Get the Best Sales Kickoff Speakers: Top Tips

Sales kickoff Speaker - Top Question from Google

What to look for in a Sales Kickoff Speaker

Here’s the short answer:

What to Look for in a Sales Kickoff Speaker:

– Industry Expertise: Choose a speaker who understands your industry’s challenges and opportunities.
– Customization: Ensure they can tailor their presentation to your team’s unique needs.
– Real-World Experience: Opt for someone with current, hands-on sales experience.
– Engaging Presentation: Look for speakers who offer interactive elements and practical takeaways.
– Post-Event Support: Select a speaker willing to assist with strategy implementation after the event.

Hiring the right sales kickoff speaker can transform your event, motivating your sales team and driving performance. Ensure they provide customized content relevant to all team members, not just the top performers, to maximize your sales success.

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1. Top Qualities to Look for in Sales Kickoff Speakers

When you’re planning a sales kick off event or sales conference, selecting the right sales speaker is crucial to ensuring the success of the event and motivating your sales team. A great sales kickoff speaker will inspire, educate, and energize sales teams, setting a positive tone for the year ahead. Here are some top qualities to look for in a sales kick off speaker:

Expertise

One of the most important qualities in a motivational speaker for a sales conference is sales expertise. A sales speaker who understand the specific challenges and opportunities within your industry can provide more relevant and actionable insights. With a keynote speaker from Klozers you get real word salespeople, ensuring they can connect with sales teams on a deeper level. Their familiarity with industry trends and best practices enables them to offer practical advice that your team can immediately apply. Each has had a successful career and want to support business professionals with personal development and sales leaders with business growth.

Customization

A one-size-fits-all approach rarely works at sales conferences and corporate events. Effective keynote speakers should be able to customize their presentations to address the unique needs and goals of your organization. At Klozers, we take the time to learn about your company, its culture, and its specific sales challenges and any relevant business trends. This customization ensures that the content is relevant and impactful, providing practical strategies that resonate with your sales team.

Real-World Experience

Real-world experience is another critical quality to look for. The best sales speaker will have a proven track record in sales and understand the realities of selling in today’s market. Klozers’ speakers bring their hands-on experience to the table, sharing personal stories and examples that make their advice more relatable and credible. This practical knowledge helps bridge the gap between theory and practice, giving your team insights they can trust and implement.

Engaging and Motivational

The ability to engage and motivate an audience is essential for any keynote speaker, but it’s especially important for sales kickoffs. You want a sales kick off speaker who can captivate your team’s attention and inspire them to achieve their goals. Our top sales keynote speakers are skilled storytellers and dynamic presenters who know how to keep an audience engaged. They use a mix of humor, storytelling, and interactive elements to create a memorable and motivating experience.

Practical Takeaways

Finally, a great sales keynote speaker provides practical takeaways that sales teams can implement immediately. Whether it’s new sales techniques, strategies for overcoming objections, or methods for building stronger customer relationships, the content should be actionable. A kick off speaker from Klozers focus on delivering tangible value, equipping sales teams with the tools and knowledge they need to succeed.

2. The Role of Sales Kickoff Speakers in Boosting Team Morale & Performance

Sales kickoff events are crucial for setting the tone and direction for the year ahead. A pivotal element of these events is the sales kickoff speaker, whose role extends far beyond delivering motivational speeches. Skilled motivational speakers can significantly enhance team morale and performance, driving your sales professionals towards greater success. Here’s how:

Motivating and Inspiring the Team

The primary role of a motivational speaker is to motivate and inspire the sales team. A well-chosen and inspiring speaker can ignite a sense of enthusiasm and commitment among team members. They use compelling stories, relatable experiences, and powerful messages to resonate with the audience, helping them see the value in their work and inspiring them to strive for excellence. By sharing success stories and practical strategies, these keynote speakers can help sales professionals visualize their own success, fostering a positive and proactive mindset.

Building Team Cohesion

Sales kickoff events are an opportunity to bring the team together and build a sense of unity. Effective speakers play a crucial role in fostering team cohesion by encouraging collaboration and camaraderie at sales conferences. They often incorporate team-building exercises and interactive elements into their presentations, which can help break down barriers and create a more collaborative environment. When team members feel connected and supported, they are more likely to work together effectively, leading to improved overall performance.

Providing Practical Insights and Strategies

While motivation is essential, practical insights and strategies are equally important. Speakers are not just motivational figures; they are also experts in their field with a wealth of real-world experience and corporate success. They provide actionable advice and practical techniques that salespeople can apply in their daily activities. This combination of inspiration and practical guidance ensures that the team is not only motivated but also equipped with the tools they need to succeed.

Enhancing Skills and Knowledge

A sales kickoff speaker can also serve as an educator, enhancing the skills and knowledge of the sales team. Through their presentations, they offer new perspectives on sales techniques, market trends, and customer engagement strategies. By introducing innovative approaches and best practices, they help the team stay ahead of the curve and continuously improve their performance. This focus on learning and development ensures that the team remains competitive and capable of meeting the evolving demands of the market.

Reinforcing Company Goals and Values

A successful sales kickoff speaker aligns their message with the company’s goals and values. By reinforcing these during their presentation, they help ensure that all team members are on the same page and working towards common objectives. This alignment is crucial for maintaining a cohesive and focused sales strategy. Our keynote speakers are adept at weaving the company’s mission, corporate culture and vision into their talks, creating a sense of purpose and direction for the team.

The role of a top sales kickoff speakers in boosting team morale at a sales conference cannot be overstated. They motivate, inspire, and educate, creating a positive and dynamic environment that drives the team towards success. Your sales kickoff event should be impactful and productive, setting your team up for a successful year. The speakers expertise, real-world experience, and ability to connect with the audience make them invaluable assets in your bid to improve sales performance.

