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by Eric Morse October 3, 2018

Sales Enablement: Certification, the Missing Element in Sales Training

As we all know and probably experienced in our career, there is a lot of sales training programs out there in the market place. We typically sit in a room for hours or sometimes days listening to an instructor tell you how to close more deals or improve a certain skillset. . 

One of my early experiences was with a company called Lanier. At the time we were selling a new concept for the B2B marketplace. The training was rigorous, why. They demanded that each of us trainees, could do an effective cold call, effective 1st meeting, effective discovery meeting, demo, solution presentation and close. It was "intense" to say the least. But it worked and I was very successful because of that rigor of sales certification that I implemented into my daily work life. 

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by Liz Stone January 5, 2017

Don't Let the Definition of Sales Insanity Describe You

 “The definition of insanity is doing the same thing and expecting different results” is a colloquial quote you’ve likely heard many times throughout your sales career as a motivational statement or theme for a sales meeting. As played out as it may be, there’s a reason why it’s used so often – it’s true, and 100 times amplified when it comes to sales.

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by Liz Stone December 8, 2016

Do I Need a Sales Trainer or a Sales Consultant?: Blog 2 of 2

This is a continuation of our blog series differentiating sales training and sales consulting. With so many options out there, and an often fuzzy demarcation between the two, these blogs are aimed to help sales leadership get a better understanding of the pros and cons of each to help them select the service that best fits their needs.

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by Liz Stone December 2, 2016

Do I Need a Sales Trainer or a Sales Consultant?: Blog 1 of 2

Type in “help for my sales team”, “sales team training”, “building a sales team”, “sales organization support”, or any other sales-support-related keywords or phrase into Google, and you’ll be bombarded with information. You'll find blogs containing “5 top tips” or “10 unique ideas” for improving efficiency and sales rep performance, articles from top business publications like Forbes and Business Insider, and websites from sales trainers and sales consultancies alike, guaranteeing “proven solutions” and “award winning approaches” to fast-track your team.

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