SalesForce Training

SalesForce Training Activity on LinkedIn

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  SalesForce Training The Probe. We like to call this listening time. It's when you sit down with your prospect and ask them about their business pain. Don't tell them what they want. With the right confirmation and discovery questions, they'll be telling you what they need.

  

  The Single Most Important Step of the Sales Process...Bar None! salesforcetraining.com

  The Probe step is probably the single most important step in the selling process and the one that's done the poorest by many salespeople. If the point of selling is to provide a solution to your prospect's problems or to help...

  28 days ago
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  SalesForce Training Selling into existing accounts is tough when there are outstanding issues - and even tougher when you`re in the account and you don`t know about these issues. For you Salesforce.com users out there, it looks like there just might be a solution to this problem.

  

  Sales, Meet Service. You Know, You Really Oughta Get To Know Each... salesforcetraining.com

  Ever walk into an account to pitch an add-on product or discuss a renewal, only to be caught off guard by some outstanding service issue that you weren’t aware of? There are ways around being caught red-faced, like checking...

  1 month ago
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  SalesForce Training There are 3 basic reasons why prospects object to the price of your products and services. Find out what they are and how to handle price objections.

  Overcoming Price Objections salesforcetraining.com

  If you're in sales, overcoming price objections is just something you have to take for granted. But, really, are your prospects really being that unreasonable. Think for a moment of your home and get a mental picture of your...

  1 month ago
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  SalesForce Training 41%. That's the latest benchmark from the CSO Insights Sales Optimization Survey on how much time salespeople actually spend selling, either face to face or by phone. 41%. That's less than half their working hours. So how does a rep make the most of this selling time? Here are 4 time management tips (and few more benchmarks) to help.

  

  Time Management for Salespeople salesforcetraining.com

  Let’s face it. 100% of your time is not spent in sales presentations. The truth of the matter is that there are many different activities that go into making a sale. You have to prospect to keep...

  1 month ago
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  SalesForce Training Showing some patience at the beginning by resisting the urge to pitch products and services right off the bat, and asking questions can help increase your chances of securing the business. Here'r why:

  

  Stop Selling! And Start Consulting. salesforcetraining.com

  SalesForce Training helps sales people understand the difference between simply presenting their products/services and learning how to uncover their prospect's business problems.

  1 month ago
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  SalesForce Training Don't you want everything to shine in your sales pitch? You dress to impress. You know your stuff. You've got supporting presentations and collateral. You engage with your clients. Shouldn't your technology be just as impressive and engaging? Check out our article on the benefits of stepping up to a tablet PC or iPad in your sales presentations.

  

  Sales Pitch – Tablet Style! salesforcetraining.com

  The sales pitch is when you get to sparkle. It’s when you (ideally) dazzle the client with the benefits of your solution, when you demonstrate your understanding of their problems/wants/needs, and when you overcome the final...

  1 month ago
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  SalesForce Training Being a Sales Manager is a hard job. Afterall, can you really control each individual sales rep? The secret isn't in controlling the reps, but rather in leading them. You can't micro-manage their every step, but there are a few things you can check on a consistent basis to ensure optimal sales team performance.

  

  How To Manage Your Salespeople More Effectively salesforcetraining.com

  Most sales managers I know are responsible for bringing sales revenue to their companies and they do this by remote control through salespeople. I say remote control because most sales managers don’t have much direct control...

  1 month ago
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  SalesForce Training Humans tend to resist and fear change. Change brings unknown variable that may affect "survival" - this is an important reason as to why sales reps resist Salesforce.com when it's first implemented. Sure, there are some reps who will never get it, but they should be the minority. For the majority, you need to manage the change and become a change agent. Here's how:

  Is Your Sales Team Slow to Adopt Salesforce.com? salesforcetraining.com

  Is your sales team reluctant to adopt Salesforce? Here’s some ideas. Creating reports and dashboards that reflect opportunity information may help. Sales people are driven by numbers and they want to be on top! Creating a...

  1 month ago
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  SalesForce Training Some people have mastered the art of the interview. They know how to sell themselves pretty well - but can they sell anything else? Don't wait until after they're hired to have this answered, use our Mini Sales Competency Test to evaluate the skills of your potential sales rep before you give them the offer.

  

  Are You Hiring REAL Salespeople? salesforcetraining.com

  Have you ever hired someone who looked good, smelled good, and sounded good, only to later find that the only thing the person could sell was themselves? You’re not alone. Join the club. As a sales manager, one of your...

  1 month ago
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  SalesForce Training Salesforce.com Chatter is like a combination of Facebook status updates and Twitter for your company - but so much more powerful. Notifications on when someone else changes something of importance on your accounts? Done. Need answer to a question quickly and don't want to call 4 people to get it? Done. Salesforce.com Chatter can help you do this and more.

  

  What’s All The Chatter About? salesforcetraining.com

  Has your company implemented Salesforce Chatter? You may be wondering what it is. If you cross Facebook with Twitter, and make it accessible only to people with whom you work, you get Chatter. Basically, you setup a profile,...

  1 month ago

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