SALES TRAINING SOLUTIONS

July 10, 2018September 19, 2018Sales

Is Your Value Proposition Missing the Target?

Why You May Be Missing the Target A value proposition is not a single statement but different statements for different types of customers and different situations. Many salespeople attend a class and learn a formula for creating a value proposition. They work diligently to craft that critical opening statement or elevator pitch for customers. But […]

June 5, 2018September 19, 2018Lean

How to Increase Trust and Influence Sales Outcomes

The Right Mix for Influence As I continue my Lean journey, I have recently been focusing on applying Lean to sales. How do buyer’s make decisions and how can I influence them is a question on every salesperson’s mind. As I searched for the answer, I discovered that it is not one action but rather […]

May 24, 2018September 19, 2018Lean

How to Get the Emotional Momentum to Succeed

Today, I want to build on a blog post by my friend Rob Jolles on Emotional Momentum. Rob wrote an excellent BLArticle® about wanting to achieve our goals but not being able to get started. Rob was so right. Breaking down goals into smaller achievable tasks makes the task less daunting. Success in these small tasks […]

May 10, 2018September 19, 2018Lean

How to Achieve Amazing Success Implementing Lean in Sales

Amazing success applying Lean to sales does not come overnight. It is achieved through continuous improvement one step at a time. As the Vice President of Toyota said, “The most important thing for Toyota is people. Toyota is all about teaching and training people and building a culture of continuous improvement.” You want to achieve […]

April 17, 2018September 19, 2018Lean

How to Analyze the Disconnect in Your Sales Process

When sales teams are not meeting their quota, management struggles with the following questions: Do we need to change the sales process? Do I need to do more tracking and inspection? Does the team need training? Are other business processes impacting sales? In our previous blog posts, we took the first two steps and acknowledged […]

March 18, 2018September 19, 2018Lean

How the Right Sales Metrics Avoid a Crisis

Revenue, number of total sales, and number of sales to new customers are the sales metrics that managers and executives typically track. They are focused on the final result of the salesperson’s efforts. However, applying Lean to sales will show that they are missing opportunities and their sales teams may be spending time with prospects […]