Monthly Archives: November 2013
Landing New Logos: Small Improvements to Make a Big Difference in 2014
How many new logo accounts do you need to land in 2014, how much will you to invest to achieve your objectives, and what can you do to get more bang for your buck?
Landing new logo accounts is essential to the health of any business. As hard as we try to maximize the potential of existing accounts, there will be some natural attrition over time as personnel and priorities change. New logos help build your base of accounts to expand, and landing new logos is an indicator of your relevance in the market and your ability to compete.
Learning and Development Leaders: Welcome to Your New Job in Sales
Sales? Learning and development professionals… in Sales? Perhaps frightening to some, but there’s some truth to it.
While it’s tempting to defer to the hyperbole that “we’re all in sales,” meaning that we all represent our companies and are responsible for growing them, that’s not what I mean. I’m also not just referring to those in sales training roles. I’m talking about the “Dan Pink” version of “we’re all in sales,” from his book “To Sell is Human,” meaning, that we’re constantly selling ideas and influencing, persuading, and convincing others (especially our colleagues and organizational leaders), to do what we think is best. (We diverge from Pink’s opinion somewhat, because unless you’re a sales professional with a quota, a pipeline, and likely a good portion of your income at risk based on your performance, it is NOT the same, but Pink is certainly correct that many of the dialogue, communication, and influence skills are the same.)
Connecting Dots in the Sales Performance Ecosystem
We’ve written a few times about the Sales Performance Ecosystem. It can be a daunting concept. While many people can relate to what’s included, either the sections or individual elements, how to actually intertwine and align the elements (or “connect the dots”) is often less clear.
Today, we’d like to share how to connect a few of the dots that will help you align your sales methodology to your buyers, for better sales results.
The Beginning of Wisdom is the Definition of Terms
Let’s start by briefly defining some elements:
Win/Loss Analysis: According to MarketingProfs, win/loss analysis is a process for differentiating why one sales effort wins and others fall short of the mark, and the intent of the analysis is to adjust go-to-market strategies and tactics. We’ve written about it multiple times: http://blogs.richardson.com/tag/win-loss-review-process/ Customer Experience Management: Gartner sums it up pretty well in their definition: “the practice of designing and reacting to customer interactions to meet or exceed customer expectations and, thus, increase customer satisfaction, loyalty and advocacy.” Buyer Personas: According to Tony Zambito, Buyer personas are “research-based archetypal (modeled) representations of who buyers are, what they are trying to accomplish, what goals drive their behavior, how they think, how they buy, and why they make buying decisions.” (He’s since added the criteria of where they buy as well as when they decide to buy.) Sales Messaging: Michael Cannon » Continue Reading.
Lead Nurturing and Prospecting emails that Make Me Scratch My Head and Go Hmmm….
It seems I hit a nerve with my blog post Is Email on Life Support as a Sales Effectiveness Tool. It has become one of our most popular, and it continues to generate conversation and discussion on social media.
As sales and marketing professionals, we have seen the declining effectiveness of email for prospecting, lead generation, and lead nurturing. Yet, it remains a necessary tool in our arsenal.
What Makes a Good Sales Training Reinforcement Strategy?
A good sales training reinforcement strategy requires early planning. One of the biggest mistakes I see our clients sometimes make is waiting until after the training is over to think about the actual reinforcement plan. You need to be thinking about your plan well in advance. And ideally, you should split it up into three phases.
Sales Training: The Importance of a Great Classroom Experience
In sales training, the classroom experience is a big differentiator. It’s simple, adults learn best by doing. If you are pulling sales people out of the field it is critical to make sure the classroom experience is customized and interactive through activities such as role playing for practice. Please join Richardson’s Andrea Grodnitzky, SVP Global Performance Solutions, for this video blog where she discusses the importance of the classroom experience in training the sales team. If you are having trouble viewing this video, please click the following – Sales Training, the classroom experience is a big differentiator.
Creating the Skill and the Will to Unlock Sales Manager Coaching Power
Sales managers are the force multipliers of productivity and key players for supporting change in your frontline sales force. Research from the Corporate Executive Board indicates that when training is complemented by in-field coaching and reinforcement, productivity is quadrupled from 22% to 88%. However, many sales managers are promoted based on their ability to sell, and the characteristics that contribute to a sales manager’s success as an individual contributor run counter to their role as a developer of others. Some sales managers lack coaching know-how and skill, while others don’t make time to coach.
Customized Sales Training: Why It’s Important and How We Do It
About a year ago, we published the results of a survey that found that customization increases the odds of a sales training initiative being effective. This reconfirmed what we’ve believed for years and how we work with clients. But, some buyers push back on customization, hoping to take a cheaper and easier path to success. With this in mind, here’s a primer on why customized sales training is so important and how we do it.
Why does customization make for a better sales training program?
Clients often come to us with a particular business objective that they want to achieve, such as accelerating organic growth or growing market share. Changing behavior is one of the paths to achieving that business objective. To change behavior requires people to break old habits and learn the behavior.
We find that in order to really learn new behaviors and change old behaviors, you have to practice. It is best to practice in as real-world a situation as possible so that sales reps see clearly how the training is directly applicable to them. The training must be relevant and challenging, and this is why customization is so important.
Think about learning a new skill. It is a leap to learn a new skill and apply it back to the real world. You have to build that bridge for your sales reps by » Continue Reading.