The common way for sales teams to get automated is through a CRM system. Early adopters of CRM have managed to iron out the flaws and have settled down to life with CRM doing a pretty good job of assisting with customer experience—making it as good as you can. Salespeople and sales managers use the CRM system. If the CRM is implemented correctly, they have to. Sales, however, i … [Read more...] about 20 Reasons to Share Your Sales Process With Your ComputerReason No. 3 – Singing from the same page.
No matter how good you are at selling, objections will arise. Some occur because the customer needs something that you cannot provide. They want a 12-month service contract and your company only offers one for 6 months. It is also true that some objections occur not because of what you are selling but because of how you are selling. For example, a great way to generate … [Read more...] about Objections – No, They’re Not Great Buying Signals
Anthony Gaffney is a principal at Moorhouse, a consultancy specialising in business transformation and delivering commercial capability programmes. We are privileged to re-print this article from Winning Edge, the members magazine of the Institute of Sales & Marketing Management. For organisations looking for the edge over their competitors, developing salesforce … [Read more...] about Developing an Edge
Recently we came across an article about an innovation in our public schools that is getting a lot of buzz – Flipping. The idea is simple: by using technology, students spend time at home getting up to speed on a given area of knowledge, then instead of lecturing from the front of the room, the teacher spends time in the classroom floating from table to table as the students w … [Read more...] about Improve Sales Training – Flip It
Think back to the sales training programs you’ve attended. It’s likely that the great sales training programs had two characteristics in common – the same characteristics that have salespeople excited about sales simulations. Realistic and Relevant. For a sales training program to be great, salespeople must have the opportunity to wrestle with the challenges they face every day … [Read more...] about Sales Simulations – Why Sales Reps Like Them