3. Budgeting for Sales Kickoff Speakers

Organizing a sales kickoff event or annual sales meeting is a significant investment that can yield substantial returns in terms of team motivation, alignment, and performance. One of the critical components of this investment is the budget allocated for the sales keynote speaker. A top sales kickoff speaker can make a profound impact on your team, but finding the right balance between quality and cost can be challenging. Here are some ideas to help you budget effectively for sales kickoff speakers, ensuring you get the best value for your investment.

Understand Your Budget Constraints

The first step in budgeting for a sales kickoff speaker is to understand your overall budget for the event. This includes not only the speaker’s fee but also related expenses such as travel, accommodation, and any special requirements they might have. By having a clear picture of your financial constraints, you can make informed decisions and avoid overspending. It’s important to prioritize the speaker in your budget, as their impact on the event’s success is substantial.

Determine Your Objectives

Before you start looking for the perfect speaker, define what you hope to achieve with your sales kickoff event. Are you looking to inspire your team, provide specific sales training, or introduce new company strategies? Having clear objectives will help you choose a speaker whose expertise and style align with your goals. Klozers, offers a range of speakers with diverse backgrounds and specialties, such as sales expert or corporate leaders, ensuring you can find someone who meets your specific needs.

Research Speaker Fees

Fees for a sales speaker can vary widely based on their experience, reputation, and demand. It’s essential to research and compare fees from different speakers to get a sense of the market rates. While the best sales speakers might charge premium fees, there are often excellent speakers available at more reasonable rates who can deliver tremendous value. Klozers provides detailed information about their speakers, including their fees, making it easier to compare and make an informed choice.

Consider Additional Costs

When budgeting for a sales kickoff speaker, don’t forget to account for additional costs beyond their speaking fee. This can include travel expenses, accommodation, and any special equipment they might require. A sales kickoff speaker may also charge extra for extended engagements or customized content. By considering these additional costs upfront, you can avoid surprises and ensure your budget is comprehensive.

Explore Sponsorship Opportunities

To offset some of the costs, consider exploring sponsorship opportunities. Partnering with industry sponsors or vendors can provide additional funding for your event. In return, sponsors can gain exposure to your sales team and potentially benefit from the networking opportunities the event provides. This can be a win-win situation, reducing your costs while adding value to the event.

Negotiate Wisely

Don’t be afraid to negotiate with a potential sales speaker. Even the best sales speakers are willing to adjust their fees based on the nature of the event, the size of the audience, and other factors. Be transparent about your budget and discuss ways to work within it.

Plan Early

Booking your keynote speaker well in advance can often result in cost savings. Our own speakers’ schedules fill up quickly in the first quarter, and last-minute bookings can be more expensive. By planning your annual sales meeting early, you also have more time to compare options, negotiate fees, and secure the best speaker for your event. Early planning demonstrates professionalism and respect for the speaker’s time, which can positively influence their willingness to work within your budget.

Effective budgeting for a sales kickoff speaker involves understanding your financial constraints, defining clear objectives, researching and comparing fees, considering additional costs, exploring sponsorship opportunities, negotiating wisely, and planning early. By following these tips and tricks, you can ensure that you get the best value for your investment, making your sales kickoff event a resounding success. Klozers offers a range of experienced and impactful speakers who can meet your needs and help you achieve your event goals.

4. Leveraging Sales Kickoff Events for Effective Training in Breakout Sessions

Sales kick off events are pivotal for aligning teams, setting goals, and boosting morale. Beyond the motivational speeches and keynote addresses, these events provide an excellent opportunity for delivering focused training through breakout sessions. By incorporating targeted training aligned with your sales kickoff theme into your event, you can address specific skills gaps, introduce new strategies, and ensure that every team member is equipped to contribute to the organization’s success. Here’s how you can effectively use breakout sessions to deliver impactful training at your sales kick off event.

Customizing Training Content

One of the primary benefits of breakout sessions is the ability to customize training content to meet the diverse needs of your sales team. Unlike general sessions, breakout sessions can be tailored to address specific topics relevant to different groups within your sales force. For instance, new hires might benefit from foundational sales training, while veteran salespeople could focus on advanced negotiation techniques or emerging market trends. Klozers’ speakers and trainers excel at customizing content to ensure it is relevant and impactful for each subgroup, maximizing the effectiveness of the training.

Facilitating Interactive Learning

Breakout sessions are ideal for fostering interactive learning environments. These smaller, more focused sessions allow for greater interaction between the trainer and participants, encouraging questions, discussions, and hands-on practice. Interactive learning is particularly effective in retaining information and developing practical skills. Klozers’ sales speakers use a variety of interactive techniques, such as role-playing exercises, group discussions, and real-world case studies, to engage participants and reinforce learning.

Addressing Specific Challenges

Every sales team faces unique challenges that can hinder performance. Breakout sessions provide a platform to address these specific issues in a targeted manner. Whether it’s overcoming common objections, mastering new sales technologies, or refining customer engagement strategies, these sessions can be tailored to tackle the particular pain points of your team. By working with Klozers, our sales speakers ensure that the content of each breakout session is designed to address the most pressing challenges your salespeople face, providing them with actionable solutions and sales strategies.

Encouraging Collaboration and Team Building

Breakout sessions not only provide training but also foster collaboration and team building. These sessions often require participants to work together on exercises and projects, promoting teamwork and communication. This collaborative approach helps build stronger relationships within sales teams, which can translate to better cooperation and performance in the field. Klozers’ facilitators are adept at creating collaborative environments that encourage team members to share ideas, learn from each other, and build a sense of camaraderie.

Measuring Training Effectiveness

To ensure that the training delivered in breakout sessions is effective, it’s important to measure its impact. This can be done through pre- and post-session assessments, feedback surveys, and monitoring key performance indicators (KPIs) related to the training objectives. Klozers provides tools and strategies to help you measure the effectiveness of your breakout sessions, ensuring that the training is not only engaging but also translates to improved performance in the real world.

