LSA Global

APRIL 15, 2024

Developing an effective sales strategy requires a deep understanding of market dynamics and the ability to adapt to evolving trends. 5 Steps to Crafting an Effective Sales Strategy We know from our own organizational alignment research that strategic sales clarity accounts for 31% of the difference between high and low performing sales teams.

Sales 36

Sales Strategy Strategy Strategy& 36

LSA Global

NOVEMBER 2, 2023

Best of Sales Conference Keynote Speakers: Sales 3.0 Las Vegas Nevada Last month, insights from Best of Sales Conference Keynote Speakers representing various industry groups, including CEOs, CROs, business analysts, best-selling authors, and experts in sales technology were shared at the Green Valley Ranch Resort Spa.

Conference 36

Conference Sales Talent Culture 36

LSA Global

JANUARY 15, 2024

A Strategic Guide to Territory Management and Account Management Much like a chessboard where each move matters, sales leaders must carefully orchestrate sales strategies to optimize revenue growth, profitability, and customer satisfaction. What Is Sales Territory Management?

Management 28

Management Sales Pharmaceuticals Training 28

Consulting Matters

OCTOBER 5, 2023

Chris sheds light on our collective discomfort with uncertainty and how coaching and consulting can train us to build resilience during such tricky times. He began his career in sales and sales management with a division of a Fortune 500 company in the aerospace and defense industry.

Consulting 156

Consulting Sales Organizational Development Information Technology 156

LSA Global

DECEMBER 21, 2022

The B2B Sales Hunters vs Farmers Sales Model The role of B2B sales hunter vs sales farmer has been discussed in business sales training workshops for decades. In general, the roles represent two different, and often related, approaches to selling with each having an important part to play in sales growth.

B2B 36

B2B Sales Metrics Meeting 36

LSA Global

JANUARY 19, 2021

Frustrated by Disappointing Sales Training Results? If you are frustrated by the results of your business sales training investment, you are not alone. Lots of sales leaders feel the same way. Only 1-in-5 sales training participants change their on-the-job behavior or performance from standalone sales training.

Training 36

Training Training Sales ROI 36

LSA Global

DECEMBER 8, 2019

Sales Training Design Best Practices Matter. Sales training design best practices matter a great deal. Why go through the expense, effort, and time to provide business sales training for your sales force if it is does not improve sales performance? 12 Sales Training Design Best Practices.

Training 36

Training Training Sales Culture 36

LSA Global

MARCH 16, 2023

The Top Sales Leader Effect ? What Top Sales Leaders Do Better than their Peers Getting the right person to lead Sales matters. The impact of top sales leaders is enormous. So, what is it that top sales leaders do better? Sales leadership is about effectively leading, managing, and coaching, not doing more selling.

Sales 36

Sales Culture Talent Metrics 36

LSA Global

SEPTEMBER 23, 2022

Top Sales Leaders Drive Growth If you find a sales leader who Is not up to the challenge of accelerating revenue growth, you have not found a high performing sales leader. But you need more from a sales leader than simply a desire to grow the top line. They demonstrate how sales leaders drive growth.

Sales 36

Sales Methodologies Talent Training 36

LSA Global

AUGUST 28, 2019

Sales Training without Reinforcement Should Be Unacceptable. Based upon over 800 sales training measurement projects, we know that sales training by itself – even if it is highly customized – only changes the on-the-job behavior and performance of 1-in-5 sales reps. Sales training reinforcement.

Sales 28

Sales Training Training Methodologies 28

LSA Global

FEBRUARY 25, 2023

Stalled Sales Prospects Can Be So Frustrating Stalled sales prospects — it’s one of the most perplexing and frustrating challenges salespeople face. Your sales prospect initially showed a lot of interest, they claim to be authorized to make the final decision, and they have the budget to buy from you. What Gives? What gives?

Sales 36

Sales How To Training Training 36

LSA Global

JUNE 16, 2023

It’s All About Differentiation to Not Get Commoditized During the Sales Process Unless you are selling something that people can’t get enough of or you have no competition, your sales team needs to find effective ways to differentiate your product and services if you do not want to get commoditized during the sales process.

