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    sales enablement

    How to prove the value of sales training in uncertain times

    The training market is a tough market right now. Business is facing unprecedented uncertainty due to the spread of the Coronavirus. Projects are placed on hold and budgets are cut. It can be hard to justify investment, even when we know that our sales team’s performance is more important than ever.

    Why you can't buy sales training and consulting like you used to

    Sales training is important to a high-performing team, and there have never been as many options as there are today. Online training, in-person workshops, blended learning, off-the-shelf, customized, training with consulting, consulting with training.

    Sell to prospects who WILL buy (Instead of those who 'should' buy)

    Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of resource finding different ways to touch the same people as your competition touches – in hopes that you’ll have the right message that catches them at the right time, or just grind them down.

    How to make sales investments add up to more

    Dear Company Leader,

    I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet targets.

    Your sales leaders send people to training, and nothing gets better. They invest in new tools, but the problems remain. You pour tons of investment into strategic consulting and big, fancy new initiatives, only to have them peter out and yield nothing or less than nothing.

    How to harness cognitive bias to win more sales

    “I like the sound of your solution, but I’ve already spent a lot of money with this vendor, so we’re going to keep trying to make it work.”

    “You seem to have built an impressive solution, but we really put a lot into our in-house solution, and even though it’s not working right now, we like it, so we’re going to keep building on it.”

    External Exposure