sales training formats

If three is a crowd, then twenty is an all-out event.  In the beginning stages of structuring a sales team, a new hire will get the chance to work alongside a seasoned rep and soak in the sale process, as well as how to best prospect leads. But when your sales team grows from a…

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Sales managers have arguably the most difficult job in any sales organization, due to the wide variety of responsibilities they have. Indeed, the typical sales manager needs to balance tasks related to customers, tasks related to people within the organization, and tasks related to the business itself. Perhaps the single most important task is assisting…

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An effective sales team is essential to business success, regardless of your industry or the size of your company. But maintaining and growing an effective sales team is one of the biggest challenges for many sales leaders. When everyone’s focusing on today’s numbers, it can be hard to invest in efforts that won’t pay off…

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Most people don’t know the difference between training and coaching and even if they do, they don’t know how to coach. In this episode, Shimon Lazarov, CEO of LiveCoach, talks about the importance of coaching, how people should coach, and why you might want a coach. Links and Resources Mentioned in This Episode: AI System…

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  Sales is changing for some odd reason the education of sales people is staying the same…well mostly. There is one pocket of people doing things different and that is happening at the University of Houston. For years now, Joel Le Bon has been a Professor and one of the Directors of a sales program ranked top…

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Sales Development is the biggest trend in the last decade, and the numbers show it. 25% of inside sales professionals are sales development representatives making up nearly 700,000 in the US. Sales Development is the most misunderstood roles in sales, but that’s about to change.  The Sales Development Summit The Sales Development Summit hosted by…

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Sales organizations are increasingly structured by sales role specialization, including sales development specialists to contact and qualify leads, setting appointments for account executives. Sales development reps have a pivotal role in generating qualified pipeline, thus there is increasing demand for sales development training. We asked sales leaders what they feel are some proven steps for…

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XANT will be hosting the Sales Development Summit in December, a virtual event for sales development training and best practices. The virtual event includes over 30 expert speakers, from sales development reps and managers to sales executives with years in the industry. You can register at www.salesdevelopmentsummit.com and participate for free. We’ll be discussing latest…

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Almost every company does sales training for their staff when they come aboard. But how many companies are doing it right? Most of the time, ‘sales training’ turns into ‘product training’ that goes on for months. The results are mediocre at best, and the attrition rate for sales representatives is incredibly high. On the XANT…

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When I worked for FranklinQuest, I learned about the power of sales training. We offered a seminar called Language of Selling. So, just to see what would happen, we put our sales reps through a full-day seminar of Language of Selling — and sales went up 20%. Their language on the phone was crisp, and…

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