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

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

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. For example, suppose that a buyer says, “I’m worried about meeting our growth targets.” So, Chelsea, tell me about your after-sales support,” he says. “No

Sales 36

Sales Research Meeting Groups 36

LSA Global

APRIL 1, 2020

Why Social Selling Training Programs Fail to Grow the Sales Pipeline. When done right, curated online relationships should turn into more meaningful and more qualified sales conversations. Recent IDC research found that: 75% of the B2B Buyers use social media to inform and support purchase decisions.

Training 36

Training Training B2B Sales 36

The Fearless Marketer

JULY 1, 2019

Getting a meeting and initial conversation with your prospective client. Directing your prospect to online information about your services (what I call a Sales Letter). But the most neglected part of this process is that durn* sales letter. Why a sales letter is absolutely essential. Let me count the reasons….

Sales 63

Sales How To Guidelines Case Study 63

LSA Global

FEBRUARY 20, 2018

Sales Questions for Every Client Meeting. Salespeople used to be trained how to present their offerings as persuasively as possible. Today, sales presentation skills are less important than being proficient at the top three types of sales questions that matter most for every client meeting.

Sales 34

Sales Meeting Training Training 34

Business Consulting Agency

FEBRUARY 27, 2024

This not only improves sales but also ensures that retailers can respond swiftly to market demands and trends. According to Statista, global e-commerce sales are expected to reach $6.4 Data-Driven Decision Making Retail Consulting Services leverage data analytics to inform decision-making processes.

Retail 52

Retail Consulting Trends McKinsey 52

Harvard Business

JUNE 12, 2017

companies spend over $70 billion annually on training, and an average of $1,459 per salesperson — almost 20 percent more than they spend on workers in all other functions. Yet, when it comes to equipping sales teams with relevant knowledge and skills, the ROI of sales training is disappointing.

Sales 32

Sales Training Training How To 32

1 to 1

AUGUST 30, 2021

The sales world is forever altered, thanks to pandemic-fueled digital transformation across entire enterprises. In the B2B space, where relationships reign supreme, sales organizations found effective and efficient ways to conduct business with a digital-first approach that’s efficient, effective, and won’t go away any time soon.

B2B 29

B2B Sales ROI B2C 29

Rick Conlow

MAY 31, 2023

Our assessment identified a silo mentality throughout the organization and minimal leadership development or training. We addressed the issues with new communication channels, customer service and quality initiatives, on-going quality leadership training for all leaders (executives, too), and team development applications.

Training 99

Training Training Leadership Resources 99

LSA Global

OCTOBER 4, 2022

This fast-paced technology company wanted to use the Customized Consultative Selling program to upskill their top sales reps as they face new competition, shifting client needs, longer sales cycles, and increased pressure to grow profitably. Job Relevance 100% Satisfaction 163% Knowledge Gain 98.8% Net Promoter Score.

Company 36

Company Consulting Sales 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

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.

Sales 36

Sales Case Study Case Studies Metrics 36

1 to 1

MAY 4, 2020

However, it has not changed the need for sales teams to produce results. On a recent webinar, “How to readjust and future-proof your sales,” sales growth experts from TTEC addressed prevalent questions about selling in today’s new reality and shared proven tactics, tips, and strategies. This is especially true today.

Sales 26

Sales How To Resources Meeting 26

Harvard Business

AUGUST 3, 2017

To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. The right sales incentive plan creates a double win. This made it easy to measure individual sales results.

Sales 36

Sales Metrics B2B Culture 36

Rick Conlow

JUNE 19, 2023

Experts believe other factors relate to this information such as a stagnant economy, worker burnout, “quiet quitting in response to toxic work environments, and inflation. Employees who take advantage of the situation may neglect or avoid participating in virtual meetings, discussions, or projects.

Leadership 101

Leadership Training Training Productivity 101

Strategic Planning and Management Insights

MARCH 6, 2023

In today's data-driven world, data is becoming increasingly important for organizations to gain a competitive advantage and make informed decisions. With software, it's easier to see where you stand in meeting or exceeding goals and where adjustments need to be made to maximize what's working and address areas of weakness.

Report 98

Report Data Strategy Strategy 98

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

Rick Conlow

JUNE 15, 2022

When consulting with clients we always find ways to do individual and team recognition at meetings. As simple as it sounds, keep people informed as a team and aware as individuals. For example, use meetings, one on ones, virtual sessions, phone conferences, company portal, email, Zoom, and texts. Communication.

Training 109

Training Training Leadership eBook 109

Johanna Rothman

MARCH 22, 2023

Here's her first draft: Given our progress, we expect we are in the last quarter of the Nova program and will meet our projected final release date. Now that we are close, Sales, Training, Marketing all need much more detail and information about how to use Nova and when they can expect it. Was Polly a little snarky?

Report 87

Report Culture Sales Training 87

Women in Consulting

JUNE 8, 2016

Long before you polish up your PowerPoint and prepare the training room, there are three essential questions that you must ask to ensure the success of your next staff development training. Asking the question will help promote new ideas to enhance the learning experience for participants and add new elements to the training.

