Product Training versus Sales Training – Which Matters Most?

LSA Global

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?

Shaping the New Sales Cycle

Joellyn Sargent

The New Sales Funnel. Before people were empowered by digital access to product information, online discounts and easy comparison shopping, the universe of choices was tightly controlled and carefully managed by sellers. Companies decided which products or services they wanted to promote, then their Sales and Marketing teams went to work to build awareness, create interest and drive demand. We see the impact of this shift in retail and consumer sales as well.

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Product Market Expansion Matrix

Tom Spencer

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.

Special Discussion on Starting Consulting Services Organizations Within Product Companies

Steve Shu Consulting

These are companies that are essentially independent from product vendors. However, there are a number of companies that provide consulting or professional services as part of product companies (e.g., here’s the benefit and features of our product – its the best”).

Consulting Sales Systems That Work for Introverts with Bob Burg: Podcast #16

Consulting Success

Transform your failures into success in no time by implementing sales systems that will work for you. Description: Bob Burg is a sought-after speaker at company leadership and sales conferences around the world. The challenge he then faced was a lack of knowledge about sales.

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Going Old School: A Proven Method to Improve Your Sales Productivity

David A Fields

There’s a choice consultants make every day, and I am convinced that consultants who choose correctly will experience huge gains in their productivity and business-development efforts. The post Going Old School: A Proven Method to Improve Your Sales Productivity appeared first on David A.

A Stunningly Simple Secret to Improve Sales Success

Joellyn Sargent

If you could invest just a few hours to dramatically improve the results of your sales efforts, would you? This is the person who’s head starts nodding in approval when your sales team tells their story, because it aligns so elegantly with their own issues, concerns and objectives.

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Replacing the Sales Funnel with the Sales Flywheel

Harvard Business

I’ve been using the sales funnel for 28 years, my whole career. When I started my career, the most profitable application of force was in sales. Back in the 1990s, sales reps had a lot of information, while customers had relatively little. Sales Customers Digital Article

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4 Essentials for a High Performing Sales Team

LSA Global

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.

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Missed Sales Opportunities? Read This

LSA Global

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. We are often called in to help clients improve the revenue, margin, win-rate, portfolio mix or retention of their sales force.

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“Blue Collar” Sales and Selling

CaseInterview.com

I find the prejudice against working in sales incredibly ironic. The CEO is selling the company’s product and market leadership to customers. It’s sales too. There are only two unanswered questions that remain: 1) Whether you like the idea or not, will you accept and embrace the idea that you are in everyday sales situations more than you realize? 2) Will you decide to improve your sales skills, or not?

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Are You Productive Enough?

Harvard Business

Productive: “Achieving or producing a significant amount of result.” ” As a time management coach, I’m keenly aware that you could answer the question “Am I productive enough?” I’m also familiar with the fact that individuals fall on a productivity spectrum. One person’s maximum productivity for a certain role in a particular environment could look vastly different from another person’s.

4 Ways to Be More Buyer-Centric to Increase Sales

LSA Global

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. 4 Ways to Be More Buyer-Centric to Increase Sales.

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No Rebound in Manufacturing: "Surprisingly Weak" Industrial Production Numbers; How Long Can Auto Sales Hold Up?

MishTalk

Following the rebound in consumer spending (heavily weighted to subprime auto sales), economists expected a rebound in Industrial Production. All the main numbers in today's industrial production report are below low-end forecasts with the headline at minus 0.2

2 Tips For Asking Good Sales Questions

LSA Global

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.

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Retail Sales Rise Thanks to Autos; Industrial Production Sinks Thanks to Autos; Last Hurrah for Autos?

MishTalk

An interesting divergence in auto production and sales came out in separate reports today. Let's start with sales. Retail Sales Rise Thanks to Autos The Bloomberg Economic Consensus for Retail Sales was for 0.3% Retail sales rose 0.2

4 Field-tested Steps for Better Sales Planning

LSA Global

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. 4 Steps for Better Sales Planning.

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Shine on: Keep Customers Engaged After the Sale

Joellyn Sargent

Instead of having to search out the right battery when mine died – or worse, dropping my unused device into the kitchen drawer that serves as a gadget graveyard – Misfit reconnected and affirmed my decision to purchase their product over others.

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7 Creative Ways to Boost E-commerce Sales

Tom Spencer

Here are 7 e-commerce marketing techniques to boost your online sales. Minimizing these costs can help e-commerce businesses retain customers during the checkout process and ultimately increase sales. One simple but effective way to increase sales is to use holiday-themed promotions.

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How AI Is Changing Sales

Harvard Business

If you ever had a thought about a product or a vacation, and it seemed to suddenly pop up on your search page or in your email inbox, I can assure you it was based on AI (a classification algorithm) monitoring your online activity. Forecasting: Sales managers face the daunting challenge of trying to predict where their team’s total sales numbers will fall each quarter. If you choose to harness the power of AI on your own sales team, where do you begin?

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Are Sales Incentives Becoming Obsolete?