Summary

Incorporating breakout sessions into your sales kick off event is a powerful way to deliver focused, effective training that addresses the specific needs of sales teams. By customizing content, facilitating interactive learning, addressing specific challenges, encouraging collaboration, and measuring effectiveness, you can ensure that your sales team is well-equipped to achieve their goals. Klozers’ experienced trainers and top sales kick off sales speakers can help you design and deliver breakout sessions that make a significant impact, driving your team towards greater success.

Expert Sales Kickoff Speakers

Claire Sertori

Introducing Claire Sertori, a dynamic speaker with over 15 years of sales and leadership experience. As Head of Country – Australia at Klozers, Claire has a passion for empowering business leaders with innovative sales strategies and techniques. Her expertise in building and scaling sales teams, coupled with her vibrant energy, makes her a standout among motivational speakers. Claire inspires audiences and provides actionable insights, making her the perfect choice for your next event.

Bart Patrick

Introducing Bart Patrick, a distinguished leadership speaker and expert with over 25 years of sales experience. As Head of Country UK at Klozers, Bart excels in transforming sales processes and leading high-performance teams. His strategic insight and motivational approach have made him one of the most sought-after motivational speakers in the industry. Bart's sessions are filled with actionable strategies and positive energy. Book Bart Patrick for your next event to experience the transformative power of a true leadership expert.

Paul Mills

Introducing Paul Mills, an inspiring keynote speaker who infuses self-belief and self-motivation into every presentation. With over 30 years of sales experience, Paul has a proven track record in driving business growth across various sectors. His dynamic approach and positive energy have empowered countless professionals to achieve their goals. As a senior partner at Klozers, Paul excels in transforming sales teams through his innovative strategies and motivational coaching. His passion for business growth and dedication to fostering self-belief make him a sought-after speaker for any sales kickoff event.

Rosa Yupari

Introducing Rosa Yupari, a Sales Guru renowned for her ability to blend cutting-edge artificial intelligence with proven sales strategies. With over 20 years of experience, Rosa offers valuable insights and inspires growth mindsets among business leaders. As one of the most motivational speakers in the industry, she focuses on enhancing customer experience and driving sales performance. Book Rosa for your next event to experience her dynamic approach and transformative impact on sales teams.

Iain Swanston

Introducing Iain Swanston, a top sales keynote speaker renowned for his actionable strategies and positive energy. With over 30 years of frontline sales and marketing experience, including international roles, Iain has a unique perspective on driving business success. As CEO of Klozers, he has consulted with industry giants like Microsoft, inspiring audiences and business leaders with his insights on customer experience. Iain is one of the most influential figures in the sales domain, known for his ability to engage and inspire audiences with practical, real-world advice.

“A fantastic learning experience”

Amanda – Account Manager

Coaching for Entrepreneurs | Don’t Hire a Busines Coach!

by Iain Swanston

Coaching for Entrepreneurs - Top Question from Google

What is Coaching for Entrepreneurs?

What is Coaching for Entrepreneurs? Here’s the short answer:

Entrepreneur coaching is a specialized form of professional coaching designed to help business owners, startup founders, and aspiring entrepreneurs navigate the unique challenges of building and growing their businesses. Unlike traditional business consulting, which often focuses on providing specific solutions to business problems, entrepreneur coaching emphasizes personal and professional development, empowering individuals to harness their full potential and drive their businesses forward.

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1. Why you Should NOT Hire a Business Coach

In 2019 I came away from a meeting with a client who I had been coaching and realised I was a HYPOCRITE.

I had spent an hour coaching a business owner on how to grow their business and realised I never did any of the things I was advocating for my own business.

I had started my business in 2014 and earned a comfortable living as a one person business and that was the problem – I was comfortable, too comfortable. I had ran a bigger business with employees, multiple stakeholders and all the problems that entailed, but my new training and coaching business was just me, and it was very comfortable.

You cannot grow a business if you are stuck in your comfort zone.

You have to get uncomfortable.

You have to take risks.

You have to be prepared to fall flat on your face and fail.

How could I possibly advise Business Owners to step out there comfort zone when I didn’t?

From that day forward I decided not only that I would grow and scale my own business, but I would only train and coach people on the exact systems we used to grow our own business here at Klozers.

People love authenticity and when you are 100% real and authentic it shows.

Your business coach will tell you about how Tiger Woods coach was never a great golfer. Would you go to the gym and hire a coach who was overweight? How can a business a coach genuinley relate to you if they are not even trying to grow their own business?

I personally would rather hire a business coach who had failed trying, than one who had never tried to grow and scale their own business.

2. Do You Even Need a Business Coach?

Many entrepreneurs contemplate hiring a business coach only when their business hits a road block. While this reactive approach can work, waiting until problems escalate can limit the potential results. In most struggling businesses, the root of the problem often lies in sales-related issues such as ineffective sales strategies, scaling challenges, or hiring great salespeople. Therefore, hiring a coach with a background in sales can be a game-changer, providing you with the foundation needed to address and solve broader business challenges.

The Sales-First Approach to Business Coaching

Sales are the lifeblood of any successful business. Without a steady stream of revenue, it’s nearly impossible to sustain operations, invest in growth, or address other critical business functions. A coach with a sales background brings a unique set of skills and insights that can help entrepreneurs transform their sales processes, ultimately leading to overall business improvement. Here’s why a sales-focused coach is essential:

1. Expertise in Sales Strategy Development
– Crafting an effective sales strategy is crucial for business success. Business coaches with sales expertise can help entrepreneurs identify target markets, refine value propositions, and create actionable sales plans. At Klozers, our coaching programs emphasize strategic sales planning to align with business goals and drive consistent revenue growth.

2. Scaling Sales Operations
– Scaling a business requires a scalable sales process. A sales-focused business coach can provide guidance on building and managing a sales team, implementing sales technologies, and developing repeatable sales processes. This ensures that as the business grows, the sales function can expand efficiently and sustainably.

