LSA Global

JULY 17, 2020

Meaningful Sales Training Outcomes Require Meaningful Steps. To execute their growth strategies , CEOs and sales leaders often need their sales teams to behave differently by selling differently to different buyers. A Special Note about How B2B Sales Have Changed during COVID-19.

Sales 36

Sales Training Training B2B 36

Consulting Matters

AUGUST 6, 2018

Download Episode Transcript. You may be thinking right now, “What does this have to do with consulting to change?” In this podcast from my series Consulting Matters: Mastering the Art and Science of the Business , I give you a quick overview to how organizations function. I have two children.

System 216

System Consulting Enterprise Recruiting 216

Consulting Matters

MAY 19, 2022

And she does this by assisting them to not just believe in their heads in the value but embody that value, especially when it comes to sales conversations. We also differentiate between simply agreeing that we have worth and truly embodying that worth and the impact of that difference in our sales abilities. Lesley Lyons [link].

How To 156

How To Sales Consulting Engineering 156

Consulting Matters

AUGUST 4, 2022

Want a common sense, down-to-earth approach for developing leaders, growing organizations, and creating a profitable consulting or coaching business? Today I'm talking with Lee Cockerell, the former Executive Vice President of Operations for Walt Disney resort and currently a consultant, author, and speaker.

Operations 156

Operations Leadership Hotels Sports 156

Consulting Matters

OCTOBER 6, 2022

Today, I am talking to Vern Schellenger, president of the premier networking training and coaching company Contacts Count. Big mistakes consultants and coaches make when networking. He is a passionate advocate for training and coaching individuals and teams to become more effective when they are networking and building relationships.

How To 156

How To Sports Training Training 156

LSA Global

MAY 21, 2018

Product Training Versus Sales Training – Which Matters Most? Many of our clients who are moving from selling products to selling more complex solutions struggle with the concept of product training versus sales training. Product training versus Sales Training?

Training 34

Training Training Sales Productivity 34

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

JULY 17, 2017

Based upon over 800 sales training measurement projects, we have come to believe that solution selling training on its own is often an exercise in futility…and we say this as a business consulting and training company. Credibility. And they must have attained a degree of competence that can inspire others.

Sales 34

Sales Training Training Exercises 34

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

Consulting Matters

SEPTEMBER 7, 2021

Have you switched up your career from leadership to consulting and coaching? Kyle is a former CIO turned consultant, and one of the big things that held him back from launching his business and marketing was not having a straightforward way to express what he does. Leading with a sales pitch. are: Leading with a title.

B2C 156

B2C Methodologies How To B2B 156

Consulting Matters

JANUARY 15, 2020

When you first start your consulting and coaching business, you are likely to get a lot of referrals to potential clients. But when it comes to marketing as a consultant, you need to add one other thing: You need to establish your credibility. To attract the right people into your sales funnel, you have to know who they are.

How To 227

How To Training Training Consulting 227

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 19, 2022

Almost every business sales training program teaches how to ask effective sales questions. You need to know how sales questions build rapport with customers. A Realistic Sales Scenario Edward, a consulting firm executive, is in his first meeting with Chelsea, who sells enterprise software. But be careful.

Sales 36

Sales Research Meeting Groups 36

LSA Global

AUGUST 15, 2017

Solution sales training experts agree that sales performance pressure never stops. Even after closing a big deal, few successful salespeople who sell complex and consultative solutions spend much time resting or in self-congratulations because they know that, in order to succeed, they must focus on the next opportunity.

Sales 34

Sales Training Training Company 34

LSA Global

AUGUST 15, 2017

Solution sales training experts agree that sales performance pressure never stops. Even after closing a big deal, few successful salespeople who sell complex and consultative solutions spend much time resting or in self-congratulations because they know that, in order to succeed, they must focus on the next opportunity.

Sales 28

Sales Training Training Company 28

LSA Global

FEBRUARY 15, 2021

The First Step How is your sales pitch going? Welcome to the world that too many sales reps endure day after day. You need to learn how to create more open sales prospects. What they are missing is the critical first step in any effective sales process. Many prospects react negatively to sales calls.

Sales 36

Sales How To Case Study Case Studies 36

LSA Global

MAY 5, 2020

Every High Performing Sales Leader. Being a high performing sales leader is not easy. Sales leaders are responsible for building and scaling the sales team, designing meaningful compensation plans, training and onboarding new hires, and simultaneously meeting quarterly revenue and margin targets.

Sales 36

Sales Culture System Talent 36

Business Consulting Agency

JANUARY 18, 2024

Talk to a business consultant. Business startup consulting services are available. Statistics: E-commerce sales in the US reached $365.2 of total global retail sales by 2021 (Statista). Online Coaching or Consulting Overview: Leveraging expertise in a specific field to offer coaching or consulting services online.

Research 52

Research Media Retail Deloitte 52

Consulting Matters

JANUARY 13, 2020

As a mentor who helps people turn their life work into their own businesses, I meet a lot of highly trained and experienced professionals with both vision.and fear. If you want to grow your own consulting or coaching business, there are three things you need if it's going to be set up for long-term success: 1. as little as 90 days.

