Your pipeline is looking thin. The sales process is longer than last year. Prospects ghost your sales team. Your business is missing key targets. You’re trying to figure out how to achieve
You know your reps don’t always follow up with marketing leads. Sometimes, they read directly from a sales script. You don’t think too much about it. Occasionally, you let salespeople off the
The No. 1 reason SMB companies abandon their lead generation strategies is that they don’t believe they got results. Companies invest time and money, but when they look back on their sales
Anytime the economy dips, you probably wish you had a magic wand you could wave and immediately have a recession-proof business. Or maybe you prefer the twitchy nose of Samantha from Bewitched.
You received a marketing qualified lead! You’re ecstatic and shoot them an email requesting a time to meet. Days go by, you hear nothing, your enthusiasm fades. Maybe they aren’t interested after
Be sure your sales reps know your target market and persona details. When you share this information, your reps know who to target, why and how. You’ll improve their campaign follow-up, change
It takes 9 or more attempts to reach a new prospect and only a small percentage of sales reps are happy to pick up the phone every single day. Set KPIs for
When sales results look bleak, it’s time to brush off the team’s old tricks in favor for something new. What they know clearly isn’t working. Give them more training to help them
Sometimes results aren’t always in your sales rep’s control. But their performance is, and that’s what you should be tracking through the sales cycle. Are they making the calls and are they
Let freedom ring for your sales reps! Instead of setting a minimum number of first-time calls they need to make, give them the freedom to call prospects as many times as it
Subject matter experts (SMEs) play a critical role in training that’s on point and delivers results. However, working with SMEs is one of the biggest challenges in content development. Often, trainers simply
I speak frequently on the topic of Pitfalls of Engaging Subject Matter Experts (SMEs) in training and content development. The number one pitfall by a wide margin is always SME availability: how
Technology provides an extremely cost-effective, fun way to stay in front of your participants with key content reminders after the training is over. We’ve added technology-based reinforcement to all our training programs
You’ve built it, now how do you get people to attend your training program? You might assume that just because you listed it in the learning management system or an executive said
When we as trainers create training, it’s not enough to just deliver it. If we want to make it stick, we need strategies to cement the content long after the program appears
Nothing is more frustrating than investing the time to identify the need, design, develop, and deliver great sales training and then discover that sellers aren’t implementing what they learned when they get
Training is not an end to a means. It’s part of the journey. When you’re going on a trip, typically you plan ahead and buy tickets, make reservations, and line up transportation.
Good development programs are based on the skills participants need to do their job successfully. They are tailored to address diagnosed performance gaps. The programs aren’t point–in–time training sessions, but longer–term projects
Discussion groups provide a unique opportunity for just in time training. Your learners are looking for answers to immediate questions they have, and you want to be sure they receive accurate direction.
Recently, we had what could have been the “perfect storm” for a web-based skills training. We needed to create a new behavior and skills in people who never expected these responsibilities. Classroom
Now more than ever it’s important to be the trusted advisor to the executives who rely on your expertise in developing their staff. Companies are trimming the fat. People are being asked
Successful training programs don’t just happen. They come from knowing exactly what the sessions must accomplish for the business, the department, your sponsor, and the participants. And it all starts with understanding
As salespeople, we’re always looking for ways to provide value to our clients, always trying to differentiate ourselves from the competition. Well, you may already have something to offer your clients that
You probably know that all too often sales training fails, for a variety of reasons. The good news is that there are ways to make your investment of time and money in