3. Improving Sales Performance
– Coaches with a sales background can conduct in-depth analyses of current sales performance, identify weaknesses, and implement improvements. This includes training on effective sales techniques, improving sales pitches, and enhancing negotiation skills. Klozers offers specialized training to boost sales performance, helping businesses achieve their revenue targets.

4. Enhancing Lead Generation and Conversion
– Generating high-quality leads and converting them into customers is a common challenge. Sales coaches bring proven methods for lead generation, nurturing, and conversion, ensuring a steady pipeline of potential clients. Klozers’ coaching programs include robust lead generation strategies tailored to each business’s unique needs.

5. Building Long-Term Customer Relationships
– Sustaining business growth requires strong customer relationships. Sales coaches teach entrepreneurs how to foster customer loyalty, manage key accounts, and leverage customer feedback for continuous improvement. These skills are vital for maintaining a loyal customer base that provides repeat business and referrals.

Why Sales Coaching is the Foundation for Business Success

When a business struggles, addressing sales issues can create a ripple effect that solves other problems. Here’s why focusing on sales first makes sense:

– Revenue Generation: With improved sales, businesses can generate the revenue needed to invest in other areas such as marketing, product development, and operations.
– Resource Allocation: A steady revenue stream allows for better resource allocation, ensuring that funds are available for critical initiatives and unexpected challenges.
– Employee Morale: Successful sales can boost employee morale and create a positive company culture, further driving productivity and growth.
– Market Positioning: Strong sales performance enhances market positioning, giving businesses a competitive edge and increasing brand recognition.

How Klozers Can Help

At Klozers, we understand the pivotal role that sales play in business success. Our business coaching programs are designed to address the specific sales challenges faced by entrepreneurs along the way. We provide:

– Personalized Business Coaching: Tailored business coaching sessions that focus on the unique sales challenges of your business.
– Sales Training: Comprehensive training programs that equip you and your team with the skills needed to excel in sales.
– Strategic Guidance: Expert advice on developing and executing effective sales strategies.
– Ongoing Support: Continuous support to ensure sustained improvement and growth.

By partnering with a coach from Klozers who has a deep understanding of sales, entrepreneurs can build a strong foundation for their businesses, enabling them to tackle any challenge and achieve lasting success.

3. How Sales Focused Business Coaching Works

Coaching Definition and Overview

At its core, our sales focussed business coaching is a collaborative partnership between the business coach and the entrepreneur. This relationship is built on trust, mutual respect, and a shared commitment to achieving the entrepreneur’s goals. The Klozers business coach serves as a guide, sounding board, and accountability partner, along the way helping the entrepreneur to:

– Clarify Vision and Goals: Entrepreneurs often have a broad vision for their businesses but may struggle to articulate specific, actionable goals. A coach helps refine this vision and break it down into achievable milestones.

– Develop Strategic Plans: Coaches assist in creating detailed business plans and strategies that align with the entrepreneur’s vision, ensuring a clear roadmap to success.

– Enhance Leadership Skills: Effective leadership is crucial for any business. Business coaches work with entrepreneurs to develop critical leadership qualities, such as decision-making, communication, and team management.

– Overcome Obstacles: Business owners face numerous challenges, from financial constraints to market competition. A business coach helps identify and navigate these obstacles, providing tools and techniques to overcome them.

– Maintain Accountability: Consistent progress is key to business success. Business coaches hold business owners accountable for their actions, ensuring they stay on track and make steady progress towards their goals.

Difference Between Coaching, Mentoring, and Consulting

It’s essential to distinguish coaching from other forms of professional support, such as mentoring and consulting, as each serves a different purpose:

– Business Coaching: Focuses on asking powerful questions to help entrepreneurs find their own solutions. It’s a process of self-discovery and growth, where the coach facilitates learning and development rather than providing direct answers.
– Mentoring: Involves a more experienced entrepreneur providing guidance, advice, and knowledge based on their own experiences. Mentors often share their insights and offer practical advice to help mentees avoid common pitfalls.
– Consulting: Consultants are hired to solve specific business problems. They provide expert recommendations and solutions based on their specialized knowledge and expertise. Unlike coaches, consultants typically take a more hands-on approach to problem-solving.

The Unique Value of Entrepreneur Coaching

The value of Klozers business coaching for lies in its personalized approach. Each coaching session is tailored to the entrepreneur’s specific needs, challenges, and goals. This individualized support helps entrepreneurs to:

– Gain Clarity: Klozers business coaches help entrepreneurs cut through the noise and focus on what truly matters, bringing clarity to their vision and objectives.

– Build Confidence: By working through challenges and celebrating successes, owners develop greater self-confidence and resilience.
– Improve Decision-Making: Business coaches provide a safe space for entrepreneurs to explore different options and make informed decisions without fear of judgment.

– Achieve Work-Life Balance: Entrepreneurship can be all-consuming. Business coaches help entrepreneurs prioritize their time and energy, promoting a healthier work-life balance.

Sales focussed business coaching for is an invaluable resource for those looking to elevate their business and personal performance. By fostering growth, providing strategic guidance, and maintaining accountability, coaches play a critical role in the success and well-being of business owners.

4. How to Maximise the Impact of Sales Focussed Business Coaching

Engaging a Klozers business coach should be a transformative experience for entrepreneurs, especially when the focus is on enhancing sales performance. However, the benefits of coaching are maximized when entrepreneurs take a proactive approach and fully engage in the coaching process. This section outlines practical steps entrepreneurs can take to ensure they get the most out of their sales-focused business coaching experience.

Setting Clear and Realistic Goals

The foundation of effective coaching lies in setting clear, specific, and achievable goals. Entrepreneurs should work with their coach to define what success looks like for their sales efforts. Whether it’s increasing monthly revenue, expanding into new markets, or improving conversion rates, having well-defined goals provides a clear direction and benchmarks for measuring progress. We work with you to create a 90 Day Sales Plan for your business.