Harvard Business

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. As digital channels continue to reduce and redefine salespeople’s role in customer buying, these traditional sales incentive plans are becoming less effective at driving sales outcomes. The right sales incentive plan creates a double win. Sales Digital Article

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7 Traits of Super-Productive People

Harvard Business

Is there someone on your team who seems unusually productive? Super-productive people are in every industry. The most productive software developers write nine times more usable code per day than the average developer, according to research by Michael Mankins. We collected data on over 7,000 people who were rated by their manager on their level of their productivity and 48 specific behaviors. Few things kill productivity faster than a lack of knowledge or expertise.

6 Rules to Simplify Work & Increase Productivity

Tom Spencer

Morieux gives an example of a car manufacturer that threatened to move its production engineers to the after-sales warranty department after a car went into production. The car manufacturer tried to do this by moving its production engineers to the warranty department.

The 5 Top Sales Techniques that Matter Most

LSA Global

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? Five of the Top Sales Techniques. You (and your sales forecast) will be glad you did!

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What Sales Teams Should Do to Prepare for the Next Recession

Harvard Business

In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. Zero-base sales capacity. Amplify low-cost sales channels. Photographer is my life./Getty

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How to Downsize Your Sales Force

Harvard Business

Many industries have had to downsize sales forces. There are several reasons for recent sales force job cuts: Shifting market dynamics are one cause, including changing customer needs, customer consolidation, new buying channels, and slowing market growth. sales reps following an industry-wide downsizing trend. The trend is attributed to the growth of digital communication channels and reduced access to physicians, who increasingly prefer to get product information online.

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Using Analytics to Align Sales and Marketing Teams

Harvard Business

At the same time, the software company has wasted time and resources on duplicate, uncoordinated, and ineffective marketing and sales outreach. Companies need an orchestrator to ensure marketing and sales outreach is well-coordinated and aligned with customer buying needs.

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The Top 7 Pre-Call Sales Planning Meeting Questions

LSA Global

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. Because sales reps who prepare by knowing the answers to critical pre-call sales planning meeting questions are more likely to add value, handle objections and secure the next steps required to move the sale forward. Buyers Expect More from Sales People.

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The Paradox of Workplace Productivity

Harvard Business

At its most basic, productivity is the amount of value produced divided by the amount of cost (or time) required to do so. It’s tempting to conclude that, if individuals are able to perform their work much better and faster, overall productivity must be soaring.

Using Digital Exhaust to Improve Sales

Harvard Business

Customer relationship management software revolutionized how companies manage their sales pipelines. It also allowed organizations to communicate and coordinate more effectively across large sales account teams. Sales & Marketing Technology Sales Digital Article

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Doing Solution Sales Training Right Keeps Your Pipeline Filled

LSA Global

Solution sales training experts agree that sales performance pressure never stops. But solution sales training experience tells us there are ways to make your job easier and keep your pipeline filled with real opportunities even while you spend less time prospecting.

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The Top 3 Reasons Behind High Sales Attrition

LSA Global

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. The Costs of High Sales Attrition. The Top Three Reasons Behind High Sales Attrition.

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The Seven Steps in the Sales Process

Women in Consulting

Are you aware of the steps that top sales people take to successfully land those new clients? Try following these seven steps to increase sales and reach those new clients. 5) Answer objections and ask for the sale ! 6) Deliver the product/solution. As a sales consultant at Savvy Selling NOW! I help business owners to improve in all areas of the sales process, so they can make more money. By: Leslie Ellis.

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What Subscription Business Models Mean for Sales Teams

Harvard Business

Across the technology industry, subscription sales models are growing in popularity. The trend is having a big impact on sales forces. For example, an enterprise software company recently transitioned from selling custom software as a one-time product to selling monthly SaaS (software as a service) subscriptions. The Pros and Cons of a Single Sales Role. Having two sales roles (one for account acquisition and another for account management) has several advantages.

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Collision Course: Motor Vehicle Production +0.5%, Motor Vehicle Sales -4.4% Year-Over-Year

MishTalk

In the third poor economic report today, we learned industrial production declined 0.4% vs. an Econoday Consensus of -0.2%. Diving … Continue reading → Economics

Industrial Production Growing, Manufacturing Inching Along

MishTalk

The Fed G17 report shows Industrial Production is up 0.4% Mining is once again the highlight of an otherwise soft industrial production report. percent for a third straight sharp increase, mining pulled industrial production up 0.4 Industrial Production and Capacity Utilization.

Sales Reps, Stop Asking Leading Questions

Harvard Business

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. ” So the sales force sits down and makes a list of questions designed to extract information from their prospective clients, in a kind of interrogation. I’ve sat through many sales calls like this, and trust me it isn’t pretty.

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Your New Hit Product Might Be Underpriced

Harvard Business

The odds are stacked against new products or services. We have diagnosed thousands of product failures over the last 30 years, and have found recurring patterns. Often new products are over-engineered with too many features, usually at too high a price.

How to Market a Product’s Unexpected Benefit

Harvard Business

When serendipity can increase your sales. 2010 1787 109980

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How to Market a Product’s Unexpected Benefit

Harvard Business

When serendipity can increase your sales. Marketing Psychology Digital Article

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