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.

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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. If you really want your sales team to up their game, what kind of training is most effective?

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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.

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Sales Meeting Balance Sheet Trends 36

Tom Spencer

NOVEMBER 1, 2015

The product-market expansion matrix may prove useful in the consulting case interview and is relevant when considering growth strategies. There are four ways that a company can pursue growth: Market penetration: A strategy to increase sales to existing customers and increase market share. (Source: Flickr ).

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Productivity Marketing Case Interview Interviews 60

LSA Global

JUNE 12, 2021

Some Surprising Research Related to High Stakes Sales When we ask sales pros to share what matters most with high stakes sales, most get it wrong. When we ask participants in our business sales training workshops, the majority believe that sales prospects want the best option and focus on that aspect of their value proposition.

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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.

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Sales How To Data Culture 36

LSA Global

DECEMBER 15, 2021

Are You Confusing Sales Prospects? But, as part of new sales growth strategy to improve recurring revenue, marketing re-packaged the service as a “subscription” and “membership.” Trouble Ahead Unfortunately, it’s all too easy to be guilty of confusing sales prospects. Does this scenario sound familiar?

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Sales Productivity Course Marketing 36

Harvard Business

DECEMBER 11, 2018

Thomas Steenburgh, a marketing professor at the University of Virginia Darden School of Business, was inspired by his early career at Xerox to discover why firms with stellar sales and R&D departments still struggle to sell new innovations. The answer, he finds, is that too many companies expect shiny new products to sell themselves.

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Productivity Sales Training Training 40

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.

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Sales Research Study Training 36

LSA Global

NOVEMBER 25, 2019

Unfortunately when they do focus on growth strategies even the best solution sellers and sales leaders can fall prey to the pervasive sales growth myths. Three Sales Growth Myths to Overcome. Three Sales Growth Myths to Overcome. Sales Myth #1 – Creating New Customers, Products, and Services Is Always Best.

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Sales Industry Productivity 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.

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Sales Leadership Strategy Strategy 28

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. That’s a recipe for bad sales hires.

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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.

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LSA Global

AUGUST 25, 2020

Is It Time to Pivot Your Sales Strategy? Are you and your sales team agile enough? You will find out just how quickly you can pivot your sales strategy and your sales team when a crisis occurs. Do you need to pivot your sales strategy or sales approach? 3 Steps to Pivot Your Sales Strategy During a Crisis.

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Sales Strategy Strategy Strategy& 36

Kai Davis

JANUARY 26, 2023

You can download the book in epub, mobi, and PDF with all 25 articles from 12 authors and watch the six expert roundtable videos on YouTube with almost five hours of content. You can download a zip file of the book and watch the videos on YouTube. The Independent Consulting Manual is now 100% free. All for free.

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Consulting Video Sales Travel 40

LSA Global

FEBRUARY 13, 2020

Do you know how to design an effective sales kickoff? What would make your sales kickoff high performing? Unfortunately, not enough people know how to design an effective sales kickoff – one that you and your sales team find valuable and worth their time. Six Tips on How to Design an Effective Sales Kickoff.

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Sales How To Bain Methodologies 36

LSA Global

MARCH 15, 2020

Every Sales Team Would Like to Convert Sales Leads Faster. Your sales conversion rate measures the effectiveness of your sales team at turning sales leads into new customers. It measures how often your sales reps are turning prospects into real business. New sales leads grow cold surprisingly fast.

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Sales Case Study Case Studies Metrics 36

LSA Global

JANUARY 8, 2020

High Performers Excel at Difficult Sales Scenarios. As carefully as you plan your sales calls , realize that some will inevitably go awry. Handling specific sales situations well becomes a test of sales experience, resilience, and creativity. High Performing Salespeople Prepare to Handle Five Difficult Sales Scenarios.

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Sales Meeting Culture Research 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.

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Training Training Sales ROI 36

Consulting Matters

AUGUST 4, 2022

Download the resource you need to start your consulting or coaching business and refine your message: [link]. Links: Download my free guide on how to clarify and own your unique position in the crowded consulting and coaching market: [link]. Learn more about my Brand Positioning and Messaging strategy services: [link].

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Operations Leadership Hotels Sports 156

LSA Global

JUNE 11, 2018

Missed Sales Opportunities. Heaven knows, with the increase in competition and expectations it’s hard enough to hit sales quotas on a regular basis. But it’s near impossible if you are guilty of some of the most common missed sales opportunities even the most seasoned solution sellers make. The Top 4 Missed Sales Opportunities.

