B2B Sales Training

B2B Sales Training Case Studies Multi-national company grows rapidly, doubling in less than two years Situation: Our client is an Israeli company with Global sales and a large manufacturing facility in China. They provide electronic components for wireless systems. Challenge: Revenue targets were not being met Growth Strategy: Provided the sales aptitude assessment to 700 … B2b Sales Training Case Studies

It is an indisputable fact that professional business sales training produces better salespeople, bigger profits, and happier staff in the majority of the cases where it is implemented. In cases where it falls down, one reason this might occur is due to a misalignment between the skills being taught and the natural aptitude of the … Sales Aptitude Importance in Successful b2b Sales Training

Top 5 Characteristics of a Sales Hunters, Sales Closers, and Sales Farmers Identify sales hunter and sales farmer traits to build a better performing team Successful sales people generally have thick skin and can weather a lot of rejection, customer gripes, and other adversity. However, even the thickest skin cannot compensate for being put in … Top 5 Characteristics of b2b Sales Hunters Closers Farmers

3 Secrets to Creating Winning Proposals in Any Market Once a prospective buyer has been identified and qualified, and the ROI of a potential deal and strategy developed, it is time to develop a proposal to present your offering. Occasionally, this step occurs after an initial, exploratory meeting to determine needs. More often in business … 3-Secrets Winning Proposals

Understanding the B2B Buying Process The Internet continues to change the way B2B sales are conducted, and firms need to adapt to this new climate. One of the biggest changes is that salespeople are no longer the gateway to product information, as prospects are doing the majority of their research online well before they make … Understanding the B2B Buying Process

B2B Sales Training for Balancing Inside vs. Outside Roles One of the first things that putting sales staff through career aptitude assessments reveals is that they fall into two general camps: those who do well in outside sales, otherwise known as “hunters;” and those who excel at inside sales, sometimes referred to as “farmers” if … B2B Inside vs Outside Roles

Business Sales Training – Unique B2B Sales Training for Success Selling to businesses shares some fundamentals with selling to individual consumers, but requires an expanded skill set in order to become truly successful at it. B2B sales training organizations all too often fail to distinguish between them, causing B2B sales people to falter as they … B2b Sales Trainning is Different

There are two phases where salespeople are so bogged down in paperwork and other tasks, they have very little time for active selling. The first is when they are starting out, and the second is when they become very successful. In the first phase, many green salespeople would rather do paperwork and organize things instead … Time Management: 6 Ways to Get More Sales Time in the Day

Soft skills are nearly impossible to teach, but necessary for success in B2B sales. Unlike hard skills, such as writing a proposal or knowing what to say when faced with a certain objection, these are inherent. A person can easily improve them if they are part of his or her natural makeup “from the get-go.” … Top 5 Soft Skills Needed by Today’s B2B Salesperson

A sales predictor assessment can shed a lot of light into the personality traits of your sales candidates and whether they make a good fit for your company. It also informs as to the selling style each is likely to use. Is one selling style better than others for B2B salespeople? The answer is: it … What’s the best selling style for B2B salespeople?