Categories: Sales Transformation
As a sales leader, one of your biggest contributions to transforming your sales force is reinforcement. If you want to change behaviors in your sales team, you need more than a two-day training. Your salespeople need to approach their coveted opportunities in a way that demonstrates your solution’s value and its differentiation. You need a shift in mindset, one that influences the design, development, delivery and reinforcement of your new sales methodology and your sales transformation process.
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Categories: Sales and Marketing
Customer testimonials strengthen any sales message. Putting tangible evidence behind your value proposition can be the difference between a won opportunity and one that falls flat.
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Categories: Adoption and Reinforcement | Sales Enablement Technology
Achieving true sales transformation is a process that builds on many stages and demands consistent reinforcement. One of the most important components of a successful sales initiative is a plan to drive adoption. Social media tools are often overlooked, but can be great assets to a sales leader who is looking to underline key concepts with a new sales initiative. The tools provide an added way to connect and communicate with your entire team. Here are five ways you can use social media to help reinforce your sales initiative:
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Categories: Sales Coaching Tools | Sales Conversation
Effectively coaching your salespeople through the customer conversation can mean the difference between a great win and a lost opportunity. Sitting in on sales calls can help you, as a sales leader, reinforce new methodologies and coach your reps to continually uncover customer needs and attach their solution to the largest business issue. When debriefing a sales call:
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Categories: Sales Transformation
In an effort to quickly grow his or her company’s bottom line, a sales executive often makes the mistake of asking that more salespeople be added to the sales force. The reasoning is completely sensible. Add more salespeople, get more sales. The problem with this approach, however, is that more salespeople won’t necessarily drive more revenue.
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Categories: Sales Coaching Tools | Sales Conversation
New research from Forrester shows greener sales reps may have an edge on veteran sales reps thanks to the new B2B buying process. When asked to rank (in order of importance) the five steps to conducting a successful sales meeting, salespeople with less than five years of experience answered nearly as correctly as those with 11+ years of experience, suggesting that the knowledge gap between the two groups is small.
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