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Tom Peters States “Training Is the Number One Profitability Strategy for Your Company”

Tom Peters’ 2018 book The Excellence Dividend  talks about how critical skills and capability development is for any department in your organization. In fact, he states that training is the number one profitability strategy for your company.

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The False Choice between Value & Volume in B2B Sales Today

False Choice

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Sales Leaders: The Age of Insights is Here. Are Your Sellers?

Are You A Seller

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The Emergence of Investments in RVP/AVP Coaching Training

Leadership

I’m blessed to have developed a strong relationship with my fellow CEOs at sales training, consulting and advisory firms around the world.  We chat at conferences, via email, and exchange notes quite often.  There is one topic that we all unanimously see as high growth, and customers scrambling to level up – training/coaching for the Regional VP’s or Area VP’s of Sales.

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Blog digital sales Digital Selling digital selling training Sales and Marketing sales fundamentals sales transformation social content marketing social media selling Social Selling social selling companies Social Selling Training

To jump, or not jump – off the “digital sales cliff” without a parachute?

Digital sales cliff

Today I was with a Global 50 conglomerate’s learning and development (L&D) team talking about making the big plunge into digital sales. The sales team has been selling face-to-face in nearly 100% of their accounts – at the detriment of a bloated CAC (Cost of Customer Acquisition). As their L&D team puts it “we’re spending thousands to make thousands from many of our customers – it’s counter-productive”. This digital sales transformation is about to become a sweeping, universal change for the company. We’re talking about 1,000’s of sales professionals moving from 100% face-to-face, to 80% inside & 20% face-to-face with key accounts. I decided to write this blog from the voice of the customers and their key concerns about this transition.

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Why you Need Account Based Marketing for Your Organization?

Are you implementing Account Based Marketing? If not! It’s time you started applying it in your organization! Studies have shown that the most effective marketing approach in recent times is proving to be Account-Based Marketing. This marketing strategy is more focused and results in better ROI compared to any other marketing method. Account Based Marketing entails identifying prospects that are key stakeholders and strategizing marketing to resonate with the specific personas.

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Why You Need to Train Sales Reps to Engage Modern Buyers

Sales Training

Sales professionals are keenly aware that the modern buyer has evolved in recent years. As technology continues to change the way people connect, it also changes their expectations about purchases and interacting with sales representatives.

Companies that forget to practice social selling daily are 40% less likely to  hit their revenue goals.

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Blog Sales Enablement Social Selling Training

Proving the Business Value of Sales Enablement with Metrics

prove-business-value-saas

While sales enablement is a relatively new concept in the history of sales, it’s quickly become a critical component to many SaaS and enterprise businesses. Sales enablement does just that – it enables sales teams to be more efficient, more productive, and thus more profitable.

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The Keys to Quality Sales Calls: Structure and Similarity

The best sales reps know sales isn’t about luck. Quite the opposite, sales results come from thoughtful strategic planning. That planning happens at a high level through activities like customer experience mapping and annual sales strategy sessions. However, equally as important is the planning that goes into individual customer interactions and sales calls.

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Blog Sales Management Social Selling Tools Social Selling Training

How To Accelerate The Mindset and Skillset Of Your Sales Team with Toolset

mindset-skillset-toolset-sales

With thousands of sales enhancement tools available to layer on top of a CRM, many sales managers see a more robust tech stack as the path to increased sales. However, the result for a lot of companies is a bloated toolset that costs expensive resources – both dollars and people – to maintain.