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Changes in B2B buying process requires for changes in organisations’ sales training program

Posted by Vy Huynh on Aug 19, 2014 10:30:00 AM

There are two processes at work in every sale: the selling process and the buying process. The buying process that prospects take today is completely different the one they followed in the past. Buyers today are firmly in control of the engagement. They have more access to more information than at any time in the history of sales. They are using this information to do a lot of the work in the early stages of the buying process without the help of a salesperson. They do a lot of online research about your website, they’re downloading content and they’re engaging with your social channels without the salesperson’s knowledge to create a short-list of vendors, and they rely on the power of social media and peer-to-peer communication to make decisions even before they engage with a salesperson.

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Topics: sales, sales training, sales skill

8 Tips for a Successful Sales Call

Posted by Kieu Nguyen on May 6, 2014 3:00:00 AM

Learn the vital telephone skills every salesperson needs to avoid rejection.

Too many people in business look at the telephone as an anchor--that's how they feel about lifting it when they have to make outgoing calls to potential clients. For some, you'd think it was covered with spiders or that it might electrocute them if they touch it. That reaction revolves around the fear of rejection. Granted, not too many people are brave enough to willingly put themselves in a position to be rejected. However, those who do will find all sorts of long-term rewards for the temporary pain they'll experience.

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Topics: sales, sales tips, sales skill

The Three Most Common Mistakes Sales Managers Make

Posted by Kieu Nguyen on Apr 11, 2014 3:00:00 AM

In most organizations, sales managers are the essential bridge between the company's sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of the sales manager on their way up the ladder. And the aspirations and strategies of the company's management must be imprinted by the realism of the sales manager as they come down from above. Sales managers are the conductors who carefully orchestrate the tentative entanglement of the sales people with their management.

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Topics: sales skill, Leadership Skill Improvement

Sales Success Secrets from Sales Guru Brian Tracy!

Posted by Kieu Nguyen on Mar 31, 2014 8:25:00 PM

You have the ability, right now, to earn two and three times as much as you are earning today. Everyone who is ahead of you in the game of life was once behind you, sometimes far behind you. And what they have done to move ahead, you can do as well.

Here are seven ideas for you to use every day to dramatically increase your sales results.

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Topics: sales, thinking style, sales tips, sales skill

Sales Behaviour links to Sales Success

Posted by Kieu Nguyen on Mar 24, 2014 8:30:00 PM

CEOs are investing more than ever in their sales forces, but results aren’t improving. To understand this disconnect, we observed sales professionals in live sales meetings. We discovered eight sets of sales behaviours. The bad news is that only three of them-accounting for a mere 37% of salespeople-were effective. What’s more, some of the behaviours of the remaining 63% actually drove down performance. But there’s good news, too: the eight sets represent behavioural tendencies, not set-in-stone personalities. Managers can effect changes in their current salespeople and recruit better team members in the future if they understand the eight sets of behaviours.

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Topics: behaviores, Communication Skill, sales skill, Effective Hiring, right hiring

Sales force challenges. Do you deal with any of these on a daily basis?

Posted by Vy Huynh on Mar 19, 2014 10:09:00 AM

In 2013, Profiles International launched an effort throughout North America with the intent to discover and provide solutions for the continent’s biggest sales force challenges. Through this effort, hundreds of multi-national corporations and local business owners revealed their sales force challenges. Below are initial findings on prevailing sales force challenges. Profiles International found that:

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Topics: sales, turnover rate, sales skill

How to Lead Your Sales Team to Greatness

Posted by Kieu Nguyen on Mar 11, 2014 8:30:00 PM

True sales effectiveness requires creating and building manager skills and a management culture that adds value to the sales force.

It happens all the time: the top salesperson gets promoted to sales manager. The organization soon discovers, however, that the skills and perspectives that made this person a top salesperson are not contributing to success as a sales manager, and may in fact be detrimental to the sales role.

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Topics: sales skill, Workplace Management, Leadership Skill Improvement, Team Management

6 Tips to Build Your Own Exemplary Sales Team

Posted by Kieu Nguyen on Mar 4, 2014 10:00:00 PM

Managers and salespeople have wondered why salespeople fail for years. Follow these 6 tips and you’ll never think about failure again.

“Why do salespeople fail?” A question that managers, as well as their salespeople have asked for decades. And one contributing factor that keeps this question alive and in the forefront of our mind is the fact that there has not been one universally accepted answer. Whether the salesperson’s failure is being blamed on the salesperson, on the manager or a collaborative effort, the reasons often remain subjective, even elusive and as such, history is then bound to repeat itself. The timeless struggle for a solution continues to plague our thinking, while the collateral damage due to this fallout dominates the manager’s time.

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Topics: sales, sales tips, sales skill

5 Step to Recuiting (or Sales) Success

Posted by Shekhar Bhusannavar on Feb 13, 2014 3:30:00 PM

A great recruiter should have the same skill sets and qualifications of a great salesperson. All of the great sales visionaries including Zig Ziglar and Tom Hopkins have taught these steps to sales professionals around the world, yet few recruiters today understand or use any of these available resources.

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Topics: sales tips, sales skill, Effective Hiring, recruitment

9 Sales practices sales people should always follow (p2)

Posted by Vy Huynh on Feb 13, 2014 9:23:00 AM

Landing a job in sales is one thing, but being successful in sales can prove to be a much more challenging and stressful task. There are a couple of reasons job boards are always flooded with open sales positions.

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Topics: sales, sales skill

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