Being Open to Feedback and Change

A crucial aspect of coaching is the willingness to receive and act on feedback. Sales-focused coaching often involves reassessing current strategies, identifying weaknesses, and implementing new techniques. Entrepreneurs should remain open to constructive criticism and be prepared to make changes that may challenge their existing practices and comfort zones.

Actively Participating in Coaching Sessions

Active participation in coaching sessions is essential for maximizing their impact. Business owners should come prepared to discuss their challenges, successes, and areas for improvement. Engaging in open, honest dialogue with the coach ensures that sessions are productive and tailored to address the most pressing sales issues.

Implementing Actionable Insights

One of the key benefits of business coaching is gaining actionable insights that can be immediately applied to the business. Founders and business owners should focus on implementing these insights between coaching sessions. This could involve refining the sales pitch, adopting new lead generation techniques, or adjusting the sales process. Consistently applying the coach’s recommendations helps to embed new practices and drives tangible results.

Regularly Reviewing Progress

To ensure that coaching leads to continuous improvement, entrepreneurs should regularly review their progress against the goals set at the outset. This involves tracking key performance indicators (KPIs) such as sales growth, lead conversion rates, and customer acquisition costs. Regular reviews with the coach help to identify what’s working, what needs adjustment, and celebrate milestones achieved.

Leveraging Sales Tools and Technologies

Modern sales processes often rely on various tools and technologies to enhance efficiency and effectiveness. Business owners should leverage the expertise of their coach to select and implement the right tools for their business. This could include customer relationship management (CRM) systems, sales automation software, or analytics tools that provide deeper insights into sales performance.

Fostering a Growth Mindset

A growth mindset is essential for maximizing the benefits of coaching. Entrepreneurs should view challenges as opportunities to learn and grow rather than obstacles. This mindset encourages resilience, adaptability, and a continuous quest for improvement. A sales-focused coach can help cultivate this mindset by providing support and encouragement through the ups and downs of the entrepreneurial journey.

Building a Supportive Sales Culture

The impact of coaching can be amplified by fostering a supportive sales culture within the organization. Business owners should encourage their sales teams to embrace coaching insights and promote a culture of continuous learning and development. This involves regular training sessions, sharing best practices, and creating an environment where feedback is valued and acted upon.

Utilizing Klozers’ Resources

At Klozers, we provide a wealth of resources to support sales-focused business coaching. Our coaching programs are designed to deliver practical, actionable strategies that drive sales performance. By fully utilizing these resources, entrepreneurs can enhance their learning experience and achieve their business goals more effectively. Our programs include:

-Tailored Coaching Sessions: Customized to address the specific sales challenges faced by each entrepreneur.

– Sales Training Workshops: Sales Workshops focused on developing critical sales skills and techniques.

– Access to Sales Tools: Guidance on selecting and implementing the right tools for improved sales performance.

– Continuous Support: Ongoing assistance to ensure lasting success and growth.

By actively engaging in the business coaching process and leveraging the expertise and resources provided by Klozers, entrepreneurs can maximize the impact of their coaching experience, driving significant improvements in sales and overall business performance.

4. The Role of Accountability in Entrepreneur Coaching

Accountability is a cornerstone of effective coaching, especially for owners striving to enhance their sales performance. In entrepreneurship, maintaining focus and consistently working towards goals can be challenging. A sales-focused business coach provides the structure and accountability needed to keep entrepreneurs on track, ensuring they make steady progress toward their objectives. Accountability plays a critical role in entrepreneur coaching and driving sales success.

Maintaining Focus on Sales Goals

Business owners often juggle multiple responsibilities, which can lead to distractions and shifting priorities. A business coach helps entrepreneurs maintain a laser focus on their sales goals by regularly reviewing progress and keeping the objectives front and center. This consistent emphasis on sales targets ensures that efforts remain aligned with the overall business strategy.

Creating a Structured Action Plan

A key component of accountability is developing a structured action plan that outlines the steps needed to achieve sales goals. Coaches work with entrepreneurs to break down their goals into manageable tasks, setting clear deadlines and milestones. This structured approach provides a roadmap for success, making it easier to track progress and stay on course.

Regular Check-Ins and Progress Reviews

Regular check-ins are essential for maintaining accountability. These sessions provide an opportunity to review what has been accomplished, discuss any challenges encountered, and adjust the action plan as needed. Coaches use these check-ins to hold entrepreneurs accountable for their commitments, ensuring they follow through on agreed-upon actions. This ongoing review process keeps momentum high and prevents small issues from escalating into major roadblocks.

Providing Constructive Feedback

Feedback is a crucial element of accountability. Sales-focused business coaches provide constructive feedback on performance, helping entrepreneurs identify areas for improvement and celebrate successes. This feedback is not just about pointing out what went wrong but also about offering solutions and strategies for overcoming obstacles. Constructive feedback helps entrepreneurs refine their sales techniques, improve their approach, and continuously elevate their performance.

Encouraging a Proactive Mindset

Accountability fosters a proactive mindset, encouraging entrepreneurs to take ownership of their actions and outcomes. Coaches help entrepreneurs anticipate potential challenges and develop strategies to address them before they become significant issues. This proactive approach instills a sense of responsibility and empowers entrepreneurs to take decisive action in driving their sales efforts.

Building Confidence and Resilience

The accountability framework provided by a coach helps build confidence and resilience in entrepreneurs. Knowing that they have a trusted advisor monitoring their progress and providing support boosts entrepreneurs’ confidence in their abilities. This confidence, coupled with the resilience developed through overcoming challenges, equips entrepreneurs to handle future sales obstacles more effectively.

Leveraging Data and Metrics

A crucial aspect of accountability in sales-focused coaching is leveraging data and metrics to track progress. Coaches help entrepreneurs identify key performance indicators (KPIs) relevant to their sales goals, such as lead conversion rates, average deal size, and sales cycle length. By regularly analyzing these metrics, coaches ensure that entrepreneurs have a clear understanding of their performance and areas that require improvement. This data-driven approach reinforces accountability and provides tangible evidence of progress.