Development 194

Development Training Training Examples 194

LSA Global

APRIL 25, 2022

That is why solution selling training focuses on being buyer-centric. Help Your Sales Team to Sell New Solutions To sell new solutions effectively, sales teams need a solid game plan to create the confidence and competence to succeed. Top sales teams create sales battlecards for each key buyer persona.

How To 36

How To Sales Training Training 36

Tsavo Neal

MARCH 30, 2017

When is the last time you read a helpful blog article that gave you actionable advice to improve your consulting business? Did you know that there are consultant-specific blogs that host such advice? Although books are a fantastic way for consultants to learn how to run a more profitable business — blogs can be just as helpful.

Consulting 120

Consulting Journal Marketing Resources 120

LSA Global

APRIL 26, 2023

As a consultative solution seller , you have been working hard and using all the sales tools available. Based upon data from our sales leadership simulation assessment, top solution sellers consistently do a few key things to win bigger deals. Do your sellers follow your sales process or their customers’ buying process?

B2B 36

B2B Sales Tools Training 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

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. But are we succeeding?

Sales 36

Sales Training Training Survey 36

LSA Global

MARCH 15, 2021

Cross-selling is an effective business sales training technique designed to: Increase revenue Improve margins Expand average deal size Add value to existing relationships Establish broader credibility Grow current accounts Deliver your brand promise Differentiate you from the competition.

How To 36

How To Sales Productivity Training 36

LSA Global

SEPTEMBER 14, 2022

Change management consulting experts know that the key to business longevity is to proactively lead and manage change before it manages you. A Scenario A retailer wanted their customer-facing sales force to focus on increasing revenue through cross selling and provided sales scripts to support the effort.

Leadership 36

Leadership Change Management Sales Retail 36

Rick Conlow

JULY 2, 2023

Quiet quitting downloads significant negative effects on the business results and overall performance of an organization. Losing talented and experienced employees is costly for an organization in terms of recruitment, training, and knowledge transfer. Partner with RCI Consulting Services. Partner with RCI Consulting Services.

Leadership 72

Leadership Training Training Talent 72

LSA Global

APRIL 24, 2017

We know from decades of designing and delivering customized solution selling training that it is no longer enough to be a product expert or a skilled persuader. To succeed, sales teams need to think less about their own sales process and products and more about their customer’s buying process and most pressing challenges.

Sales 37

Sales Training Training Resources 37

LSA Global

JUNE 13, 2017

Solution selling training emphasizes using your time wisely. More specifics around top sellers’ best practices or which activities really make a difference would be much more helpful for those who seek to turbo charge their sales effectiveness. But that’s such a general piece of advice! Don’t try to “wing it.”

Sales 37

Sales Training Training Resources 37

LSA Global

JANUARY 11, 2018

Every sales leader worth their salt knows that their success depends helping their clients and customers to succeed. That part of the customer focused selling approach is a bit fuzzy for many sales teams. Our sales experts call it being “other centered.”. Bad for that self-centered sales person. Good for us.

Sales 38

Sales Training Training Finance 38

Consulting and Organizational Management

OCTOBER 15, 2011

Share » Connect » Blog: Consulting and Organizational Development. As a Consultant, Know When You’re Giving Away Too Much By Carter McNamara on October 15, 2011. A week ago, they told me they decided not to hire me, and would do the facilitator training themselves. It shows you’re an inexperienced consultant.

Consulting 98

Consulting Organizational Development Guidelines Nonprofit 98

Tom Spencer

JULY 15, 2015

The profitability framework is probably the most important framework for solving consulting case questions. If prices are changed, how will this affect sales volume and product perception? Declining sales volume. Market penetration: A strategy to increase sales to existing customers and increase market share. Procurement.

Case Interview 60

Case Interview Operations Sales Analysis 60

freshminds

JANUARY 27, 2015

Along with Oracle, it is an essential piece of software that you will be using within a big consulting firm. There are 5 key areas that you will need to work with as a consultant and it's important to understand what the different sections are. The Youtube channel Zarantech is a training resource for IT consultants.

Software 40

Software Handbook Training Training 40

Management Consulted

AUGUST 21, 2013

With no formal business training, Andy had quite a way to go – but he started with comfort relating to people and was committed to building the skills it would take to nail the case interview. Thanks for agreeing to do this informational interview about your experience breaking into consulting. Kindest regards, Andy.

McKinsey 175

McKinsey Interviews Case Interview Consulting 175

Rod Burkert

DECEMBER 25, 2018

Well, you can still download your copy in time to start the New Year with, well, a plan. As I noted last week, PC sales are declining, except for the 2-in-1 laptops that fold into tablets and hybrids like Surface and iPads tablets with keyboards. What more could you ask for?! Think of it as a micro-podcast.

Report 40

Report Development Research Industry 40

Consulting Matters

JANUARY 29, 2020

Most consultants and coaches experience fears around money. The presence of money fears can be good if they act as alerts to be strategic about investments and with marketing and sales. The presence of money fears can be good if they act as alerts to be strategic about investments and with marketing and sales.

Consulting 177

Consulting How To Talent Training 177