Monthly Archives: July 2014

July 30th, 2014

Sales Reps Need to Earn Their Clients’ Trust — And Keep It

Clients Trust

Sales Reps Need to Earn Their Clients’ Trust — And Keep It

Trust is tough to build and easy to lose.

Buyers in the process of making a purchasing decision consider many factors, but none might be more important than trust. When hiring or renewing a contract with a product or service provider, a lack of trust can undermine any other variable and isn’t likely something that can be haggled over, such as price or delivery dates. This is especially true of large, long-cycle, complex sales typically found in sectors, such as financial and professional services, IT, HR, and accounting.

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July 28th, 2014

Why Customized Sales Training for “Strategic Relevance” Drives the Best Results

customized-sales-training

Why Customized Sales Training for “Strategic Relevance” Drives the Best Results

In order to achieve desired training outcomes, adults have to be willing to actively participate in the training and take advantage of those opportunities for learning. People have to decide to be open and receptive to learning, and to engage in the experience. One of the biggest determinants of active disengaged participants is the relevance of the training content. Sounds simple enough, but many sales managers and training leaders fail to connect those very basic dots.

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July 23rd, 2014

New Research – Best-in-Class Sales Training Reinforcement

sales-training-reinforcement

New Research from Aberdeen Highlights Best-in-Class Sales Training Reinforcement

Most of us appreciate that ongoing professional development is essential to success in this rapidly changing and ultra-competitive market. Basic skills need to be reinforced, and new knowledge, skills, and experience must be acquired to stay at the top of your game. Training is important but must be reinforced and sustained to make a lasting impact. We’ve heard it all before, but we don’t always invest the necessary time and effort into sustainment to really make a difference.

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July 21st, 2014

The Ultimate Checklist for Mission Critical Group Sales Presentations

group-sales-presntations

The Ultimate Checklist for Mission Critical Group Sales Presentations

“Mission critical” is a term that you see in many different activities, up to and including military operations. When mission critical aspects do not go well, barring an extraordinary piece of luck, the mission fails. If your group sales presentation does not go well, barring an extraordinary piece of luck, your sales effort will fail and you will not get the contract.

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July 16th, 2014

Insight Selling: The Next Frontier of Sales and Marketing Alignment

insight-selling

Insight Selling: The Next Frontier of Sales and Marketing Alignment

If you think back five or ten years, the focus of sales and marketing alignment at that time was on the sales process. The emergence of usable CRM systems like Salesforce.com and marketing automation platforms like Eloqua and Marketo enabled tracking across the customer lifecycle from lead to close and beyond. As companies made investments in these sales and marketing platforms, it made sense to agree on a single integrated process enabled by the integrated systems and operationalized through concepts like the “lead waterfall,” marketing qualified leads, sales accepted leads, service level agreements, and the sales funnel. Many organizations are making great progress in this area, and others no doubt have a ways to go. However, from an operational standpoint, there’s been tremendous progress.

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July 14th, 2014

The Benefits of Sales Enablement Tools for Sales Managers

benefits of sales enablement

The Benefits of Sales Enablement Tools for Sales Managers

In a previous blog post, Advice on How Sales Enablement Tools Can Increase Efficiency,  SAVO’s CEO Mark O’Connell talked about a number of benefits from sales enablement tools for sales reps. Here’s what he had to say about benefits for sales managers.

What is a Chief Sales Officer’s biggest gripe about their forecast? Many point to CRM algorithms used to identify at-risk opportunities. These don’t improve visibility because they’re dependent on data input by sales reps, and sales reps only tell sales leaders what they want to hear. As a sales manager, I need to know the productivity of my teams, a deal’s likelihood of closing, and when it’s necessary to intervene on a deal. 

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July 9th, 2014

How to Get Your Ducks in a Row for Effective Team Selling

How to Get Your Ducks in a Row for Effective Team Selling

Team selling has become a way of life today. Because of the increasing complexity of business, the need for specialists, and the need to match up with players on the client’s team, you will often find yourself involved in team selling. I have been discussing various aspects of team selling in other articles. This article is about selecting the team.

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July 7th, 2014

Advice on How Sales Enablement Tools Can Increase Efficiency

A Day In the Life of a Sales Rep: Advice on How Sales Enablement Tools Can Increase Efficiency and Success from SAVO CEO, Mark O’Connell

Mark O’Connell is the President and CEO of SAVO, a fast-growth enterprise SaaS company and strategic alliance partner of Richardson. SAVO’s technology solutions improve productivity and performance of sales organizations and salespeople. This is the second part of our interview with Mark regarding sales enablement technology. (Read the previous post here.)

Dario: Are CRM and marketing automation tools enough to help sales reps?

Mark: The life of a salesperson has become more difficult with the pressures of time, complexity of selling, and ability to meet buyers’ needs. The simple idea of sales enablement having presentation material and content available at the right place and time is still a central idea, but the way it is served today has changed tremendously in recent years to align with how salespeople sell and how buyers buy.

Most companies have invested in CRM technology and marketing automation tools, which either create more opportunities or provide a place for salespeople to report on their progress on their current opportunities. Prior to implementing SAVO, most of our clients’ sales reps begin their day by opening Outlook and CRM. Most salespeople believe CRM is a management tool that they have to support. They are required to update their CRM system with information about the status of an » Continue Reading.

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