Sales 36

Sales How To Bain Training 36

LSA Global

DECEMBER 10, 2021

Corporate Training Impact Why would any organization invest in professional development unless it believed that their training investment would pay off for their people and the business? And yet far too many businesses invest in corporate training without meaningful or agreed-upon success metrics.

Training 36

Training Training Exercises Case Study 36

LSA Global

NOVEMBER 16, 2022

Product-Oriented versus Customer-Oriented Experienced sales managers know that their team’s sales presentations should orient their messages toward the customer rather than the product. Yet research shows that salespeople regularly stumble headlong into a product-oriented approach when making sales presentations.

Sales 36

Sales B2B Research Productivity 36

LSA Global

JANUARY 10, 2018

Do You Know What Stops Sales Managers from Coaching? If you are responsible for the performance of your sales team, you must first identify what stops sales managers from coaching so you can systematically remove the big obstacles to their acting as effective coaches. Why Sales Coaching Matters.

Sales 34

Sales Management Training Training 34

Consulting Matters

AUGUST 4, 2022

Lee is not just a great leader; he also turned his leadership success into a highly profitable leadership and management training business, so he's got some best practices on how he stands out in the market and wins clients. Download the resource you need to start your consulting or coaching business and refine your message: [link].

Operations 156

Operations Leadership Hotels Sports 156

LSA Global

JANUARY 20, 2023

A Sales Meeting with an Executive is Always High Stakes Solution sellers who get a sales meeting with a target company’s executive consistently close more complex deals than those who sell at lower levels. But the expectations and needs of C-suite buyers are higher and different from other stakeholders.

Sales 36

Sales Meeting Balance Sheet Trends 36

LSA Global

JUNE 25, 2021

Setting More Achievable Sales Goals You have heard over and over how important it is to set sales goals, so that you have a specific target to work toward. Otherwise, your sales activities lack focus and direction. Goal Setting Let’s assume that overall sales goals are set by your sales manager.

Sales 36

Sales How To Training Training 36

LSA Global

MAY 24, 2023

When a Sales Prospect Says No Most sales managers teach their salespeople to be persistent. However, salespeople are human, and when a sales prospect says no — to a sales meeting , to a demo, or to the sale itself — they may be tempted to think that “no means no” and stop or delay pursuing their ideal target client.

Sales 36

Sales Research Study Examples 36

LSA Global

MARCH 14, 2019

Impact of Managers on the Transfer of Training. What is the true impact of managers on the transfer of training? Manager coaching is directly linked to skill application on-the-job. The Coached Group scores were nearly 20% higher than those who did not receive coaching from their manager. The Bottom Line.

Training 28

Training Training Management Groups 28

LSA Global

OCTOBER 20, 2022

Two Starkly Different Calls – Which Has the Mindset for a Better Sales Call? Here are two very different sales calls from our sales management workshop. Top sales leaders understand both perspectives. But lately, your sales prospect has gone dark. Call Number One: You are the seller. What’s the Point?

Sales 36

Sales Meeting Training Training 36

LSA Global

JULY 16, 2021

Do the Math Trying to define high performing sales territories that are balanced, and consistently high producing is the source of many a sales manager’s headaches. There are so many ways to slice and dice sales territories but, however you do it, there is one constant – it should reflect real data.

Sales 36

Sales How To Data Culture 36

LSA Global

JUNE 21, 2022

Confidence in Sales Experienced sales managers know that their sales teams need competence and confidence to succeed. Sales team confidence needs to be high. Here’s a research study from our microlearning experts that we weave into our customized business sales training workshops that answers that question.

Sales 36

Sales Research Study Training 36

LSA Global

AUGUST 2, 2021

Shorten Your Sales Cycle In sales, time is money. The more quickly you can close the right deals with the right clients – or kick unqualified leads out of your pipeline – the more successful you and your sales team will become. For more sales in less time, don’t be shy. Don’t view referrals as an afterthought.

Sales 36

Sales Training Training Study 36

LSA Global

AUGUST 13, 2020

Corporate Training May Not Be the Answer. Far too many managers, all with good intentions regarding corporate training effectiveness, leap to the conclusion that corporate training will be the answer to their employees’ performance or behavioral problems. Where is the Corporate Training Disconnect?

