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B2B sales training advice?
The guy that trains our entry-level inside sales team just quit without warning, and we have a new group starting Monday. Where can I find some good B2B sales training tips? I already have all of our company specific material, but haven't lead a core training session in years. What advice do you have? Any websites or books I can check out? Open to all suggestions. Thanks.
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3 Answers
The first question you need to ask yourself is what sales methodology are you using, and why? Once you know what methodology you have implemented, then your next step would be to find a local company that trains in that methodology, tell them your predicament, and they can most likely come in and run your initial sessions, and they can also help you find a sales manager that is proficient in thier methodology to hire.
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If you do not have a defined methodology, then you have a bit bigger problem, in that you should NOT just buy a book, or hire the first vendor that comes along. Not all sales methodologies are equal, and the one that is best for your company is going to be one that is designed to help you target the types of customers you want, as well as the people within the organization that are your buyers.
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B2B sales can mean a lot of different things. One example would be; Are you selling products to mid-level managers with discretionary budgets where sole-sourcing can be done up to a specific budgetary level? If so, that would lead to one type of methodology. Another type of B2B sales would be if you sell professional services around mission critical functions that are decided by C-level executives. These are both B2B, but obviously, everything else is different. There are methodologies that shine for both types of sales, but if you chose the wrong methodology, you would be shooting yourself in the foot.
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If you want, I have a pretty good understanding of the strong suits of many major methodologies, and I am an expert in a couple. If you want, you can contact me via LinkedIn and describe a little of what your offering and target market is, I could at least give you a short list to look at.
Check out the Sales Management Association. Their website probably has resources available and they have networks and forums on Linked In.
Tim - I'd be happy to talk with you about your predicament - I've been conducting sales training for my company and have designed and delivered to over 1000 people in the last 3 1/2 years. I'll help put together modules and concepts with you after I learn a little about your business and your prospects. Email back and we'll arrange a time if your interested.
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