Fostering a Culture of Accountability Within the Sales Team

Beyond individual accountability, sales-focused coaching also emphasizes fostering a culture of accountability within the sales team. Business coaches guide entrepreneurs on how to implement accountability practices within their teams, such as setting team goals, conducting regular performance reviews, and encouraging peer accountability. A culture of accountability ensures that every team member is committed to achieving sales targets, creating a cohesive and high-performing sales organization.

The Klozers Advantage

At Klozers, our sales-focused coaching programs are designed to instill a strong sense of accountability in entrepreneurs. We understand that accountability is vital for achieving sustained sales success and offer:

– Structured Coaching Sessions: Regular, scheduled sessions that keep entrepreneurs on track and focused on their sales goals.

– Action Plans and Milestones: Detailed plans with clear milestones to guide entrepreneurs toward their objectives.

– Performance Metrics: Tools and techniques to track and analyze sales performance, ensuring continuous improvement.

– Supportive Environment: A supportive coaching relationship that encourages honesty, openness, and a commitment to growth.

By embracing the accountability framework provided by Klozers, entrepreneurs can enhance their buinsesses sales performance, stay aligned with their business goals, and have a successful business.

5. Achieving Work Life Balance as a Business Owner

Achieving a work-life balance as an business owner can often seem like a challenging feat, especially when the focus is on driving sales to grow your business. Entrepreneurs are usually the ones making all the critical decisions, leading teams, and ensuring the company’s success. Our sales-focused business coaching can be a game-changer, providing owners with the tools and strategies needed to maintain a healthy balance between work and personal life.

The number 1 thing business owners stress over is sales, or rather a lack of them.

Healthy sales revenues allow you to solve almost every other business problem.

Maintaining a work-life balance is not just about having time off but ensuring that both personal and professional lives thrive. Here are some benefits of achieving a balanced life:

– Health: Both mental and physical health improve when stress levels are managed effectively.

– Productivity: A balanced approach often leads to higher productivity as entrepreneurs are more motivated and focused.

– Relationships: Personal relationships with family and friends can flourish when time is allocated wisely.

– Satisfaction: Achieving a work-life balance can lead to a greater sense of satisfaction and fulfillment in both personal and professional areas.

How Sales Coaching Helps

Sales coaching can significantly impact an entrepreneur’s ability to balance work and life by providing structure, accountability, and actionable strategies. Here’s how:

1. Setting Priorities: A Klozers coach helps entrepreneurs identify and focus on their top priorities, ensuring that time and energy are spent on the most critical tasks. This prevents them from getting stuck in less important activities that can drain their time and energy.

2. Time Management: Klozers business coaches teach effective time management techniques, enabling entrepreneurs to allocate time wisely between work and personal life. This includes setting boundaries and learning when to say no.

3. Building a Support System: Business coaching often includes building a support system, which may involve delegating tasks to other team members or using external services. This can free up time for entrepreneurs to focus on high-level strategic decisions.

4. Streamlining Sales Processes: By optimizing sales processes, entrepreneurs can achieve better results in less time. This includes implementing the latest tools and technologies to streamline operations.

5. Personal Growth: Sales coaching also focuses on personal development, helping entrepreneurs build strengths and overcome weaknesses. This personal growth is essential for maintaining a positive and productive mindset.

Practical Tips for Work-Life Balance

Here are some practical tips that entrepreneurs can use to achieve a successful business AND a better work-life balance:

– Set Clear Boundaries: Establish clear boundaries between work and personal life. This might include setting specific work hours and sticking to them.

– Delegate Tasks: Learn to delegate tasks that can be done by others. This includes both professional tasks and personal chores.

– Schedule Personal Time: Make sure to schedule time for personal activities and stick to it as firmly as you would a business meeting.

– Use Technology Wisely: Utilize tools and apps that can help manage time and tasks more efficiently.

– Stay Accountable: Regular check-ins with a coach can help keep you accountable and ensure you are following through on your plans.

The Role of Community and Support

Being part of a supportive community can make a big difference. Business coaching often includes connecting with a community of like-minded entrepreneurs who are going through similar challenges. Sharing experiences, advice, and support can provide additional motivation and perspective.

Achieving a work-life balance as a business owner is not only possible but essential for long-term success and personal well-being. Our Sales-focused business coaching offers the tools, strategies, and support needed to find this balance, helping entrepreneurs to thrive both personally and professionally. If you’re ready to take the next step towards a more balanced and successful life, consider reaching out to a Klozers business coach today.

“A fantastic learning experience”

Amanda – Account Manager

9 Sales Training Books That Changed How I Sell

by Iain Swanston

Sales Training Books - Top Question from Google

What are the best books to read about sales??

Here’s the short answer:

Whilst there are tens of thousands of books on sales and selling, the best books to read about sales depends on your specific needs and experience level.

Whilst I haven’t personally read every single sales book, I have read hundreds of books over the years.

I have chosen these books not just because they were a “good read”, but because they helped me change either my mindset, or behaviour. In sales more than any other role, change is a critical part of your development.

Enjoy:

As A Man Thinketh by James Allen
How To Win Friends And Influence People by Dale Carnegie
Influence: Science and Practice by Robert Cialdini
Positioning: The Battle for Your Mind by Al Ries and Jack Trout
New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg
Influence: Understand the impact of your words and how to construct messaging that changes human behavior by Robert Cialdini
To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan and Michelle Vazzana
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling’ by Jeb Blount.

These books cover a wide range of sales topics, from sales strategy, sales tactics, prospecting and relationship building, to closing deals and managing objections. They are not all written by salespeople or sales trainers, but they are packed with practical and actionable advice that you can use to improve your sales skills and close more deals.

