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

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?

Training 34

Training Training Sales Productivity 34

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 ).

Productivity 60

Productivity Marketing Case Interview Interviews 60

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

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

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

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

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?

Sales 36

Sales Productivity Course Marketing 36

Consulting Matters

AUGUST 4, 2022

Download the resource you need to start your consulting or coaching business and refine your message: [link]. One of Lee's major and lasting legacies was the creation of Disney Great Leader Strategies which was used to train and develop the 7000 leaders at Walt Disney World.

Operations 156

Operations Leadership Hotels Sports 156

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. Sales Myth #1 – Creating New Customers, Products, and Services Is Always Best. Three Main Ways to Grow Your Business.

Sales 36

Sales Industry Productivity Strategy 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

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

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.

Sales 36

Sales How To Bain Methodologies 36

Consulting Matters

AUGUST 6, 2018

Download Episode Transcript. Business Strategy : The organization’s formula for winning (e.g., Organization Strategy : The placement of power and authority (e.g., and how the work is accomplished, the flow by which products and services are created and delivered (e.g., I have two children.

System 216

System Consulting Enterprise Recruiting 216

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?

Management 28

Management Sales Pharmaceuticals Training 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.

Sales 36

Sales Research Interviews Education 36

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?

Sales 28

Sales Leadership Methodologies Research 28

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.

Sales 36

Sales Meeting Culture Research 36

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.

Sales 34

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.

Sales 28

Sales Training Training Methodologies 28

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.

Sales 34

Sales B2B Research Industry 34

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.

Sales 34

Sales Meeting Case Study Case Studies 34

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 28

Sales How To Tools Sports 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.

Sales 36

Sales B2B Metrics Case Study 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

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. It provides mission and purpose, brand, vision, goals, desired customer experience, products, and service offerings. The people strategy is about the WHO.

Consulting 156

Consulting System Sales Meeting 156

Consulting Matters

JANUARY 15, 2020

Therefore, create your overall marketing strategy that sets the context for you to be able to make a powerful promise and then deliver on that promise. To attract the right people into your sales funnel, you have to know who they are. Identify Your Ideal Client Archetypes. Become a Master Problem Solver. Public Speaking.

How To 227

How To Training Training Consulting 227

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

Buzzsprout

MARCH 28, 2024

It's an excellent time to learn how to harness this medium whether you're a podcaster selling ad space, or a brand looking to promote your product. Podcasts are a versatile advertising channel that can work for anyone with a clear message and a strong marketing strategy (more on this later).

Advertising 75

Advertising Tools ROI Productivity 75

LSA Global

APRIL 19, 2017

A clear, believable and implementable business strategy is the bedrock of a high performing organization. The best leaders begin by creating a business strategy that outlines clear and compelling choices about what actions to take and where to “play.” What are the specific outcomes of your strategy?

Strategy 40

Strategy Strategy Strategy& Resources 40

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.

Sales 34

Sales B2B Examples Financial 34

Consulting Matters

MARCH 16, 2023

This is how I help my clients in my signature Business and Brand Strategy and Messaging program. Like any business, the first step is strategy – what do you do, for whom, and why. And the ways that you can deliver that value framed up in compelling products and services. It's a person your business exists to serve.

Consulting 156

Consulting Media Sales Marketing 156

LSA Global

OCTOBER 4, 2022

And now, sales leaders face increased competitive, inflationary, and recessionary pressures coupled with a massive shift in employee and customer expectations. And now, sales leaders face increased competitive, inflationary, and recessionary pressures coupled with a massive shift in employee and customer expectations.

Intellectual Property 36

Intellectual Property Sales Culture Talent 36

LSA Global

SEPTEMBER 20, 2017

Do You Know Why Your Strategy May Fail? Not all strategies lead to results…even the best laid plans may not yield the outcomes you hope for. Only 10 Percent of Strategies Get Fully Executed. 9-out-of-10 strategies fail to meet expectations. What’s Going Wrong with Strategy Execution? Too Complex. Varied Buy-In.

Strategy 34

Strategy Strategy Strategy& Metrics 34

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.

Sales 34

Sales B2B Recruiting Recruitment 34

LSA Global

JUNE 18, 2020

For those struggling with how to stand apart from the pack, the encouraging news is that Gartner Research reports that over 50 percent of customer loyalty is driven by how you sell – more than the impact of your brand, product, service, and price combined. The Sales Challenge. Let’s start with the current state of sales.

Sales 36

Sales Training Training Culture 36

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