LSA Global

AUGUST 25, 2022

The Impact of Great Sales Managers Companies that focus simply on the skills of their sales reps and neglect to provide targeted sales management training for sales leaders overlook a critical leverage point to increase sales performance. regardless of the business sales skills of their salespeople.

Sales 36

Sales Management Culture Research 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

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

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

Consulting Matters

OCTOBER 5, 2023

As the conversation unfolds, we discuss practical strategies for navigating these liminal spaces during significant life changes. 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

MAY 6, 2024

Unveiling Distinctiveness: Key Strategies to Differentiate Your Company Setting your company apart from the pack is not just desirable; it’s imperative for leaders looking to create sustainable high growth. But what key strategies to differentiate your company make sense within in a sea of similar offerings?

Strategy 36

Strategy Strategy Strategy& Company 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

MARCH 9, 2018

Wouldn’t it be nice to know the traits of successful sales managers? Sales managers have an awesome responsibility. They must motivate their team to achieve very concrete sales targets and do so under the constant pressure of executives who are impatient with excuses and for whom failure is no option.

Sales 51

Sales Management Methodologies Recruiting 51

Consulting Matters

AUGUST 17, 2023

From her transition from school principal to parent coaching, Sari shares how she helps families navigate the often overwhelming journey of raising children while managing a business. Listen in as I sit down with certified parent coach Sari Goodman to discuss the intricate balance between entrepreneurship and parenting.

Education 156

Education Efficiency Video Sales 156

Consulting Matters

AUGUST 17, 2023

From her transition from school principal to parent coaching, Sari shares how she helps families navigate the often overwhelming journey of raising children while managing a business. Listen in as I sit down with certified parent coach Sari Goodman to discuss the intricate balance between entrepreneurship and parenting.

Education 156

Education Efficiency Video Sales 156

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

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

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 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

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

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. How do you gain this perspective, so you can discuss strategies and impact rather than tactics and features?

Sales 36

Sales Meeting Balance Sheet Trends 36

LSA Global

APRIL 4, 2023

Why Leaders Need to Create Faster Strategy Execution We think of strategic speed as the ability of an organization and its leaders to move quickly enough to take advantage of market opportunities and offset competitive threats. Most business leaders consider the speed of successful strategy execution to be paramount to sustainable growth.

Leadership 36

Leadership Strategy Strategy Strategy& 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

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

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

APRIL 1, 2021

Does Your Sales Team Know How to Avoid Bad Sales Hires? A good sales hire can successfully do their job. The problem with hiring salespeople is the very fact that they’re salespeople – they are good at persuading sales managers in job interviews that they can do things they can’t.

Sales 36

Sales Research Interviews Education 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

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

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. I didn't realize I was an empath for a long time.

Consulting 207

Consulting Video Energy Case Interview 207

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

Brimstone Consulting

NOVEMBER 17, 2022

Having partnered with Brimstone on an Innovation Strategy and Alignment engagement, the client was familiar with Brimstone’s process and outcomes. Using diagnostic protocols, Brimstone interviewed various leaders throughout the organization, from plant managers to European sales leaders to the senior leadership team.

Case Study 76

Case Study Case Studies Case Interview Study 76

LSA Global

JANUARY 28, 2019

Top 4 Sales Leadership Mistakes to Avoid – Complex Sales Can Be Complicated. Are your sales reps fully prepped to win? Are your sales reps fully prepped to win? Top 4 Sales Leadership Mistakes to Avoid. We work hard to address the specific needs of our sales clients. Sales leaders set the example.

Sales 28

Sales Leadership Methodologies Research 28

LSA Global

APRIL 11, 2018

Optimize Sales Success. Just casting your line to snag any client as they happen to swim by is no way to run a sales team or to optimize sales success. It may be the way to run a kid’s lemonade stand but not a high performing sales team. To succeed, sales leaders need to be proactive. llocating Sales Resources.

Sales 34

Sales Efficiency Resources Course 34

Consulting Matters

DECEMBER 16, 2022

The overall organizational system includes three primary systems: The business strategy is all about WHAT the organization wants to accomplish. The organization strategy is about HOW the organization will achieve its business strategy. The people strategy is about the WHO.

Consulting 156

Consulting System Sales Meeting 156

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

OCTOBER 5, 2017

Sales Leadership Techniques To Tell if You Have Realistic Sales Targets. Sales strategy accounts for 31% of the difference between high and low performing sales teams. Setting realistic sales targets that drive higher performance is no easy task. Why Do Sales Leaders Struggle with Setting Sales Targets?

Sales 34

Sales Culture Strategy Strategy 34

LSA Global

NOVEMBER 28, 2023

Only one quarter of HR leaders rate their talent management strategy focused on high potentials as being successful. Effective middle managers connect the dots between executives and employees. Only 13% of companies are confident they have a strong bench for the future. What’s Missing?

Talent 36

Talent Accenture Leadership Development 36

LSA Global

DECEMBER 7, 2017

When Strategy Aligns Behavior. A clear, well understood strategy aligns employee behavior within the priorities of the business. When Strategy Does Not Align Behavior. Just think what can happen when the strategy is unclear, unsupported or too far-fetched. Sales selling solutions that cannot be serviced or delivered.

Strategy 38

Strategy Strategy Strategy& Sales 38

LSA Global

OCTOBER 11, 2018

Start a New Sales Territory. Being asked to start a new sales territory is often full of opportunities and challenges. Successfully ramping up and running a new sales territory is a big responsibility that could make or break your career and your sales team’s ability to meet its targets. Territory Success Metrics.

Sales 28

Sales How To Metrics Meeting 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.

Sales 36

Sales Training Training Survey 36