Brooks Group

MARCH 6, 2023

There are no one-fits-all solutions for sales training. The best programs are the ones tailored to your organization and sales force. That is where role-specific sales training comes in. For a program to be effective, it must be tailored to the needs of your sales force; otherwise, it can be counterproductive.

Sales Training 52

Sales Training Sales Leadership Profitability 52

Brooks Group

JUNE 26, 2023

More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. A recent study by Accenture found that every dollar spent on training got a $4.53 What is Sales Training?

Sales Training 52

Sales Training Sales Onboarding Profitability 52

Mike Kunkle

OCTOBER 24, 2021

What are the Building Blocks of Sales Enablement? How can you use sales analytics and strategic objectives to prioritize those gaps? The building blocks are a framework that includes a dozen performance levers you can pull to get better sales results. Five Questions That Will Help You Plan for Impact.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Mike Kunkle

MAY 11, 2022

Value creation is your ability to understand what each buyer values and co-create solutions to deliver value and communicate the outcomes of your solution to articulate the value you deliver. Sales Training. Build sales onboarding/ongoing training that supports business objectives. Train managers then reps.

Co-Creation 130

Co-Creation Sales Sales Training Decision-making 130

Mike Kunkle

AUGUST 27, 2019

Sales onboarding for new sales reps and new or promoted sales managers. Ongoing competency development for sales and sales management. Management and leadership development. In others I’ve been responsible for only the sales-specific portions of leader/executive development.

Sales 130

Sales Onboarding Leadership Sales Training 130

SBI

MAY 4, 2021

In order to ensure that sales teams are prepared and to consequently optimize sales performance, sales training and enablement teams must use sales learning analytics and other sales metrics to develop sales representatives. What does the data say about sales representatives’ knowledge?

Sales 59

Sales Sales Analytics Sales Training Onboarding 59

Mike Kunkle

NOVEMBER 30, 2018

Business acumen (grossly under-taught in most sales curricula today). And, how to work more effectively with people whose personality type, working style or communication preference is different than yours (a form of adaptive selling in a multi-threaded deal, that is helpful for enterprise-level B2B complex selling).

Profitability 130

Profitability Publishing Manufacturing Negotiation 130