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Videos uploaded by user “Sales Readiness Group”
How to Sell on Value Instead of Price
 
05:25
Selling value is a sophisticated and highly effective selling skill. In this video Norman Behar, CEO and Managing Director at SRG, explains how to sell on value instead of price for better results. FREE WHITE PAPER: If you're looking for more insight on improving sales performance, download a free copy of "Maximizing the Effectiveness of Sales Training". Download now to learn five factors for developing sustainable selling skills http://www.salesreadinessgroup.com/sales-training-white-paper ABOUT SALES READINESS GROUP: Sales Readiness Group (SRG) is an industry leading sales training company that helps sales organizations develop and deliver customized sales and sales management training programs. Visit the SRG WEBSITE: http://bit.ly/SRGhome Follow SRG on TWITTER: http://bit.ly/SRGtwitter Follow SRG on LinkedIn: http://bit.ly/SRGlinkedin
Views: 5215 Sales Readiness Group
A Great Weekly Sales Meeting Agenda | SRG Insights EP 34
 
05:32
On this episode, Kenneth Vogt, owner at Vera Claritas asks: What do you cover in your weekly sales meetings? If you have a weekly meeting with your sales team, what is regularly on the agenda? What is useful to you as a manager? What is useful to your sales people? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Views: 3450 Sales Readiness Group
How to Manage Your Underperforming Sales Team
 
01:50
It is often hard for the sales people to make the transition to sales manager. In this video Marlaina Cape, Senior Director of Client Services at SRG, discusses why teams underperform, and what sales managers can do to improve sales performance. FREE WHITE PAPER: If you're looking for more insight on key sales management abilities, download a free copy of "Developing Great Frontline Managers". Download now to to maximize the potential of your sales team http://www.salesreadinessgroup.com/sales-management-whitepaper ABOUT SALES READINESS GROUP: Sales Readiness Group (SRG) is an industry leading sales training company that helps sales organizations develop and deliver customized sales and sales management training programs. Visit the SRG WEBSITE: http://bit.ly/SRGhome Follow SRG on TWITTER: http://bit.ly/SRGtwitter Follow SRG on LinkedIn: http://bit.ly/SRGlinkedin
Views: 3098 Sales Readiness Group
Sales Metrics to Track Every Month | SRG Insights EP 39
 
06:08
On this episode, we discuss how to select which metrics to track, the importance of using leading vs. lagging indicators to improve sales team performance, and which key sales metrics you should focus on. ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
How to Manage a Remote Sales Team | SRG Insights EP 35
 
07:35
In this episode, our CEO Norman Behar shares best practices for managing a remote sales team. A challenge that sales managers have struggled with for years. Norman discusses the impact technology has had on the sales management function and shares techniques you can use to manage, coach, and lead a remote sales team. ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
How to Have a Great Sales Conversation
 
05:26
The sales conversation has shifted dramatically between buyers and sellers. In this video Norman Behar, CEO and Managing Director at SRG, shares how to have a great sales conversation for better results. FREE WHITE PAPER: If you're looking for more insight on improving sales performance, download a free copy of "Maximizing the Effectiveness of Sales Training". Download now to learn five factors for developing sustainable selling skills http://www.salesreadinessgroup.com/sales-training-white-paper ABOUT SALES READINESS GROUP: Sales Readiness Group (SRG) is an industry leading sales training company that helps sales organizations develop and deliver customized sales and sales management training programs. Visit the SRG WEBSITE: http://bit.ly/SRGhome Follow SRG on TWITTER: http://bit.ly/SRGtwitter Follow SRG on LinkedIn: http://bit.ly/SRGlinkedin
Views: 1829 Sales Readiness Group
What to Do When Your Prospect Goes Silent | SRG Insights EP 09
 
03:40
QUESTION: How do you re-engage a customer, who has given a verbal, that has gone silent? What ways have you re-engaged a client after weeks of radio silence? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Management Tips to Increase Sales Team Productivity | SRG Insights EP 42
 
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Part of managing performance is to have a more productive sales team. In this Q&A video, Norman Behar shares in detail five techniques you can use to increase sales team productivity. ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Key Sales Coaching Questions to Ask | SRG Insights EP 30
 
