Fall is beginning to show up. The evenings are cooler, and the leaves have just a touch of color. More importantly, football has started so, at least for me, my weekends are spent constantly checking the latest scores.
I have two big events this fall that I hope you can participate in. The information is further down in this newsletter but Carter Varn, a fractional CIO, is joining me for a webinar on September 21. Also, the best networking group in Southwest Ohio has restarted in a new home, and that is on September 22. Scroll down a bit, and you will see registration information for
both. I sincerely hope that you can join me.
I hope that you enjoy my latest newsletter.
CEO and President
New Sales Expert LLC
Drive New Sales In Your Company
4 WAYS TO MAKE THE MOST OF YOUR TRAINING BUDGET
Every company wants its salespeople to be well-trained. After all, better-trained salespeople mean higher quality products and services, which leads to happier customers and increased sales. But with the training costs averaging $1,459
per salesperson, it’s important to ensure that your training budget is being spent in the most effective way possible. Here are four tips for getting the most out of your training budget.
Prioritize Your Training Goals
Invest in eLearning Programs
Use Technology to Your Advantage
Consider External Training Programs
To make sales training more
effective, make sure you emphasize the points with effective role-playing.
You can explore this concept even more by reading the entire article by clicking the button below.
Taking the Sales Agility Assessment is a great starting point for improving your current sales process. Use the unique report to help you implement new procedures to accelerate growth, revenue, and new sales.
Beers & Biz is an excellent opportunity to connect with other business leaders in the Cincinnati area and join
some relevant conversations about today’s business challenges. It is probably the best networking event in Greater Cincinnati.
If you want to meet other B2B professionals and understand how to solve targeted business problems, this is the event to put on your calendars and attend.
There is no cost to the B2B professional networking group featuring topical roundtable discussion groups, open networking, and a featured charity. The group meets on the 4th Thursday of the month. We typically talk about business, have a drink (water, soft drinks, beer, and bourbon, too), and learn from each other. We
stress networking with business-to-business professionals trying to expand revenue and offer great products and services to businesses.
Our next event is September 22 at March First on Kemper Road.
Please register at https://www.eventbrite.com/e/beers-biz-b2b-networking-tickets-244535701867 to reserve your spot and learn about the locations of future meetings.
You are likely starting to think about your annual sales kickoff meeting. It is only about four months from when you are going to set the stage for all of 2023.
Having been in sales or sales management for over 37 years, I have seen at least 30 sales kickoffs, and I have seen the good and the bad.
Here are some of both that I have noticed over the years. If you click the “Continue reading” below, you will see a much long and exhaustive list.
Bring clients in to share why and how they bought. Let your sales team understand what it’s like to be in your customers’ shoes. Have them share their buying journey.
Get the skills part of your training early in the event – tired minds don’t absorb. You don’t have to use this time for product training as it’s the easiest for reps to get a hold of that information. Try focusing on skills development early
in your SKO and then product training.
Not Best Practices:
Don’t try to do too many activities – focus is the key. Focus on tying everything back to the main company goals and objectives for the year.
Don’t have leaders and reps in different sessions. This is the perfect time for each to gain new perspectives and learnings from each other. Being on the same page should be a part
of your theme.
I list more pieces of advice in the article linked to the Continue reading button below.
New Sales Expert LLC helps SMB companies accelerate their revenue growth by helping them setup systems and best practices to bring products to market more effectively and develop new sales.
If the COVID-19 pandemic has greatly affected your company’s sales, you are not alone. As a veteran sales leader, I utilize my expertise to help companies in times of trouble by building the sales systems, processes and accountability you need to create record-breaking growth. If the past has taught me anything, it is that those that develop a plan-ahead strategy will far surpass their competitors once the crisis is over.
My goal is to drive sales growth. I do this with Sales Xceleration’s proven system that focuses on creating record-breaking sales for your company, defined in these 3 steps:
1. Create a Sales Plan 2. Find Your Best Customers 3. Grow Your Sales
My book, Eliminate Your Competition, is available wherever books are sold
Most salespeople lose the deal before they ever get started! It isn’t uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople must beat the preferred
competitor by a significant margin just to be considered equivalent. Don’t you wish that you could be the preferred vendor for all of your opportunities?
Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it
phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory.
You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers, such as
Apple, Amazon, and Barnes & Noble. The
paperback version is also widely available at retailers like Amazon, Barnes & Noble, and Books A Million.
CEO and President
New Sales Expert LLC