Anyone recommend any good sales trainers?

I enjoy the training that Eric Lofholm presents:

www.ericlofholm.com

Dale Carnegie does a good job on sales training

Please contact Victor Antonio at 1-866-478-8307.
He is focus on Sales Training and running his company -- called Sales Influence. www.salesinfluence.com

Please take a look at our web site. 99% of our business is in IT. Our consultative sales methdology is considered the very best.

Take look at our web site. www.ingenuitysalesconsulting.com

Thank you,

Randy Aronis CEO Ingenuity

I've been through several different sales training programs. It sounds like you might have a sales motivation problem, not a sales training problem. You might want to survey your sales folks about why they don't follow up on leads - is there no reward to making successful contacts? Do they not understand how the sales pipeline works? What else are they spending their time on?

Not following up on leads is most likely due to:
1. The quality of the leads is suspect - either when leads were provided before, they were not quality leads, therefore the sales rep deems it's not worth their time...OR
2. If the leads are quality leads, the sales manager needs to hold the rep accountable for not following up. If the sales rep is meeting expectations/quotas and does not 'need' these sales, or does not have time for them, find an in-house or other salesperson to handle them.
Sadly, no amount of sales training can motivate a rep to follow up on leads, if s/he does not see the value in it. If you feel you are leaving money on the table, see if that revenue would support another sales person (this is assuming your existing sales people are meeting their quotas). If they aren't you might not have the right people on the bus!

Erik:
I got certified in a program offered by Integrity Systems a few years ago. I can tell you after 30 years in HR, Training, and consulting I still think it is the best sales training I have encountered and I used to distribute for AchieveGlobal...
The nice thing is you can either get somebody certified or use a certified trainer. My colleague Meri Justis is a certified trainer. You can find her a www.thejustisgroup.com
PS - I used this training in two separate organizations with superior results...
M

Erik:

When you say the training went bust, what does that mean?

Were the results similar to prior experiences (with sales trainers)?

Thanks for sharing.

Robert -

Erik, Like other respondents, I need to know more about what 'went bust' with prior training- especially if you 'do a lot of software sales'. I'm not clear if you mean you sell a lot of software, or if a lot of your business revenue is generated from software sales. If you have a high percentage closing the sales leads that are followed up on- it may not be sales training. It sounds like an accountability and process issue. And there are a couple of ways to deal with it. Fill in the group or reach out to me individually to talk. -Mark@mysaleshero.net

Erik, I would agree with Ken, as Question Based Selling (QBS) has worked for me since 2001 @actuate and in every kind of start-up to enterprise sale I have been involved in as well.

Our teams @cazoomi are now exploring having our sales people use Playboox.com which is a Flex based app and sits on top of our CRM - Marketing software to make it even easier for them to follow a playbook to close specific types of sales.

I love sports and this seems like a perfect way to get back to keeping score again in Sales.

~Clint
@cazoomi

Call Chip Doyle. he's amazing. Trains on the Sandler method.
(925) 984-9114

Erik:

I would recommend Ingenuity Sales http://www.ingenuitysalesconsulting.com - Randy Aronis. I have seen him work with sales teams and do an amazing job and stay with an organization in a coaching role for great results.

However, if you are experiencing an issue of lack of lead follow-up, I would suggest that perhaps you have a bigger challenge and that is lack of a lead management process. Many companies that we engage with are in same place and the issue of no process between sales and marketing poses a lot of issues. A lead management process can help organizations, increase close rates, improve revenue and align marketing and sales.

Carlos Hidalgo
President
The Annuitas Group
www.annuitasgroup.com

Check out EcSELL Institute. www.ecsellinstitute.com They focus on providing professional development resources and educational events specific to sales management.

Their upcoming Sales Leadership and Coaching Strategies Summit will focus on collaborative leadership and accountability coaching. Held Oct 14-15 in Memphis, TN. There is also a preSummit workshop on the six key areas every sales manager must master.
Here is the link to the events page'
http://www.ecsellinstitute.com/fall-summit-2010-home/

I certainly do not want to second guess your evaluation of the situation nor the conclusion that "training" is the problem. Quality training is always a critical factor and will make a difference. However, if the specific issue is not following up on leads and that is the only indication of the issue, then maybe the real issue is something else? Several responses have pointed out the quality of the leads may contribute to the issue, and that is very reasonable conclusion. The only other factor, besides training and quality of the leads, is motivational factors. Sales Performance Improvement Programs, properly implemented and managed, will absolutely get you the desired results with your sales leads! Two companies that I am aware of that have generated excellent results are Excellence in Motivation (EIM) and ATA. Let me know if you want additional contact information. Good luck.

We recently had Josianne Feigon the CEO of TeleSmart in for a few days of inside sales training. She was extremely knowledgable and energetic. The sessions were dynamic and interactive. She does a great job at keeping everyone engaged throughout.

http://www.tele-smart.com/

Erik:

I go with the comment by Mark Herbert! Integrity Selling is the very best for situations similar to yours. I know Meri Justis and would advise you to contact her company; alternatively, we deliver Integrity Selling to our clients also. A lot of money is wasted on so-called sales training, but I also find most of the programs fail to change human behavior; on the other hand, Integrity Selling by Integrity Solutions causes behavior change, making the training stick. Check it out.

I highly recommend Laurie Lynard @ Telemasters Inc. She is fabulous & will customize the training to your needs & industry.
http://www.linkedin.com/in/laurielynard
Good luck!

Hi Erik,

Huthwaite's (creators of SPIN Selling) sales methodologies are based on 12 years of research into what the best sellers do that their average counterparts do not. Call Connie Glass at Huthwaite. 703-467-3800. Tell her I sent you, and best of luck!

I get asked that question all the time. Here is a blog post that addresses the question: http://ow.ly/2nbdD

Yes, best trainer for sales professional is Mike Roth, with Sandler Training. I have been in his program since 1993 and it has helped me tremendousley. He is at 513-646-6523. Tell him that AJ recommended you call. This is his direct phone number. Listen carefully when you talk to him. He will be already training you in the questions he will ask you. AJ 513-226-3468

The very best according to all that have been through all sorts of different training is Ingenuity sales training. Please visit the web site. I think you will find your answer.
www.ingenuitysalesconsulting.com

Thank you!