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Balancing Act: Asking Questions vs. Pitching

By Jake Wengroff on Nov 28, 2018 6:17:32 PM

With so much information available online, B2B buyers are much further along in their buying journey before making contact with a salesperson.

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Sales Performance: Tactical vs Strategic Initiatives…What’s the Difference?

By Douglas Seifert, PhD on Aug 23, 2018 4:25:08 PM

 

What’s the difference between tactical and strategic sales performance initiatives?

Tactical initiatives typically solve pressing needs, such industry updates, breaking news on the competition, or the latest product information.

Strategic initiatives maximize the significant investments made by an organization in training, sales processes, and coaching. Strategic needs lurk below the radar and often go unnoticed, yet when strategic needs are addressed, they can create significant performance gains for the company.

Here we will explore three strategic needs to improve sales performance. They are hard to solve, and I will describe how new technology offers a promising solution to all three.

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Virtual One-On-One Coaching + Role-Playing in a Realistic Environment = Increased Sales Performance

By Douglas Seifert, PhD on Oct 20, 2017 4:14:31 PM


Want to know a great way to squander a sales opportunity? Let your salespeople practice proper sales techniques and good decision-making, in front of prospects. Yes, you can teach salespeople in a classroom, or through meeting-style role-plays, but is your sales training and sales process translating into real performance gains? These common problems stem from the same source — and there is a solution.


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Can’t Clone Your Best Sales Coach? Try Virtual Coaching Technology.

By Douglas Seifert, PhD on Oct 11, 2017 2:56:01 PM


Great performance requires great coaching. Sales is no different. It’s a situational-thinking game.

Optimal performance requires both practice and expert coaching from those who’ve mastered your sales processes. We all know this, but acting on it isn’t easy: Setting up one-on-one, expert sales coaching is difficult, and expensive to scale. And sales managers often lack the aptitude to be great coaches.

Technology can help! We’re not proposing a mad scientist’s experiment to clone your best sales coaches here... the real solution is better! There is a realistic, optimal coaching strategy that can be implemented in a scalable way.


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Can’t Practice in the Field? Try Practicing in the Virtual Field.

By Douglas Seifert, PhD on Oct 5, 2017 2:54:40 PM


As our mothers often say, “practice makes perfect.” Where do you practice in your sales organization?

Practicing through role-plays, with a sales trainer in a classroom, or on a field ride is fine — but it’s out of context: not in the actual selling environment. Speaking of that, how much time does a sales trainer really get with a sales person, coaching in the field? The answer often is: “Way too little.”

So practically speaking, where are your sales people practicing? They probably spend far too much time practicing in front of your company’s real prospects, resulting in slower ramp-up times and lost sales. Let’s not do this!

We need to build safe, scalable environments where sales people can practice and make mistakes, without the fear of losing a deal.


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The Right Tool for the Job? How to Accelerate Sales Performance through Skill Acquisition.

By Douglas Seifert, PhD on Sep 27, 2017 2:46:13 PM


Of course, the sales team wants your training program to impact sales. But is your sales training program designed to improve sales performance? Certainly you’re inclined to answer “absolutely.” It’s your job, after all.

The real question is, are you using the right learning tools to make it happen?


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