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    Article

    The Marketing Leads Are Junk

    April 20, 2015 Randy Shattuck

    To avoid the "these leads are junk" issue, sales and marketing must be in alignment. Make sure they agree on what constitutes a good lead and who your ideal client is. Then make sure the pieces are in place to attract, qualify, and nurture those leads.

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    Article

    Qualities You Want in New Sales Hires

    April 17, 2015 Brittni Brown

    The role of the typical salesperson is changing. Technological advances have created new selling scenarios and created a demand for new sales skills. As sales managers look to hire new representatives, they need to look for these three qualities in job candidates.

     

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    Article

    3 Reasons Prospects Don't Call You Back

    April 16, 2015 Vickie K. Sullivan

    When prospects go silent, it's easy to think you said or did something wrong during your last conversation with them. In most cases, however, something occurred after you hung up the phone. Here are three things that probably happened.

     

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    Article

    Meeting Sellers' Educational Needs

    April 15, 2015 Michelle Davidson

    Continual sales training allows sales reps to keep their skills sharp, to achieve personal goals, and to meet corporate goals. The key is to create a sales training program that meets individuals' needs and provides post-training support that helps reps implement what they learn.

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    Article

    6 Secrets to Building a World-Class Sales Training Program

    April 14, 2015 Ago Cluytens

    Quick-fix sales training programs don't work. Your best option is to think of training as an ongoing strategic initiative that provides continuous support, learning, and implementation assistance for the sales force. These six guiding principles will help you achieve that.

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    Podcast

    The Sales Training Model that Creates World-Class Sellers

    April 14, 2015 Mike Schultz podcast button itunes button

    Each person on a sales team is different. Depending on a person's role and outputs, he has different skills requirements and training needs. That means companies need a training program that addresses each person's unique qualities. A model that has proved successful is a sales university. With it, companies can create a curriculum that addresses core sales skills, as well as skills required for each sales role, says RAIN Group President Mike Schultz. 

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    Guides & Tools

    [Reference Sheet] Strategic Account Management Research Resources

    April 13, 2015

    Your clients are your best source of information for effective account planning. But where do you go to get information your clients can't provide? What resources can deliver the information you need without leading you down a rabbit hole? We have the answers in our Strategic Account Management Research Resources reference sheet.

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    Article

    Sales Education Is as Important as Sales Training

    April 13, 2015 Andy Paul

    You can train salespeople how to make a phone call, demonstrate a product, respond to a lead, and make a presentation. But unless they are taught the "why" behind the "how," they will never maximize their potential and develop consistency in their results.

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    Article

    Continual Sales Training Is a Must

    April 10, 2015 Ken Thoreson

    Sales professionals need continual training. Doing so ensures their skills remain sharp and that their objectives align with corporate goals. For your sales training program to succeed, make sure it has these three components.

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    Article

    How to Torpedo Any Sales Training Effort

    April 9, 2015 Michael W. McLaughlin

    Sales training programs have their shortcomings. Usually, though, training efforts are torpedoed by what the salespeople and their managers do after the training ends. To make sure you get the most for your training buck, Michael W. McLaughlin suggests doing three things.