Why I see training as the key ingredient to organic growth

Category : Sales Skills

Jun, 2018

By Marguerite Zimmerman

Why I see training as the key ingredient to organic growth

No matter what your organic growth strategy is, having well-trained talent to support that strategy is a key ingredient.
Recently, I read a Harvard Article, How We Made our Sales Training More Effective by Making it Harder by Jeff Winters, it made me chuckle. So many companies view training as simply a box they need to check. It looks good if I give my team some training, or I’m expected to give them training, etc. Consequently, companies typically chose training that is easy for everyone involved.

sales habits, sales practice, sales skills, sales training, training effectiveness

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Jun, 2018

By Marguerite Zimmerman

Continuous Improvement – Protecting Margin

Protecting margin is one of the key aspects of “perform” for a sales force.

Recently we were gaining insight into one of our customer’s sales goals. To do this we explored the current Key Performance Indicators (KPI’s) they used to measure sales success. We then asked them to share how top performers were doing against the KPI’s.

What we heard was not as uncommon as you might think. The senior team shared that they were having challenges around defining their top performers. Why? There are several reasons top performers are mislabeled. In this case, it was one of the most common mistakes.

planning sales calls, sales, sales habits, sales skills, sales training

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May, 2018

By Marguerite Zimmerman

Design Thinking in Sales

Chances are when you see a current client or prospect you build trust and you get right into problem identification
Chances are you start asking questions that help you pinpoint what problems the customer has that you can solve with your product or service And you then present your product or solution when the first opportunity arises in the dialogue
Our research with thousands of Momentium users is that the

sales, sales skills, sales training

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Sep, 2017

By Marguerite Zimmerman

Millennials, Filling the Future Sales Gap

There’s been a shift since 2007 when we first started offering Momentium in Universities and Colleges to develop future sales talent. When we would ask students taking an elective on sales if they were considering a career in sales, only one or two students would raise their hands.

sales skills, sales training

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Jul, 2017

By Marguerite Zimmerman

Marguerite Zimmerman Featured on MCV Communications’ Sales Podcast

Sales is a people-first discipline… …and body language is one of the most important things in any sales interaction. This is because our body language will reveal many things we might not expect. Subconsciously, you could be leveraging your assets or you could be influencing decisions being made about you without even realizing. Those assets…

body language, podcast, sales skills

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Jun, 2017

asking for the close sales contract sign

By Marguerite Zimmerman

The five criteria you need to meet before asking for the close

For most salespeople, the hardest part of the sales process is the close. Attempting to close too early will sabotage the relationship, while waiting too long to close means that your sales manager will be questioning your results. Figuring out when to ask for the close is difficult, and there is a big difference between…

closing, sales, sales habits, sales skills

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Jun, 2017

By Marguerite Zimmerman

Webinar Recording – The Link between Mindfulness Practice and Sales Performance

Jovan Vuksanovich, hosted by Marguerite Zimmerman This is a recording of a webinar that took place on June 7, 2017. In it, we discuss why many sectors of society such as education, government, prisons, the U.S. Army and organizations such as Google and Apple, Proctor & Gamble, General Mills are investing in mindfulness programs, and…

mindfulness, sales, sales habits, webinar

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May, 2017

By Marguerite Zimmerman

Mindfulness in Sales: One Size Doesn’t Fit All

Mindfulness in Sales: One Size Doesn’t Fit All Guest Post by Jovan Vuksanovich Mindfulness these days is being taught in healthcare, psychotherapy, primary and secondary schools, universities, law firms, innovative companies, traditional companies, the military, prisons, and sports teams. Most everywhere. And growing in leaps and bounds, globally. Mindfulness, over the last thirty plus years,…

mindfulness, sales, sales habits, sales skills

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May, 2017

By Marguerite Zimmerman

Sales techniques are best learned through practice

It is often said that experience is the best teacher, and this is true for B2B sales as well. For decades, experts in learning and training have written about how important it is for people to have the opportunity to get hands-on in order to retain knowledge. One of the most well-known pieces of modern…

learning b2b sales, sales practice, sales skills, sales training

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May, 2017

By Marguerite Zimmerman

Why sales training workshops are rarely worth the money

Why sales training workshops are rarely worth the money The sales training workshop (or seminar) is one of the oldest and most well-known development tools in business. In fact, getting together with other salespeople and an expert to go over sticking points and new techniques is almost a rite of passage in many companies. But…

sales, sales skills, sales training, sales workshops, training effectiveness

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Category : Sales Skills

Why I see training as the key ingredient to organic growth

Continuous Improvement – Protecting Margin

Design Thinking in Sales

Millennials, Filling the Future Sales Gap

Marguerite Zimmerman Featured on MCV Communications’ Sales Podcast

The five criteria you need to meet before asking for the close

Webinar Recording – The Link between Mindfulness Practice and Sales Performance

Mindfulness in Sales: One Size Doesn’t Fit All

Sales techniques are best learned through practice

Why sales training workshops are rarely worth the money

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