Lindsay, Author at Sales Advisors of Florida

25Aug 2023 by Lindsay

Sales Training Programs – An Overview: Part 2

Sales Training

In Part 1 of “Sales Training Programs – An Overview,” we delved into the evolving sales landscape and the pivotal role of training programs in fortifying your sales force for increased revenue generation. We took a look at one program, Dale Carnegie Training, great for building core sales skills. Expanding on this information, in Part 2 we are exploring three more distinct, high-impact training programs that hold the potential to arm your salespeople with indispensable skills for driving sales growth. Sandler Sales Training The Sandler Sales Training program emphasizes selling techniques that use persuasive selling to prioritize getting to the deal closure stage using a structured sales process. It provides training on active listening, effective questioning techniques, and creative, but structured, ways to deal with obstacles. Framework and Effectiveness: Follows…

27Jul 2023 by Lindsay

Sales Training Programs – An Overview: Part 1

Sales Tips

By now you know that the sales landscape has undergone significant changes in recent years, driven first by the effects of COVID on normal business transactions and more recently by advancements in technology, changing buyer behavior, and an increased emphasis on customer-centric selling. What has worked in the past may not work well or at all now. Are your salespeople prepared to make the adjustments they need to remain effective in their roles of driving your revenue generation engine forward? Maybe it’s time to refresh their training to equip them with key new skills and techniques they need to be successful. Changes in the Sales Landscape Here are some of the notable changes in how to effectively sell today and the skills required: Shift from Transactional to Relationship-Based Selling: selling…

23Jun 2023 by Lindsay

What Is Sales and What Is Marketing?

Uncategorized

In my experience, it’s not uncommon for small to medium B2B clients to blur the line between sales and marketing. That’s understandable because many of these clients are often adding a traditional sales function to their businesses for the first time and have limited experience with both sales and marketing. They may have hired a salesperson or used a marketing company in the past, but now they are at a stage where they need to build a proactive sales approach that needs to be supported by a marketing strategy. While it is important to have both, and both go hand-in-hand, sales and marketing are two distinct functions that play key roles in driving business growth and generating revenue. So, let’s explore what is sales and what is marketing. What Is…

29May 2023 by Lindsay

Think Like a Buyer: Shifting Perspectives for B2B Success

Sales Tips

After spending the first half of my career in sales and marketing, I went to work for one of my clients in purchasing. I thought it would be interesting to understand the other side of the desk. My experience in both selling and buying gave me a unique perspective in crafting deals that were a win-win for both the buyer and the seller. What I learned should be helpful to you, as well. How to Think Like a Buyer Every buyer is different, yet customers expect an easy buying experience that is tailored to their unique needs. According to Gartner research, 77% of B2B buyers said their last purchase was difficult. So how can you make their decision and the buying process easier? By shifting your perspective to think like…

18Apr 2023 by Lindsay

A Day In The Life of a Fractional Sales Leader

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What is a Fractional Sales Leader? A sales expert who provides hands-on training, sales resources, and strategy to help your business drive sales. If you’ve never worked with a Fractional Leader – financial, HR, sales, etc. – you may not know what to expect. I find it helpful to outline what to expect when working with new clients. The Role of a Fractional Sales Leader When I join a client’s team as their Fractional VP of Sales, I immediately become a part of the leadership team, responsible for developing and executing the sales strategy and holding the sales team accountable for getting the desired results. This includes:Attending leadership meetings.Holding 1:1s with sales team members.Creating and achieving quarterly rocks, or objectives.Creating individual sales plans with each team member.Ensuring there is a…

15Mar 2023 by Lindsay

How You Can Benefit from Our Sales Priority Audit

Sales Tips

There are natural cycles of growth and plateaus that companies experience as they mature and move through the identified stages of business growth, which are start up, growth, maturity, and renewal or decline. Although the plateaus are alarming when they happen, they are a clear signal that the company leadership needs to do something differently to continue to grow.When sales stall during a plateau, it’s often difficult and frustrating to identify what changed and how to fix it. Sometimes, the changes are external, like new competition or disrupting innovation. Sometimes the changes are internal, like ineffective salespeople or a lack of accountability.So, we created the Sales Priority Audit to help companies identify the top 3 actions they need to take to jumpstart their revenues. It’s a quick and easy way…

24Jan 2023 by Lindsay

Thinking About Hiring A Salesperson? It’s Not Easy!

Sales Tips

Salespeople are an important part of any growth-oriented organization. However, to do it right, finding and keeping high performing salespeople always take more work than you think. If you don’t put in this work on the front end – during the hiring process – you will experience the all-too-common revolving door of salespeople. How to Find Top Performers Finding the best salespeople is difficult because often they are already employed. But that doesn’t mean they are unattainable. The most effective strategy for finding top performing sales talent will be to both attract qualified active job seekers in addition to targeting and pursuing passive job seekers who perform well in their current role but may feel they aren’t in a position to look for a new job.Create a winning job description…

05Dec 2022 by Lindsay

Annual Business Reviews with Clients: A Small Business Best Practice

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It’s Annual Business Review Time!Large companies routinely conduct Annual Business Reviews (ABRs) with their top clients at the end of every year and this is a best practice that’s ideal for smaller companies, as well.Why? It’s a great opportunity to say thank you, review what went well with the work you did for your clients, and gain some valuable insight into what your clients are planning for the next year.The goal of this meeting is to re-enforce that you are a dependable supplier, learn how you can directly or indirectly contribute to their success in the upcoming year, and uncover additional ways to partner, which moves you closer to the designation of being a strategic partner instead of just a supplier.Inviting Clients to an ABRAnnual client reviews are just as…

27Oct 2022 by Lindsay

Accountability is the Key to Business Growth | October 2022 Newsletter

Newsletter

October 2022 The Key to Business Growth: Accountability by Kelly Hill, President, Sales Advisors of Florida As a CEO of a small company, you’ve likely experienced growing pains as your company moves from one stage of growth to another. And you’ve probably learned that there are times when your business is growing so much, you and your team are struggling to keep up. When you get to this point, a system of accountability may be just what you need to get everybody on your team aligned with where the company is heading and make clear their roles in the company’s growth plan. Read More Sales Messaging Resources Sales messaging plays a huge role in the success of your business. Your messaging engages potential customers and communicates important information about your company,…

12Oct 2022 by Lindsay

The Key to Business Growth: Accountability

Sales Tips

As a CEO of a small company, you’ve likely experienced growing pains as your company moves from one stage of growth to another. And you’ve probably learned that there are times when your business is growing so much, you and your team are struggling to keep up. When you get to this point, a system of accountability may be just what you need to get everybody on your team aligned with where the company is heading and make clear their roles in the company’s growth plan. Benefits of a System of Accountability A system of accountability is simply a process for running your business that creates clarity and accountability for your leadership team members and the departments they run. There are several options that are suitable for growth-minded companies, including EOS…

Author: Lindsay