Insights
Reversing the Trend: When Salespeople Struggle to Apply What They Learn
Despite our best efforts salespeople often fail to apply what they learned during onboarding. Learn how to reverse that trend in this article.
How to Fix Your Closing Problem
Closing requires clarity. Too often, we think we have agreement, only to discover that the right actions have not been taken, or what you thought was an understanding as to how to go forward is very different from the customer’s understanding.
The sales process is a series of agreements crafted with the customer, moving along the path toward contract. And at that critical junction, it’s essential that sales teams have the skills, tools and strategies on hand to keep the sale on course and moving forward as planned. At Global Performance Group (GPG), we call this “Closing for Action.”
Here are 4 tips to help keep your close on track:
The X’s and O’s of Virtual Rapport Building
One of the most often talked about elements of a sales relationship—the generation of rapport, is simultaneously one of the least understood. It’s not that the majority of salespeople lack the ability to build rapport, but rather, that the actual process, the X’s and...
The Guide To Quota Attainment
What is the perfect time management balance between developing your sales team with effective training and meeting customer needs that achieve bottom line results? Achieving this balance is about avoiding the extraneous, reinforcing strengths, identifying skill gaps with each individual team member, getting directly to the root of the problem, and delivering a tailored learning journey that will uplift performance at the right time in the right places.
![Fueling the Sales Addiction – Insights [Transcript]](https://i0.wp.com/globalperformancegroup.com/wp-content/uploads/2021/03/Green-Neon-Sign-Illustrative-Stories-Fiction-Podcast-Cover-1.png?resize=400%2C250&ssl=1)
Fueling the Sales Addiction – Insights [Transcript]
Guest: Hang Black, VP of Revenue Enablement at Juniper Networks Episode 2. Fueling the Sales Addiction Summary: In this episode, Harry Kendlbacher, Chief Executive Officer at Global Performance Group, speaks with Hang Black, VP of Revenue Enablement at Juniper...
No such thing as a fast buck
After hours of brainstorming, R&Ding, planning, thinking and talking, you'd think that at least one person in these huge multi-national corporations would have stood up and challenged the notion of Colgate making meals or Bic making underpants. But this is what...
Talking about our generations
Most corporate leaders are smart, logical people, and many of them are Gen-Xers or Baby Boomers, groups characterized by the need for processes learned in a pre-Internet world, where they needed to physically move from place to place to deal with most tasks. When...
Engage the disengaged
You know what engages and inspires people most? Feeling they’ve done a good job and that their work is valued and valuable. Agreed? But according to a recent Gallup state-of-the-workplace report, only 30% of employees are engaged and inspired at work. 50% are...
Start nurturing innovation
Money plummets into R&D, new product development, leadership development initiatives and employee engagement programs, but for most companies, the desired impact is still elusive. It’s time companies focused less on the money spent, and more on the creativity and...
Challenge the creative
If you were an elementary-school teacher and you shouted at your class, telling them to draw the nicest picture they’ve ever done, how do you think those drawings would turn out? Full of color, imagination and creativity? Or rigid and nervous, penned by children...
Own your virtual sales call before you even get to the pitch
Meetings software has found its own in the post COVID environment. Imagine what business this past year would have been like without video conferencing apps and software—yes, we’re looking at you Skype, Google Meet, Google Hangouts, Starleaf, Kitsi Meet,...
Keep customers happy and keep your customers
Customer retention should be your top priority. Period. And here’s why: Increasing customer retention rates by 5% increases profits by 25% to 95%, and that comes straight out of Harvard Business School.[1] So why spend so much money schmoozing leads and potential...
Increase price and boost business
Increasing prices are a fact of life, and in the race to retain customers, price increases are often the biggest hurdle to overcome. So, how can you prepare your salesforce to have the inevitable price-increase discussion without damaging the relationships your...