Sales Training

Sales Training is a journey, not a destination.  Training sales people requires communicating techniques and on-going feedback on results in the field.

Keep the Conversation Going

Can you hear a pin drop when you stop talking in meetings with customers?  How can you get the customer engaged in a meaningful conversation and keep it going? Watch this short video by Sales and Marketing strategist, Steve Yastrow: Customers are so busy that it’s difficult to get and keep their attention.  Personalizing your … Continue reading

Focus the Conversation on the Customer

Talking about yourself and your products in customer conversations?  Explaining how great your products and services are?  Is it working? If not, watch this short video by Sales and Marketing strategist, Steve Yastrow: Learning about each customer’s unique needs allows salespeople to communicate the value their products and services in the context of exactly how … Continue reading

What’s the Goal of your First Meeting?

You’ve got an appointment!  Now, what’s the goal for the meeting?  Spoiler Alert:  It’s not to close the deal! If you’re monologuing at customers and walking away disappointed, watch this short video by Sales and Marketing strategist, Steve Yastrow: The real goal of the meeting is to build the relationship with the customer. Three things … Continue reading

A Sale is the Result of a Great Conversation

Not closing enough deals?  Maybe you’re talking too much. Watch this short video by Sales and Marketing strategist, Steve Yastrow: It’s not the smooth talk or the dazzling presentation you’ve delivered that get the order.  Sales happen when customers make their own decisions to part with their money and invite you to be one of … Continue reading

Sales Training and CRM Go Hand in Hand for Success

Sales Training ROI grows with CRM

There are plenty of old-school techniques for training your sales team that rely on outdated methods of reaching the customer. In a technologically connected era, sales teams must combine the strengths of in-person sales (if such sales even happen in your industry) with the essential skills of managing client relationships online. Management of businesses need … Continue reading

Salespeople are the Difference Between Sales Managers that Suck and the Superstars

salespeople and sales management

The position of sales manager can be extremely rewarding or absolutely awful. While the truth is, much of your success depends on your team of salespeople, sales managers have more control over their success and failure than most might imagine. When things go well, they have a tendency in the sales arena to go very well. The … Continue reading

Hiring Sales People and Ensuring Their Success

Hiring Sales People - Help Wanted

Are you hiring sales people? Are you nervous about how to on-board them and teach them the processes that lead to success? Has your company’s past sales training process consisted mainly of a few days of product training and a list of potential customers and a pat on the back? Have you decided it’s time … Continue reading

Old Pros Teach New Inside Sales Team New Tricks

inside sales team build relationships

Are you building your inside sales team? You’re not alone, across industries and markets, new inside sales teams are growing and outside teams are shrinking or accepting completely new roles. Undoubtedly, there is some friction between the old pros, the traditional outside sales people, and the new inside team and their management.  After all, the … Continue reading

CRM Software Takes Control of the Asylum

crm software takes back asylum

If you’re not using CRM software or just struggling to make it work for you, consider this parable: “Jones!  There are three days left in the quarter and we’re 10% behind our revenue number!  What’s going on?!”  The yell came from the owner of the company and hit Keith Jones like a punch in the … Continue reading

Creating Email Templates for Sales Follow Up in CRM

Email Template for Sales Follow Up

One of the first things most people want to do with their CRM solution is to create email templates that sales people can quickly send to customers.  Sales follow up emails, requests for appointments and all the other types of emails that you send to customers over and over again each day. Your CRM system … Continue reading

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