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On this episode, Kumarasen Govender asks: What questions should I ask during the coaching process? Our Chief Customer Officer Ray Makela shares a three-step approach to creating a sales coaching mindset; and how to use self-discovery questions to help sales reps coach themselves. ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask Order your copy of The High-Impact Sales Manager book http://www.highimpactsalesmanager.com
How to Uncover Your Customer's Compelling Needs
 
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The stalled sale is one of the most frustrating experiences for a sales professional particularly when the sales person feels like the customer has a real need and their solution directly addresses the customer’s need. In this video David Jacoby, Managing Director at SRG, discusses how to uncover customer's compelling needs to create urgency and close the sale. GET EXPERT ADVICE: If you're looking for more insight on improving selling skills, subscribe to the Sales Readiness Blog here http://www.salesreadinessgroup.com/blog ABOUT SALES READINESS GROUP: Sales Readiness Group (SRG) is an industry leading sales training company that helps sales organizations develop and deliver customized sales and sales management training programs. Visit the SRG WEBSITE: http://bit.ly/SRGhome Follow SRG on TWITTER: http://bit.ly/SRGtwitter Follow SRG on LinkedIn: http://bit.ly/SRGlinkedin
Why Sales Coaching is Important to Improve Sales Results
 
05:55
All too often sales managers neglect the importance of developing the one skill that can have the biggest impact on sales. In this video, Norman Behar, CEO and Managing Director at SRG, explains why sales coaching is so important to improve sales results. FREE WHITE PAPER: If you're looking for more insight on sales coaching, download a free copy of "High Impact Sales Coaching", a sales coaching guide for sales managers. Download now to access expert advice on essential sales coaching skills http://www.salesreadinessgroup.com/sales-coaching-guide ABOUT SALES READINESS GROUP: Sales Readiness Group (SRG) is an industry leading sales training company that helps sales organizations develop and deliver customized sales and sales management training programs. Visit the SRG WEBSITE: http://bit.ly/SRGhome Follow SRG on TWITTER: http://bit.ly/SRGtwitter Follow SRG on LinkedIn: http://bit.ly/SRGlinkedin
When Sales Coaching is Most Effective
 
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In this video you'll learn how to determine when sales coaching is the appropriate management action to improve skills. FREE WHITE PAPER: If you're looking for more insight on sales coaching, download a free copy of "Sales Coaching for Improved Performance". A whitepaper on best practices and strategies for developing an effective sales coaching program. Download now to learn how to turn sales managers into great coaches http://www.salesreadinessgroup.com/sales-coaching-whitepaper ABOUT SALES READINESS GROUP: Sales Readiness Group (SRG) is an industry leading sales training company that helps sales organizations develop and deliver customized sales and sales management training programs. Visit the SRG WEBSITE: http://bit.ly/SRGhome Follow SRG on TWITTER: http://bit.ly/SRGtwitter Follow SRG on LinkedIn: http://bit.ly/SRGlinkedin
Becoming Successful at Enterprise Sales | SRG Insights EP 41
 
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In this Q&A video, Ray Makela lays out what it takes to be successful in enterprise sales. The best way to deal with procurement. You’ll also learn how to use a sales model to uncover stakeholders needs, and the impact your solution brings to each of them. ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Following-Up with Lost Sales Opportunities | SRG Insights EP 36
 
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In this episode, Gerardo Dada asks: What is the best way to follow up with a lost opportunity? Ray Makela, Chief Customer Officer at SRG, discusses how to handle these type of conversations, primary objectives to accomplish, and how once following up with a lost opportunity turned into a major contract. ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Managing Underperforming Sales Reps | SRG Insights EP 60
 
04:14
Learn how to determine what actions you should take as a manager to effectively deal with underperforming sales reps. Video script available at https://www.salesreadinessgroup.com/blog/how-to-manage-underperforming-sales-reps ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
The Why Behind Sales Coaching
 
