Mike Kunkle

APRIL 8, 2023

This fuller qualification prevents sellers from chasing down rabbit holes and wasting time on deals that aren’t going anywhere – or at least not at the present time – and ensures that you have a reasonable chance to win the business. They should be well documented in your CRM, preferably with a scoring system. .”

B2B 243

B2B Sales Decision-making Stakeholders 243

Hubspot Sales

SEPTEMBER 26, 2018

You’ll see the best sales teams are getting better every single day. They make it easy for new and seasoned reps alike to improve, which gives them the best chance to beat quota. Here are the tips for creating a winning sales culture through sales training and beyond. 4 Tips for a Winning Sales Culture.

Sales Training 101

Sales Training Sales Decision-making Sales Management 101

MTD Sales Training

APRIL 12, 2020

You’re conducting an online sales presentation to a prospective new customer…. Just how can you increase their engagement and keep them interested – and how can virtual meetings and virtual presentations achieve this? The Deck / Presentation – poorly designed too wordy and lacks impact. – Presentation Slide Deck.

Meetings 88

Meetings e-Learning Sales Sales Training 88

Mike Kunkle

AUGUST 30, 2023

To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact with enablement and move the needle on the metrics that matter most.

Leadership 293

Leadership Stakeholders Decision-making Sales Training 293

Account Manager Tips

AUGUST 4, 2022

Why Introverts Make Better Networkers. In this no-nonsense, application-specific guide, you’ll get the most powerful strategies and success principles to build the mindset and confidence that will make you unstoppable. Most importantly, how I teach this is what makes the transformation of your confidence permanent.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

MTD Sales Training

SEPTEMBER 11, 2017

Mr Prospect, do you normally make decisions before you acquire all of the necessary information?” Or, “Do you normally make decisions based solely on price?”. Does that make sense?”. Then: Sales Person: “And that is exactly the problem, Ms Prospect. As always, these are concepts and not scripts.

Decision-making 77

Decision-making Sales Training Sales Management 77

Hubspot Sales

MARCH 4, 2019

I emailed the VP of Sales and told him that I disagreed with his decision not to hire me. Later, I learned that the way I'd handled this objection demonstrated sales potential. Personal relationships could make or break a deal. Internally, we invest in a wide array of sales training that fall into the three buckets above.

Sales Training 108

Sales Training Sales Onboarding Sales Management 108

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. The Foundation – Commercial Effectiveness Defined Commercial Effectiveness is the strategic alignment of product, marketing, demand generation, sales enablement, and customer service/experience.

Customer Experience 304

Customer Experience Decision-making Profitability Marketing 304

Mike Kunkle

FEBRUARY 5, 2023

Other times, sellers work with ad hoc buying committees who have never worked together to make a purchase decision, and who are operating without an aligned process, policies, or even guidelines and guardrails. click the image to see a larger version] This makes sense, right? This is so important to understand.

B2B 231

B2B Sales Decision-making Negotiation 231

MTD Sales Training

SEPTEMBER 4, 2012

We all know the old rule-of-thumb in selling which is to try not to reveal or discuss the price of what you are selling, until after you have completed your sales presentation. However, in most sales situations, it is still essential not to expose pricing until you have accomplished several mission-critical objectives.

Decision-making 120

Decision-making Internet Sales Retail 120

MTD Sales Training

JUNE 1, 2012

1 – Do you normally make decisions this way? Simply ask the prospect if they normally make important decisions in such a manner. That is, do they usually make decisions BEFORE they have ALL of the necessary information? Does that make sense?”. #2 Sean McPheat MTD Sales Training.

Decision-making 114

Decision-making Suppliers Sales Training Sales 114

Brooks Group

AUGUST 22, 2024

Understanding each style is key to understanding the decision-making behavior of a prospect. Taking a personality assessment like DISC allows sales professionals to understand their own behavior style and helps them present information in a way the customer is most receptive to.

Emotional Intelligence 97

Emotional Intelligence Decision-making Sales Communication 97

MTD Sales Training

FEBRUARY 11, 2020

However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision. 1 – “Does that make sense for your business?”. Does that make sense for your business? ”. Does that make business sense to you?”.

Sales 120

Sales Decision-making Negotiation Sales Training 120

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Lack of clear authority, conflicting priorities, and the logistics of keeping 7, 10, or 12 people in the loop make the B2B buying process an increasingly tough sale.

Value Proposition 108

Value Proposition Procurement Decision-making Stakeholders 108

Brooks Group

MARCH 25, 2024

They then apply this knowledge to present the best product solution and overcome objections. The process culminates in negotiating a mutually beneficial close while laying the groundwork for future sales. Without a defined process, sales professionals are left to their own ad hoc approaches, which can lead to inconsistent results.

Negotiation 95

Negotiation Sales Training Sales Decision-making 95

MTD Sales Training

JUNE 28, 2012

There are a million tips all over the world on what to do to help you close the sale. In addition, in some places, like here at MTD Sales Training, you will find some very sophisticated and powerful closing processes that will help you be more successful. Never Force the Prospect to Make a Logical Decision.

Decision-making 112

Decision-making Sales Sales Training 112

Hubspot Sales

JULY 13, 2020

What is the culture of the sales team now? Sales Training & Preparation Checklist. ?? What is the current training process for your reps? Here are some tips for coaching and training salespeople.). ?? sales collateral ) to impress and inform a client? Sales Presentation Checklist. ??

Sales 132

Sales Decision-making Sales Leadership Software 132

MTD Sales Training

JUNE 8, 2012

By sales items, I am referring to sales calls, contacts, appointments, proposal, sales, etc. For instance, you pick up the telephone and call a cold lead from your database, and make contact with that lead. Now you have one additional “contact with a decision maker (DM)” in your database. Replace those immediately.

