Sales Training Archives

28 Aug 2023

Boost your business case with Generative AI

Prashanth G Sales Coaching, Sales Training

[vc_row][vc_column][vc_video link="https://vimeo.com/858636108" align="center"][vc_column_text] Generative AI For Business Team After bursting on the scene late last year, ChatGPT reached its first million users in just five days. Since then, AI has become de rigueur for marketing, sales & HR departments worldwide. Now, if you aren’t using generative AI – or stil...

Succeeding in the hybrid selling environment

Prashanth G Sales Enablement, Sales Training

COVID-19 changed the way business is conducted worldwide. This is relevant to the way the sellers engage the buyers. In the current environment of excessive information and lack of opportunity to meet face-to-face sellers can achieve better results by transitioning to a hybrid form of sales. But hybrid sales don't come natural to many. Be it e-mail writing, social media interactio...

Inside Sales Challenges – Part 1: Lead Generation

Prashanth G Sales Coaching, Sales Management, Sales Prospecting, Sales Training, Uncategorized

Selling is a pretty demanding job with plenty of challenges, no days are the same and nothing is straightforward but if one manages to navigate correctly is very rewarding too. Recent technological advances also help a lot to manage the activity easily and effectively but can also be very confusing and overwhelming at the same time. Inside sales are the type of sales that become ...

6 circumstances that demand sales training intervention

Prashanth G Sales Coaching, Sales Management, Sales Training

Recently, we interviewed a client who is in a business for almost 25 years and their sales are primarily done from the field. The conversation went as follows: Q. When was the last time you took up sales training intervention? A. In our 25 years of working, we have never done training for the sales staff. Q. What prompted you to go for the sales training intervention now? ...

Sales Training and Evaluation: 10 Myth Busters

Prashanth G Sales Enablement, Sales Training

Having a competent sales team is one of the most important aspects of building a great business. But how to build the competency of the sales team? Most companies prefer to put the salespeople on the field and learn by themselves. Depending on the salesperson's ability to win new deals, achieve targets and overall experience determines the competency. This method can work but the cha...

How this single LinkedIn Profile change helps build trust with cold prospects

Prashanth G Sales Coaching, Sales Prospecting, Sales Training

Prospecting is one of the key activities of the B2B Sales professional. Accept or not, in most businesses, prospecting is undergoing major change with the penetration of internet and social media. Any B2B sales person, who has been in the industry will realize the way Buyers are slowing taking control of the sales process and traditional methods of cold calling, sending cold e-mails a...

Listening is the new selling

Prashanth G Sales Coaching, Sales Training

A recently while talking to a consultant friend who is in the operations consulting and asked him, what is he doing towards sales, he said I am not selling anything. I kind of was taken aback and asked what he means by that? He said, I’m reaching out to all my past and current clients, not to sell them but to listen to them. They’re going through a tough time right now and t...

How to be persuasive in selling your ideas

Prashanth G Sales Coaching, Sales Training

There is a lot of emphasis on coming up with innovative ideas and proposals in most organizations. Indeed many come up with good ideas too. But my own experience shows, it is one thing to come up with an idea, and it is altogether a different thing to sell or persuade others to agree to your idea. It is an art and a skill to persuade others to accept our ideas. And if you are a lea...

What buyers seek during sales presentations?

Prashanth G Sales Consulting, Sales Training

What do buyer seek in your sales presentation?

Sales presentations are a very important part of the sales process. A simple definition of the sales presentation is Sales presentation or sales pitch is a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service. But one...

Know your 5 types of enterprise buyers

Prashanth G Sales Coaching, Sales Training

Enterprise selling or B2B buying is complex and requires different tools and nuances than direct selling to consumers. One of the common challenges in enterprise selling is identifying the types of buyers one comes across. Most novice salespeople or even experienced ones do not approach multiple buyers in enterprise selling as differently. This is one of the primary reason why ...

Consultative Selling in B2B sales

Prashanth G Sales Consulting, Sales Training

The word 'Selling' is something many people do not like to associate with. They feel 'Selling' is bad or is being pushy. Now even some salespeople don't find the word selling comfort to them. But irrespective of the word 'Selling' people like or not, everyone is seeking the benefits of selling. Whether someone is keen to convince his manager to develop a new idea, wants to influence t...

Top 9 myths & misconceptions about sales training

Prashanth G Sales Coaching, Sales Training

In today’s time, information is everywhere and everyone seems to have strong and better opinions. Instead of relying on facts, myths and misconceptions many times rule. Now when it comes to sales training or sales effectiveness programs, we hear many misconceptions organizations, sales leaders hold. This is also prevalent among sales professionals but our experience shows many ...

How to build rapport and gain instant trust with buyers

Prashanth G Real Estate Selling, Sales Prospecting, Sales Training 1 Comment

You are working on 2 deals parallel for months, both the prospects are the right fit. But after working for months and giving equal effort to both, only one of the prospect signs the deal with you whereas 2nd prospect decides to go with a competitor solution. What really has happened? What has made the deal work with one prospect whereas another one who matched the same as first didn'...

What differentiates high-performance sales vs. avg. sales organization?

Prashanth G Sales Consulting, Sales Management, Sales Training

Q. What really differentiates a high-performance sales team vs avg. performing sales team? A. Good training that's it, quick answer! OK! As a sales training and coaching firm, you may think that we are just selling the concept of sales training! So don't take our word for granted! Most people believe products, good market access, experienced sales team matters. We definitely...

How to overcome 2 biggest sales challenges

Prashanth G Sales Consulting, Sales Training

We keep meeting many companies and also salespeople. When we ask, what are their biggest challenges, 2 common challenges expressed are pricing and competition. Most buyers are challenging the salespeople on the pricing part and there is always a competitor who is out there who is willing to undercut the price to win the orders. How do sales team can handle this? Firstly ...

Sales Training: The Measure of its Success

Prashanth G Sales Enablement, Sales Training

Sales training is an integral part of the business of any company. But many organizations have doubts about the trainings because they worry about the investments not giving returns. Or the other way it is not knowing ways to measure the success of the sales training in an objective way. However, what begs to be answered is, how do most companies who continue to invest in training...

7 powerful questions to coach your team members

Prashanth G Sales Coaching, Sales Management, Sales Training

Recently one of the participants said, he is having a hard time to get consistent delivery from his team members. No one seems to own responsibility and happy when they meet 70%~80% target. I am not very aggressive like other sales managers and I don't know what to do? I asked have you tried coaching the team members weekly or bi-monthly? He said, I hear a lot about coaching but I am ...

Measuring the success of sales training

Prashanth G Sales Coaching, sales CRM, Sales Enablement, Sales Management, Sales Training

When it comes to sales training initiative, measuring the success of sales training or ROI in terms of business results is not clear. This inhibits many businesses to take up sales training initiatives. Many companies we meet ask this question about sales training. Since I am investing money on this training, how do I clearly measure the impact with respect to business results such as...

Light up your B2B sales success using stories

Prashanth G Sales Coaching, sales CRM, Sales Enablement, Sales Management, Sales Training 1 Comment

What actually results in sales success? This is a difficult question and there is no one answer. Some say sales success is driven by process, structure, whereas others say sales is all about building relations. The answer lies in the combination of these. Sales is as much an art as science. Many of you, would have come across someone who in spite of not having a sales process, produc...