If you are new to sales, I recommend starting with a book like As A Man Thinketh or New Sales Simplified. The first book will help you understand the importance of your mindset, whilst the second will give you a solid overview of the sales process and help you to develop a winning sales strategy.

If you are already an experienced salesperson, you may want to focus on more specialized books, such as SPIN Selling or Solution Selling. These books will teach you how to qualify prospects, identify their needs, and present your products or services in a way that shows value.

No matter what your experience level, I encourage you to read at least a few of the books on this list. They are all excellent resources for learning about sales and improving your skills.

There’s a new way to deliver sales growth…

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1. As a Man Thinketh by James Allen

My all time favourite book is “As a Man Thinketh” by James Allen. It is a short but difficult book to read as it is written in “olde” English. If you can get past the text style it is such a powerful book that can help you achieve success in all areas of your life, not just sales.

In modern selling, where 42% of salespeople are suffering from anxiety and 36% have symptoms of depression, resilience, confidence, and the ability to influence are arguably the most important success factors in b2b sales. James Allen’s classic work “As a Man Thinketh” offers timeless wisdom. It underscores the profound impact of our thoughts on our actions and outcomes, making it a valuable resource for sales professionals.

Key Takeaways for B2B Sales Professionals

Thoughts Shape Reality: Your thoughts are the seeds of your achievements. A positive mindset cultivates confidence, attracts opportunities, and fosters resilience in the face of rejection—essential qualities in B2B sales.
Cultivate an Abundance Mindset: Instead of focusing on scarcity and competition, adopt an abundance mindset. Believe that there are ample opportunities for everyone to succeed. This perspective opens doors to creative solutions and collaborative partnerships.
The Power of Visualization: Visualize your success vividly and regularly. Picture yourself closing deals, building strong relationships, and achieving your sales goals. This practice reinforces positive neural pathways, priming you for success.
Mastering Your Thoughts: Recognize that your thoughts are not always accurate reflections of reality. Challenge negative self-talk and replace it with empowering affirmations. This practice builds mental resilience and helps you bounce back from setbacks.
Thoughts as Actions: Every thought is a form of action. Negative thoughts breed inaction and fear, while positive thoughts fuel motivation and proactive behaviors. Choose your thoughts wisely to propel yourself toward your goals.

Practical Applications for Sales Reps

Morning Affirmations: Begin each day with affirmations that reinforce your confidence and capabilities. For example, “I am a skilled communicator and a trusted advisor to my clients.”
Gratitude Practice: Regularly express gratitude for your successes, your team, and the opportunities you encounter. This cultivates a positive outlook and attracts more good fortune.
Mindfulness Meditation: Practice mindfulness to become more aware of your thoughts and emotions. This awareness allows you to choose empowering thoughts and manage stress effectively.
Visualization Exercises: Before important meetings or presentations, visualize a successful outcome. Picture yourself engaging with clients, addressing their needs, and closing the deal.
Positive Self-Talk: When faced with challenges, reframe negative thoughts into positive ones. Instead of “I’m not good enough,” tell yourself, “I am learning and growing with each experience.”

“As a Man Thinketh” reminds us that our minds are powerful tools. By mastering our thoughts and cultivating a positive mindset, we can unlock our full potential in B2B sales and beyond.

2. How to Win Friends & Influence People by Dale Carnegie

Another great book is “How to Win Friends and Influence People” by Dale Carnegie. It is a classic book that has been helping people achieve success in business and personal relationships for over 80 years.

The book is full of practical advice on how to build relationships with people, get them to like you, and influence their thinking. Carnegie’s advice is based on the principle that people are more likely to do business with people they like and trust.

Here are some of the key takeaways from the book that can be applied to B2B sales:

Be genuinely interested in other people.
Smile and be friendly.
Remember people’s names.
Be a good listener.
Talk about things that are of interest to the other person.
Make the other person feel important.
Avoid arguing with people, criticizing them, and bragging about yourself.

Carnegie also provides advice on how to avoid common mistakes in business and personal relationships.

In B2B sales people buy from people. So if you are serious about achieving success in B2B sales, I highly recommend reading “How to Win Friends and Influence People.” It is a book that will help you build stronger relationships with customers and ultimately close more deals.

3. Influence: The Psychology of Persuasion by Robert Cialdini

Influence: The Psychology of Persuasion by Robert Cialdini is a must-read for B2B salespeople. It teaches you how to persuade people to say yes by using six key principles:

Reciprocity: Give to get. Offer prospects valuable information or resources before asking them to buy from you.
Commitment and consistency: People tend to stick to their commitments. Get prospects to commit to something small, like scheduling a demo, and they’ll be more likely to buy from you later on.
Social proof: People are more likely to do something if they see other people doing it. Use testimonials and case studies to show prospects that other businesses have benefited from your product or service.
Liking: People are more likely to say yes to someone they like. Find common ground with your prospects and build rapport with them.
Authority: People are more likely to say yes to someone they perceive as an authority figure. Position yourself as an expert in your field by writing blog posts, giving presentations, and attending industry events.
Scarcity: People are more likely to want something if they think it’s scarce. Offer limited-time discounts or promotions to create a sense of urgency.

Cialdini’s principles are backed by scientific research, and they’ve been used by successful salespeople for decades. If you’re serious about increasing your sales, I highly recommend reading Influence.

4. Positioning - The Battle for Your Mind

You probably won’t expect this one, but selling comes in many shapes and forms. Positioning: The Battle for Your Mind is a must-read for B2B sales experts who want to learn how to position their product or service in the minds of their target customers.

The book’s central premise is that the human mind can only hold a limited number of positions for products and services in any given category. In order to be successful, businesses must therefore create a unique position in the customer’s mind for their product or service. This position must be clear, concise, and easy to remember.

What I really liked about the book was that Ries and Trout provide a number of practical tips on how to position your product or service effectively, including:

Focus on a single position. Don’t try to be everything to everyone.
Differentiate yourself from your competitors. What makes your product or service unique?
Be consistent in your messaging. Make sure that all of your marketing materials communicate your position clearly and consistently.