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Sales B2B Research Industry 34

LSA Global

JANUARY 28, 2019

Top 4 Sales Leadership Mistakes to Avoid – Complex Sales Can Be Complicated. You have a product or solution; you find a likely prospect that appreciates your offering; you add value; and you negotiate the deal. Are your sales reps fully prepped to win? Are your sales reps fully prepped to win?

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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? When Do Sales Territories Make Sense?

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Management Sales Pharmaceuticals Training 28

LSA Global

APRIL 10, 2020

High performing B2B social sellers build relationships on digital platforms and turn online connections into offline sales conversations and long-term customer relationships. LinkedIn’s recent State of Sales report found that 62% of B2B decision makers look for an informative LinkedIn profile when considering talking with a sales rep.

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Sales B2B Metrics Case Study 36

LSA Global

APRIL 19, 2019

High Performing Sales Team. How would you describe the performance of your sales team? What Does It Take to be a High Performing Sales Team? Of course, you first need a competitive solution to sell and a team with the baseline sales skills to connect with your target buyers. 4 Essentials for a High Performing Sales Team.

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Sales Talent Culture Metrics 28

LSA Global

AUGUST 14, 2018

High Performance Sales Needs High Performance Sales Planning. If you want better sales performance, you need better sales planning. The goal for most sales teams is pretty straightforward – grow profitable sales. It takes a clear go to market sales strategy combined with a sales plan to make it happen.

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Sales Metrics Strategy Strategy 34

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.

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Sales Training Training Methodologies 28

LSA Global

MAY 3, 2018

Pre-Call Sales Planning Meeting Questions Matter. The varied amount and inconsistent quality of pre-call sales planning creates a wonderful opportunity for hungry sales teams to outperform their peers. Buyers Expect More from Sales People. Much of the poor track record comes down to a lack of sales preparation.

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Sales Meeting Case Study Case Studies 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.

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Sales Culture Recruiting Recruitment 34

LSA Global

DECEMBER 27, 2017

Asking Good Sales Questions Matters. Afraid of Asking Basic or Challenging Sales Questions? Two Tips for Asking Good Sales Questions. Good sales questions convey your commitment to getting the information that will help you help the customer succeed. #1. Why is your product rated so poorly? The Bottom Line.

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Sales B2B Examples Financial 34

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?

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Sales Company How To McKinsey 28

LSA Global

OCTOBER 11, 2019

What Is a Sales Playbook? Like a playbook in sports that plans for the most frequent and most important in-game situations, a sales playbook is a unique collection of sales scenarios, strategies, plans, tactics, and tools to help a sales team consistently win when the stakes are high. Sales Strategy. Sales Culture.

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Sales How To Tools Sports 28

Consulting Matters

AUGUST 6, 2018

Download Episode Transcript. and how the work is accomplished, the flow by which products and services are created and delivered (e.g., I have two children. When they were small, they used to go to daycare. What this meant in practicality to me was: two kids + daycare = many fevers and visits to the doctor’s office.

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System Consulting Enterprise Recruiting 216

LSA Global

SEPTEMBER 12, 2017

What Are the Top Sales Techniques? As a sales leader, this is the question you should be asking…what are the traits and behaviors that distinguish top solution sellers from average producers? Once you have the answer and act upon it as you recruit, hire and develop your sales force, you can boost sales significantly.

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Buzzsprout

JULY 13, 2023

Over the past few years, I’ve grown my podcast to over 10 million downloads and made podcasting my full-time job. While some experts recommend waiting till you have 1,000 downloads a month before trying ads, I’ve seen podcasts with as few as 500 downloads land a sponsor based on how they pitch their podcast.

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Business Consulting Agency

JANUARY 18, 2024

Top 20 Home-Based Business Ideas E-commerce Store Overview: Setting up an online store and selling products has become increasingly popular. Statistics: E-commerce sales in the US reached $365.2 of total global retail sales by 2021 (Statista). 218 billion mobile apps were downloaded globally in 2020 (Statista).

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Research Media Retail Deloitte 52

LSA Global

MAY 21, 2019

Top Sales Reps are Buyer-Centric. The secret to increasing your sales is not to push harder; it is to be more buyer-centric. Remember, buyers don’t want a list of what your product can do; they want to solve their problems. Remember, buyers don’t want a list of what your product can do; they want to solve their problems.

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