Training 36

Training Training System McKinsey 36

Consulting Matters

FEBRUARY 17, 2020

I started to suspect that I was when I was presenting some difficult feedback to a client about their sales practices. I had sat with over 100 focus group participants and heard story after story about the impact of the company's unethical sales practices on their lives. ” Get my Free Value Proposition Creation Video Training!

Consulting 207

Consulting Video Case Interview Energy 207

LSA Global

SEPTEMBER 8, 2022

People Managers Are Overwhelmed Being a people manager has always been a tough job. The challenges caused by COVID have made it even more challenging to lead and manage people. especially for middle managers. How can you help managers combat a lack of resources?

Resources 36

Resources Management How To Training 36

LSA Global

OCTOBER 1, 2022

Not All Sales Leadership Scenarios Are of Equal Value Top sales leaders outperform their peers when it matters most. Knowing how to handle specific sales leadership scenarios can make the difference between sales success and failure for big deals and for sales team engagement.

Sales 28

Sales Leadership Strategy Strategy 28

LSA Global

MAY 30, 2018

Training Does Not Always Makes Sense. Does training make sense” is an important question to ask. Let’s use sexual harassment training as an example to highlight Training Events versus Learning Solutions. Sexual Harassment Training. While training can be a vital component, it is not enough. The Bottom Line.

Training 34

Training Training Talent Survey 34

LSA Global

DECEMBER 12, 2017

High Sales Attrition Can Be a Major Problem. Most studies peg average sales attrition between twenty-five and thirty percent split fairly evenly between voluntary and involuntary attrition. Most studies peg average sales attrition between twenty-five and thirty percent split fairly evenly between voluntary and involuntary attrition.

Sales 34

Sales Culture Recruiting Recruitment 34

LSA Global

MARCH 10, 2019

Why Measure Training? Are corporate training metrics simply an exercise in futility that pleases training experts and HR but otherwise has no meaningful value to the business? If you are only measuring training satisfaction, hours, costs, participants, programs etc. Proficiency: How good are they at it? The Bottom Line.

Metrics 28

Metrics Training Training How To 28

Rick Conlow

MARCH 22, 2023

Research shows us that the top service companies have higher sales growth and profits over time. And training, coaching, recognizing, and supporting your employee teams so they become superstars. Secret Sauce #2 Ingredient What if company managers treated the employees like Olympic athletes? Why not survey and measure less.

Survey 98

Survey Training Training Bain 98

Business Consulting Agency

JANUARY 18, 2024

Statistics: E-commerce sales in the US reached $365.2 of total global retail sales by 2021 (Statista). Design-driven companies have outperformed the S&P Index by 219% over the past 10 years (Design Management Institute). Online Fitness Training Overview: Providing fitness training and coaching services virtually.

Research 52

Research Media Retail Deloitte 52

Rick Conlow

JULY 2, 2023

And of course, organizations and managers want the hustle and the desire to get ahead. 57% of employees blame managers for their quiet quitting. 39% of employees say managers have not noticed their lower performance. And of course, organizations and managers want the hustle and the desire to get ahead.

Leadership 72

Leadership Training Training Talent 72

LSA Global

AUGUST 18, 2022

While most consultative sellers believe that buyers have the advantage during the sales and negotiation process , customers report being overwhelmed, uncertain, and under tremendous pressure to get it right. Having too many options is overwhelming and slows down the sales process.

Sales 36

Sales Training Training Survey 36

LSA Global

AUGUST 20, 2019

All companies seek to experience high sales growth. A recent McKinsey study of more than 1,000 companies identified five meaningful things that distinguish fast-growing sales organizations from their lagging peers. Four Ways to Unlock High Sales Growth for Your Company. Why Do Some Companies Grow Profitably While Others Stall?

Sales 28

Sales Company How To McKinsey 28

LSA Global

DECEMBER 18, 2020

Can you imagine any sales leader who does not want to increase the motivation and performance of their salesforce? It is up to each sales organization to identify, align, leverage, and sustain that motivation at a high level. Want to Increase Salesforce Motivation and Performance? Of course not. But easier said than done, right?

Sales 36

Sales Training Training Financial 36