02:37
In this video, you'll learn how to respond to manager's concerns on the why behind sales coaching. Four reasons they typically fail to coach, and what to do about them. FREE WHITE PAPER: If you're looking for more insight on sales coaching, download a free copy of "Sales Coaching for Improved Performance". A whitepaper on best practices and strategies for developing an effective sales coaching program. Download now to learn how to turn sales managers into great coaches http://www.salesreadinessgroup.com/sales-coaching-whitepaper ABOUT SALES READINESS GROUP: Sales Readiness Group (SRG) is an industry leading sales training company that helps sales organizations develop and deliver customized sales and sales management training programs. Visit the SRG WEBSITE: http://bit.ly/SRGhome Follow SRG on TWITTER: http://bit.ly/SRGtwitter Follow SRG on LinkedIn: http://bit.ly/SRGlinkedin
Prevent Prospects Going Silent After Proposal | SRG Insights EP 48
 
06:14
On this episode: "How do you prevent a prospect going silent after sending a proposal?" ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
How Many Sales Pipeline Stages Do I Need? | SRG Insights EP 19
 
04:49
QUESTION: How many sales pipeline stages do you recommend in a CRM system and does the maturity of the business come into play? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask Order your copy of The High-Impact Sales Manager book http://www.highimpactsalesmanager.com
Best Practices for Developing Sales Managers
 
16:26
Developing Great Sales Managers focuses on four critical management skills to drive better sales performance. • Hiring stars • Managing sales performance • Ongoing coaching • Leadership and motivation Research has consistently demonstrated that great sales managers have a significant impact on overall sales performance. Unfortunately, most frontline sales managers are promoted from the within and have little, if any, management experience. So how can you ensure that your sales organization consistently develops high performing sales managers who produce results? Learn how to: • Transition your star sales reps into great sales managers • Identify unique challenges facing sales managers • Recognize key sales management skills and behaviors • Develop four critical management abilities to improve sales performance
How to Effectively Manage Sales Performance
 
05:32
Sales managers live in a results-based world but their ability to achieve those results is driven by managing behaviors. In this video Norman Behar, CEO and Managing Director at SRG, talks about how to effectively manage sales performance to get sales teams to consistently generate great results. FREE WHITE PAPER: If you're looking for more insight on key sales management abilities, download a free copy of "Developing Great Frontline Managers". Download now to to maximize the potential of your sales team. http://www.salesreadinessgroup.com/sales-management-whitepaper ABOUT SALES READINESS GROUP: Sales Readiness Group (SRG) is an industry leading sales training company that helps sales organizations develop and deliver customized sales and sales management training programs. Visit the SRG WEBSITE: http://bit.ly/SRGhome Follow SRG on TWITTER: http://bit.ly/SRGtwitter Follow SRG on LinkedIn: http://bit.ly/SRGlinkedin
How to Avoid Wasting Time with Unqualified Leads | SRG Insights EP 03
 
02:43
QUESTION: What are some successful methods to flush out prospects who literally 'pretend' they are interested in my offer? I seem to run up against time wasters way too often. Specifically, I mean candidates who have absolutely no intention of buying and yet 'pretend' they are interested. I hate wasting my time or others so I find it baffling when prospects have little or no respect for my time. What is the best way to flush these time wasters out without alienating legitimately qualified prospects? The verbal request for a proposal has become one of my red flags for this. At the same time, there are some who actually need to see a proposal before they can buy. ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Role of Management in Sales Training  | SRG Insights EP 01
 
03:01
QUESTION: To what extent should a sales manager be involved in delivering/executing the training themselves? Is their primary role reinforcement and coaching, or should they be doubling as a trainer? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Accountability to the Sales Process | SRG Insights EP 11
 
03:47
QUESTION: How do you hold the sales team accountable for executing your sales process? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Getting Past the Gatekeeper | SRG Insights EP 23
 
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QUESTION: On this episode, CEO of ioFunnel Ankur asks: Often after dropping an email or LinkedIn message we try to follow up with a decision maker by phone. In most cases, we are greeted by a gatekeeper who politely asks us to drop the decision maker an email—we rarely get a response. How would you suggest getting past the gatekeeper to talk to the decision maker? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Sales Contests & Incentives Best Practices | SRG Insights EP 05
 