Training 48

Training Training Resources Meeting 48

Harvard Business

NOVEMBER 8, 2016

Outbound B2B sales are becoming less and less effective. In fact, a recent survey found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%, and only 24% of outbound sales emails are ever opened. Marketing can train salespeople in social media systems, processes, and best practices.

B2B 61

B2B Sales Media Guidelines 61

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. How to Make It Easy to Buy from You In order to succeed, prescriptive guidance must meet three requirements.

Sales 36

Sales Training Training Survey 36

1 to 1

SEPTEMBER 24, 2020

This applies to sales as well as customer service. Inside sales associates are turning to new ways to meet and beat sales targets. One important digital sales tool is speech analytics. The panelists highlighted how speech analytics can empower inside sales associates. Identify top and bottom performers.

Sales 26

Sales Tools Analysis Data 26

Women in Consulting

JUNE 8, 2016

Long before you polish up your PowerPoint and prepare the training room, there are three essential questions that you must ask to ensure the success of your next staff development training. Asking the question will help promote new ideas to enhance the learning experience for participants and add new elements to the training.

Training 48

Training Training Resources Meeting 48

Consulting Matters

DECEMBER 16, 2022

You have to meet them at their point of departure and use your power skills that I'll be sharing in this episode to influence them in a better way. It includes: HR practices such as training, staffing and communication, performance metrics and rewards, and performance management and coaching. The people strategy is about the WHO.

Consulting 156

Consulting System Sales Meeting 156

LSA Global

JULY 15, 2019

High Performing Sales Organizations vs Standard Sales Team Performance. According to a recent CSO research report, only 46% of sales reps are meeting quota, and sales teams are losing ground on 94% of the key sales activities most associated with high sales performance. Sales Process Alignment.

Sales 28

Sales Culture Research Meeting 28

Harvard Business

MARCH 17, 2017

Most executives recognize a need for their sales team to act as consultants and sell “solutions.” ” But many CEOs would be shocked at how poorly their sales teams execute on the strategy of consultative selling. I’ve sat through many sales calls like this, and trust me it isn’t pretty.

Sales 36

Sales Chemicals Video Consulting 36

LSA Global

NOVEMBER 19, 2021

The gatekeepers , decision-makers, and buyers who are open to meeting with sales reps and discussing new ideas, even in existing relationships, are declining rapidly. Business sales training research points to two main causes: (1) people are overwhelmed with information, and (2) they are isolated.

Sales 36

Sales Meeting Research Training 36

Rick Conlow

SEPTEMBER 25, 2022

Talent, information, and desire are not enough to be successful in a career. Pre-play positive results on sales, goals, and customer contacts. Schedule and invest more time on organizing, planning, thinking, tracking, communicating, training, and learning. Meeting, ideas, activity, goal). But do not worry. project list.

Management 96

Management Training Training Leadership 96

Progressus

NOVEMBER 10, 2023

The Power of Unity Firms need real-time insights into the entire business – finance, project accounting, sales, everything – otherwise multiple versions of the truth will start showing up in budgets, estimates, and forecasts. Can everyone access the information they need? Are project operations, sales, customer service, etc.

Agile 52

Agile Tools Data Talent 52

IMC USA

MARCH 15, 2017

IMC USA’s Conference team has been working hard to plan the best programs and networking so that you can learn new approaches and methodologies, meet other consultants, and grow your practice. The JW Marriott Atlanta Buckhead is just blocks away from great shopping at Lenox Mall, Phipps Plaza and the Lenox MARTA train station.

Conference 100

Conference Methodologies Hotels Travel 100

Harvard Business

MARCH 10, 2017

Sales executives with even moderately large, distributed sales forces rely on data to help them understand which activities and behaviors lead to the best outcomes. Refining Sales Team Structure and Roles. At the highest level, Workplace Analytics can provide a factual foundation for decisions on sales structure and roles.

Sales 33

Sales Software Productivity Data 33

LSA Global

OCTOBER 18, 2021

Upselling or Downselling How many times have you been told in business sales training to look for ways to upsell your buyers? Establishing Credibility and Trust Think about meeting a sales prospect for the first time. Downselling, the study showed, had a long-term positive impact on sales and enhanced the brand.

Sales 36

Sales Study Research Training 36

The Consultants Peer Group

DECEMBER 18, 2023

The individual was describing a meeting with a C-suite member of an organization in the industry who was talking about their needs and whether the consultant could help them. Hint #3 - Additionally, further differentiation involves adding information about how you consult and how you are different from your competition.

Ethics 52

Ethics Intellectual Property Consulting ROI 52

Consulting Matters

SEPTEMBER 16, 2020

There's a lot of information. We had career development, organizational development, training, and development. Therefore, we have to make sure that we get in there and you may think you have a sales problem, or you might think that you have a marketing problem. Then you meet your client at their point of departure.

Consulting 156

Consulting Leadership System Training 156