Category Archives: Sales Effectiveness
There’s not just one big gap that impacts your sales effectiveness. In fact, there are several gaps (or chasms, depending on the severity) that get in the way of achieving peak sales performance. Failing to close these gaps prevents salesforces from achieving their optimal success. The most forward-thinking organizations address this situation by establishing a sales enablement strategy — a dynamic and long‐term initiative that provides the thinking and the tools to engage sales reps, sway buyers, and inform marketers. It’s all about smarter selling that transforms sales execution into a repeatable, results‐oriented process that ultimately creates optimal alignment between your salesforce and your customers’ buying processes.
Selling With Insights: When is the Best Time to Provide insight?
Insights can be provided through any phase of the sales process. Today, selling with insights is about the value you are able to bring to your client or customer through the solutions you offer. Your sales team members need to become a source of ideas and insights for their customers to add value while building credibility and awareness of how they can help. In this video blog, Richardson’s Dario Priolo, Chief Strategy Officer, talks about some of the best times to provide insight and how to do so when that moment presents itself.
Dialogue: The Oldest New Killer Sales Skill
The World of Buying and Selling Has Changed
Few people disagree that professional selling has changed. The internet has disrupted standard selling approaches because it has changed buying behavior. Request for Proposals (RFPs) are more frequent, as buyers do their own research and engage suppliers much later in the buying process. Buyers attempt to drive us toward commoditization while sellers strive to differentiate. With closer budget scrutiny, senior executives and procurement professionals are more involved and the number of decision makers has increased.
Sales Training Programs: Mission Impossible or Mission Accomplished?
Let’s face it. For learning and development leaders without a sales background, being assigned to develop sales training programs can feel like the kiss of death. Even for seasoned sales training leaders, it isn’t a walk in the park.
What Is the Role of Technology in Sales Training Solutions?
Adapted from interview with Dario Priolo, Chief Strategy Officer for Richardson and Michael Rochelle, Chief Strategy Officer for Brandon Hall Group
Part two our series on applying key practices in learning and development to sales training solutions.
It is fascinating to witness the innovation that is taking place across sales and marketing. And we are seeing opportunities to leverage technology throughout the learning process. When trying to improve the effectiveness of your sales training solutions, you must consider how technology can help your efforts.
What Is Your Sales Effectiveness with Leads? You Decide.
If you work in sales, they stink, right? Marketing couldn’t find an iron “sales-ready” lead with a magnet. If you work in marketing, sales reps couldn’t convert a good lead if their lives depended on it.
The reality varies by company, but in my experience the truth is usually somewhere in the middle. I want to be clear about that before I go on, because I don’t believe that the challenge with lead gen is just a Sales problem. Get together like big boys and girls, and figure it out.