02:43
QUESTION: What do you think about sales competitions as an incentive technique to motivate your sales force? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Measuring the Impact of Sales Training | SRG Insights EP 08
 
03:36
QUESTION: What's the best way to measure the effectiveness of a sales training program? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
How to Develop Great Frontline Sales Managers
 
05:45
It is often hard for the sales people to make the transition to sales manager. In this video Norman Behar, CEO and Managing Director at SRG, shares how to develop great frontline sales managers for better results. FREE WHITE PAPER: If you're looking for more insight on key sales management abilities, download a free copy of "Developing Great Frontline Managers". Download now to to maximize the potential of your sales team http://www.salesreadinessgroup.com/sales-management-whitepaper ABOUT SALES READINESS GROUP: Sales Readiness Group (SRG) is an industry leading sales training company that helps sales organizations develop and deliver customized sales and sales management training programs. Visit the SRG WEBSITE: http://bit.ly/SRGhome Follow SRG on TWITTER: http://bit.ly/SRGtwitter Follow SRG on LinkedIn: http://bit.ly/SRGlinkedin
Pipeline Management vs. Forecasting | SRG Insights EP 44
 
05:02
Although pipeline management and forecasting are closely related, they're not the same. In this Q&A, we explain the difference and best practices you can use to make the most of each. ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
How to Find a Great Sales Manager | SRG Insights EP 38
 
06:38
On this episode, Kim Rody asks: How do you find a great sales manager? In this video, we discuss key considerations before hiring a sales manager. Then we also go over important sales management skills to look for to find the best person for the job. ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Measuring Sales Coaching Effectiveness | SRG Insights EP 27
 
06:49
On this episode, our CEO Norman Behar discusses tools and processes to measure the sales coaching effectiveness of sales managers, two types of sales coaching, a five-step coaching model, and five key questions to ask during opportunity coaching. ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask Order your copy of The High-Impact Sales Manager book http://www.highimpactsalesmanager.com
Managing Conflict Within Your Sales Team | SRG Insights EP 14
 
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QUESTION: Renan DeBarros asks: How do you deal with office conflicts? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask Order your copy of The High-Impact Sales Manager book http://www.highimpactsalesmanager.com
Best Question to Ask on a First Sales Meeting | SRG Insights EP 52
 
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On this episode: "What are some of the key considerations for a successful sales training partnership?" Read enhanced episode script here: https://www.salesreadinessgroup.com/blog/best-question-to-ask-on-a-first-sales-meeting ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Selling to Procurement | SRG Insights EP 31
 
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In this Q&A, Ray Makela, Chief Customer Officer at Sales Readiness Group, shares four critical steps to close a deal faster when dealing with procurement. ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes.
Setting Prospecting Goals | SRG Insights EP 46
 
02:34
In this episode, Norman Behar walks through the math of how much prospecting you need to do to reach your sales goals. ABOUT SRG Insights: A Q&A video series where we answer your questions and share tips on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
New Sales Manager: My Boss Won't Let Me Do My Job! | SRG Insights EP 21
 
03:36
QUESTION: I am a new manager with a successful sales background. My manager often gives me good advice on how to get my team to respect me. Lately, I've noticed my manager is stepping in in situations that I should be handling and not let me take control. How do I approach this conversation? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask Order a copy of The High-Impact Sales Manager book http://www.highimpactsalesmanager.com
Mindset of a Top Performing Sales Pro | SRG Insights EP 54
 
05:14
On this episode: "What makes up the mindset of a top performing sales professional?" Read enhanced episode script here: https://www.salesreadinessgroup.com/blog/mindset-of-a-top-performing-sales-professional ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
How to Deal with Competitors who Lie | SRG Insights EP 49
 
05:03
On this episode: "What do you do when your competitor flat out lies? I'm not talking about a rogue salesperson making up fibs. I mean when their company market materials contain figures that are significantly inflated or entirely fabricated?" ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
When a Prospect Asks for a Discount | SRG Insights EP 33
 
04:53
On this episode, we discuss how to respond when a prospect asks for a discount. Our Chief Customer Officer Ray Makela takes a deeper look about why the prospect may request a discount in the first place, and key questions to consider to help you sell on value instead of price. ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
The "It's Too Expensive" Objection | SRG Insights EP 56
 
