Before Learning How to Accelerate Sales, What Is Sales Acceleration? The business landscape is changing, perhaps faster than ever before. But sales organizations still need to close deals more quickly and increase productivity. At the same time, buyers demand compelling interactions with salespeople who have empathy and can help them solve their main problems. Companies…
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Before the Best Sales Acceleration Tools: What Is Sales Acceleration? The business landscape is undergoing a tremendous transformation, which may be more rapid than any other in history. Even so, sales organizations still need their deals to close fast, while customers expect emotional connection and compelling interactions with salespeople who can solve their main concerns. Organizations…
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Sales Readiness Tools for Virtual Sales Interactions Regardless of their industry, sales teams around the world have been forced to transform their sales-readiness programs. In the process, sales managers have found the way they deliver training has become even more pivotal. The following data from Harvard Business Review (HBR) can be helpful in illustrating current…
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IT Services Sales Training: What Are the Effects of the Pandemic? IT services sales training is just one of many B2B areas that have changed due to the pandemic. Digital channels are becoming the norm for communicating with customers and prospects. Consequently, sales leaders have had to make agile decisions to improve the conversation skills…
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Pharmaceutical Sales Representative Training Needs Updating Sales teams throughout the healthcare industry encountered new challenges due to the pandemic, much of which was due to not being able to visit prospects and customers physically. Even the best pharma sales reps found themselves struggling to be as effective in a virtual world as they were in…
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New Requirements in Coaching for Sales Performance Most coaching for sales performance emphasizes traditional selling skills or how to construct a tremendous in-person pitch. In addition to these generic objectives, reps are frequently guided to update their product knowledge or sales processes or simply improve their wording and competitive battle cards. In this guide, we…
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The Best Sales Training in Pharma Needs a Refresh The pandemic brought new challenges for sales teams everywhere, and the healthcare industry is no exception. Training programs for pharmaceutical sales reps were forced to go through redesigns to ensure they can (a) be delivered virtually and (b) help field force reps learn to relate to…
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Sales Performance Coaching Needs a Soft Skills Component. Here’s Why: Every sales rep is only able to exceed quota when they communicate well. But sales team leaders may have a difficult time assessing the whole range of skills of their representatives during sales performance coaching. Tracking essential soft skills, which are highly relevant in post-pandemic…
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Updating Sales Training Closing Techniques Adapting to an effective, hybrid sales model has been a hallmark of post-COVID sales training closing techniques. Customers and prospects will have in-person access but also new virtual ways to communicate with sales reps under the new standard. This reality is applicable to all industries. Take the following example from…
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Why Using Pharmaceutical Sales Coaching Tools Motivates Reps It may be no secret to you at this point that your sales reps face more challenges than ever before. Virtual customer calls imposed a whole new set of hurdles that you and your team can only overcome with the right pharmaceutical sales coaching tools. A recent…
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