Reasons that Sales Deals Fall Apart
Qualification Acronyms – Instant Sales Guides
June 14, 2010 – 11:36 amAcronyms are excellent ways of remembering a set of ideas, and they are particularly good for sales qualification. To me, sales qualification is absolutely crucial for any sales person – where are you going to spend your time most effectively, which business can you win and which business should you walk away from? The one […]
Also posted in Closing, Sales Guides, Sales Management Tagged gathering information, priorities, qualification, questions, sales competencies, sales managers, sales person Comments Off on Qualification Acronyms – Instant Sales Guides
The Art of Sales Management
June 9, 2010 – 1:23 pmFollowing on from the post “The Art of Sales”, I thought it might be useful to list some questions that can be used by sales people under the 5W’s and 1H headings. These are also the types of question I would use as a sales manager to see if my sales person really had a […]
Also posted in Sales Management Tagged business issues, qualification, questions, sales managers, sales person Comments Off on The Art of Sales Management
Call Plan – Instant Sales Guides
June 7, 2010 – 2:27 pmPart of the Instant Sales Guides series © Here are some examples of what questions you can ask yourself prior to a call (either face to face or telephone) together with some debrief questions to help you move the sales forward. These are also detailed in the Instant Sales Guides tab together with an actual […]
Also posted in Sales Guides Tagged call planning, objective, sales cycle, smart objectives Comments Off on Call Plan – Instant Sales Guides
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