04:22
On this episode: "What's the best response to "It's too expensive'?" I often struggle with price objections when the customer says, "My price is too high." Is there a best response to this objection? What do you recommend? Read enhanced episode script here: https://www.salesreadinessgroup.com/blog/how-to-overcome-a-price-objection ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Problem with "Pushing" to Close the Sale | SRG Insights EP 25
 
04:47
QUESTION: Should a salesperson ever push to close the sale? I know many people say a salesperson should push to close the sale. I'm one of those people who, if you push me, you will almost certainly lose—I may buy eventually, just probably not from you. This is partly one reason why I hated salespeople for so long, even though, in reality, I was one too—I just never saw it that way! ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Coaching Your Team to Better Qualify Sales Opportunities | SRG Insights EP 15
 
08:47
QUESTION: Founder of Membrain.com George Brontén asks: "How do you help your sales team qualify (or disqualify) opportunities?” ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask Order your copy of The High-Impact Sales Manager book http://www.highimpactsalesmanager.com
Criteria for Sales Training Success SRG Insights EP 13
 
06:01
QUESTION: What are the criteria for sales training success? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
The Current State and Future of Sales Training 2019
 
01:02:01
Sales organizations spent $2.54 billion on sales training in 2017, up nearly $1 billion since 2010. Despite their best intentions, most companies fail to achieve a return on their investment. So how can you ensure that your investment in sales training is producing excellent results? In this webinar recording Ray Makela, CEO at the Sales Readiness Group, and Chris Pirie CEO at the Learning Futures Group discuss the current and future state of sales training. Watch to dive into some thought-provoking questions including: ✔ How is Sales changing? ✔ Is traditional Sales Training still relevant? ✔ What are common sales training mistakes to avoid? ✔ How are top companies using learning technology to drive sales growth? To download the sales training report infographic featured in this webinar click here https://www.salesreadinessgroup.com/sales-training-research-report-infographic
Prospect Is Not Ready to Buy | SRG Insights EP 18
 
04:58
QUESTION: A prospect that has told you they’re interested in your product but not for a few months or quarters down the road; and they won't take an intro or first discovery call now. What are some best practices in checking-in with the prospect to stay top of mind? Would that be a casual "hope all is well" email? Or case studies that are relevant to the industry? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Motivating Your Sales Team to Win | SRG Insights EP 16
 
04:29
QUESTION: Morgan Pierce, Senior Director of Product Marketing at Altify asks: How do you motivate your team to win? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask Order your copy of The High-Impact Sales Manager book http://www.highimpactsalesmanager.com
Should You Discuss Price Prematurely? | SRG Insights EP 26
 
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QUESTION: Recently we had a customer call us and tell us that they really like our solution, but they are about to sign with a competitor. Since we were not properly engaged, we did not give them the pricing and they closed the contract with a competitor. What would you have done? We often talk to developers who ask us about pricing for our solution when they don't even have the budget for sponsoring a lunch. How should we handle prospects who want to discuss price prematurely? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
How to Create a World Class Sales Organization | SRG Insights EP 10
 
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QUESTION: How do you create a world class sales organization? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
How to Hire the Right Salespeople | SRG Insights EP 12
 
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QUESTION: In one of my past jobs we churned through sales people. There was always a reason they didn't work. I believe they just weren't hiring the right people. My question is, do you hire salespeople or do you hire skill sets? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask
Who's Responsible for the Sales Forecast | SRG Insights EP 32
 
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On this episode, Mel Harding, VP of Product Marketing at Occulus, Inc. asks: Who's ultimately responsible for the sales forecast, the sales rep or the sales manager? ABOUT SRG Insights: A Q&A video series where we answer your questions on the topics of sales, sales management, sales coaching, and sales training. Featuring sales experts with over 25 years of sales and sales management experience. Follow us on LinkedIn http://bit.ly/SRGlinkedin to be the first to watch new episodes. Get your question featured on SRG Insights. Submit your question at http://www.salesreadinessgroup.com/ask Order your copy of The High-Impact Sales Manager book http://www.highimpactsalesmanager.com