Sales 115

Sales Decision-making Sales Training Meetings 115

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Attend sales training.

Sales Training 144

Sales Training Sales Decision-making Communication 144

MTD Sales Training

SEPTEMBER 6, 2012

Keep in mind the “Selling 101” teaching in that people make buying decisions based primarily on emotion, not logic, and that includes negative buying decisions as well. When you thought, “It makes absolutely no sense in the world why that prospect should not have bought…,”maybe you where right! MTD Sales Training.

Sales 106

Sales Decision-making Sales Training Management 106

Brooks Group

OCTOBER 7, 2024

Overcoming Common Challenges During An Enterprise Sales Training Program You’ve probably heard of sales training, but what about enterprise sales training? As the world gets more complicated, so do customers’ pain points during sales conversations. What Are Enterprise Sales?

Sales Training 52

Sales Training Decision-making Sales Stakeholders 52

MTD Sales Training

MARCH 8, 2012

However, in most sales processes, cold or warm, you still have to make a call. I know it seems obvious that when you call to set an appointment, you are not calling to try to make the sale over the telephone. However, most sales people fall into the trap of selling the product or service in the process.

Suppliers 125

Suppliers Decision-making Meetings Sales Training 125

Brooks Group

OCTOBER 13, 2023

Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team. Part of our rigorous screening and training process includes making sure each of our sales trainers has the following skills and characteristics.

Facilitation 98

Facilitation Sales Training Sales Decision-making 98

Hubspot Sales

JUNE 15, 2020

Embrace interactive presentations. When moving to virtual sales meetings, most would argue that video conferencing is the go-to. While video conferencing through platforms like Zoom are intended to make meetings feel more personal, studies show this isn’t necessarily the case. Increase the impact of sales through value selling.

Decision-making 126

Decision-making Value Selling Meetings Organization 126

Brooks Group

JUNE 13, 2024

Although some of these subjects might seem mundane to those who aren’t in a sales career , there are several topics sales professionals often have strong opinions about. Anything that directly impacts prospecting , presenting, closing , and compensation can turn into an impassioned debate among members of the profession.

Energy and Utilities 111

Energy and Utilities Decision-making Sales Construction 111

MTD Sales Training

MAY 21, 2013

Selling today is all about recognising the true motivations of buyers and aligning your presentation/solution to match their needs and desires. Modern Day Buyer buyers make decisions buyers making decisions modern day buyer' We all know that. So, with an up-to-date buyer, who has. [[ This is a content summary only.

Decision-making 106

Decision-making 106

Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Hubspot Sales

AUGUST 6, 2019

So how do you maximize the investment you’re making in sales new hires? Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). To combat this, make sure your new rep’s email account is accessible before the first day. It takes time.

Negotiation 145

Negotiation Onboarding CRM Sales Training 145

MTD Sales Training

DECEMBER 22, 2011

They do not clearly ask the prospect to make a decision. Below are three ways of NOT asking for the sale, followed by three ways of really asking for the sale. Three Ways of NOT Asking For The Sale. #1. Wait For The Prospect To Make the First Move. The sales person waits, hoping the prospect will say, “Ok!

Decision-making 116

Decision-making Sales Training Software Software 116

Jeffrey Gitomer

APRIL 21, 2011

Are you satisfied with your present…? The correct question to ask is: How will the decision be made? This tactic actually has a negative effect on the buyer and makes the salesperson work twice as hard to prove himself and usually at a lower price (and a lower commission). Pre-call research should tell you that.

Media 134

Media Leadership Suppliers Decision-making 134

Red Star Kim

NOVEMBER 1, 2023

What is surprising is that despite having demanding sales roles for new and existing clients, many professional services marketers have received little formal sales training. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Brooks Group

FEBRUARY 28, 2023

Why Should You Consider Virtual Sales Training Programs? Virtual Sales Program Training Ensures Continuity Making sure everyone’s on the same page can be difficult and even harder to remember, as some participants lose 70% of what they’ve learned within six days and 87% within six weeks!

Sales Training 52

Sales Training e-Learning Sales Digitalization 52

Brooks Group

FEBRUARY 27, 2023

A sales presentation is one of the most vital aspects of a sales pitch. During an effective presentation, you make your value known and show prospective clients why your product or service is right for them. Despite how vital sales presentations are, they are far from easy.

Sales 52

Sales Decision-making Sales Training Advertising 52

MTD Sales Training

MAY 23, 2012

Then you must learn how to negotiate the screen successfully to get through to the decision maker. The gatekeeper’s job is to block unwanted or unnecessary calls from reaching the decision maker (DM). This usually refers to sales people making cold or warm calls. How to NOT Sound like a Sales Person. Happy Selling!

Decision-making 104

Decision-making Negotiation Sales Training Sales 104

Brooks Group

FEBRUARY 10, 2025

Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Decision-making time, compared to five to seven years ago, has increased by 60%.

B2B 73

B2B Emotional Intelligence Stakeholders Value Proposition 73

MTD Sales Training

OCTOBER 5, 2018

No, but maybe they are claiming to have more power than they really have in the decision-making process. Either way, it makes you look silly when you are attempting to close with someone who actually doesn’t have the authority you had originally assumed. 2) Make sure your research is complete and accurate. Happy Selling!

Suppliers 96

Suppliers Procurement Decision-making Negotiation 96

Brooks Group

JUNE 26, 2023

More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. A recent study by Accenture found that every dollar spent on training got a $4.53 What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52