Positioning: The Battle for Your Mind is a classic book that has stood the test of time. It is essential reading for any B2B sales expert who wants to learn how to position their product or service effectively.

5. New Sales Simplified by Mike Weinberg

If I was ever to right a book I would be accused of copying this book. Reading the book I found I had so many things in common with Mike Weinberg in terms of sales approach and style. New Sales Simplified: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg is a must-read for any B2B salesperson. It is a clear, concise, and practical guide to the sales process, with a focus on prospecting and new business development.

Weinberg shares his proven formula for prospecting, developing, and closing deals, based on his own experience as a successful salesperson. He also provides real-world examples and stories to illustrate his points, and acknowledges that the sales process can be tough and challenging.

One of the key takeaways from the book is the importance of prospecting. Weinberg argues that prospecting is the lifeblood of any sales organization, and that salespeople should focus on developing a consistent and effective prospecting routine.

Another key takeaway is the importance of having a compelling sales story. Weinberg argues that salespeople need to be able to articulate the value of their product or service in a way that is customer-focused and persuasive.

Finally, Weinberg emphasizes the importance of persistence and resilience. He argues that salespeople need to be able to bounce back from rejection and keep moving forward, even when things are tough.

Overall, New Sales. Simplified is an excellent book for any B2B salesperson who wants to improve their skills and results. It is a valuable resource that will help you take your sales career to the next level.

6. Atomic Habits by James Clear

In the competitive world of B2B sales, the book “Atomic Habits” by James Clear offers a transformative perspective. It highlights how mastering small, incremental changes (atomic habits) can lead to significant improvements in sales performance over time.

Key Takeaways for B2B Sales Professionals

The Power of 1% Better: In B2B sales, consistent marginal gains make the difference. Consistently improving your skills by 1% each day compounds over time, leading to remarkable results. This could mean refining your cold calling scripts, improving your product knowledge, or enhancing your follow-up strategies.
Forget Goals, Focus on Systems: Rather than obsessing over hitting a specific sales quota, focus on building the daily habits and routines that support success. This might include scheduling time for prospecting each morning, practicing your sales pitch regularly, or maintaining a CRM system meticulously.
The Four Laws of Behavior Change:
- Make it Obvious: Clearly define the triggers for your desired habits. Set reminders on your calendar, leave notes for yourself, or arrange your workspace to promote productive behaviors.
- Make it Attractive: Connect positive emotions with your new habits. Reward yourself for completing tasks, visualize the benefits of your efforts, or partner with colleagues for mutual encouragement.
- Make it Easy: Remove barriers and streamline processes. Use sales automation tools, prepare email templates in advance, or pre-qualify leads to reduce friction.
- Make it Satisfying: Celebrate your wins, both big and small. Share your successes with your team, acknowledge your progress, and find ways to make the sales process enjoyable.

Practical Examples for B2B Sales

Habit Stacking: Pair a new habit with an existing one. For instance, after each client meeting, schedule 15 minutes to update your CRM notes.
Temptation Bundling: Combine a necessary task with something enjoyable. Listen to an inspiring podcast while you’re researching potential clients.
Environment Design: Optimize your workspace for productivity. Keep distractions to a minimum, have all your sales materials readily accessible, and create a visually appealing and motivating environment.
Tracking Progress: Use a habit tracker to monitor your daily actions and celebrate your successes. This visual representation of progress can be highly motivating.

In B2B sales, your habits define your results. “Atomic Habits” provides a roadmap for building a system of positive behaviors that lead to consistent growth and achievement. By embracing small, incremental changes and focusing on the process, not just the outcome, you can unlock your full sales potential.

7. To Sell is Human by Daniel Pink

‘To Sell Is Human’ by Daniel H. Pink is a must-read for B2B sales professionals. Pink challenges traditional sales notions and introduces the ABCs of Attunement, Buoyancy, and Clarity. These principles are essential for B2B sales success, emphasizing empathy, storytelling, and trust-based selling. The book provides practical exercises and insights for improving sales strategies.

While not a step-by-step guide, it does equips readers with the mindset and knowledge needed to excel in modern B2B sales. Pink’s fresh perspective and actionable tools make this book indispensable for those navigating the competitive B2B sales landscape.

Pink’s emphasis on “servant selling” as a trusted advisor aligns perfectly with the consultative and solution-based approach prevalent in B2B sales. Moreover, his insights on the power of storytelling resonate with the need to engage and persuade clients in a meaningful way.

‘To Sell Is Human’ provides a comprehensive understanding of the dynamics involved in moving others. It’s not just a book; it’s a strategic resource for B2B sales professionals who aim to excel in a fast-paced and ever-changing environment.

Whether you’re a seasoned salesperson or just starting in B2B sales, Pink’s book will provide you with valuable perspectives and tools to enhance your effectiveness.

8. New Sales Simplified by Mike Weinberg

In B2B sales, where relationship building, complex solutions, and long sales cycles are the norm, the book “Cracking the Sales Management Code” by Jason Jordan and Michelle Vazzana offers a scientific approach to driving sales performance.

Here are my key takeaways from the book:

Sales is a System, Not an Event: B2B sales is a series of interconnected steps, each influencing the next. By understanding this system, sales managers can identify bottlenecks, optimize processes, and create a more predictable sales pipeline.
Metrics Matter, But Choose Wisely: While data is essential, not all metrics are created equal. Focus on leading indicators (e.g., number of qualified leads, sales activity levels) that predict future results, rather than lagging indicators (e.g., revenue) that only report past performance.
Manage Activities, Not Just Results: Sales reps have control over their daily activities, not the final outcome of a deal. By setting clear activity goals (e.g., number of calls, demos, proposals) and tracking progress, managers can influence behaviors that lead to better results.
Align Sales Objectives with Business Results: Ensure that your sales team’s goals are directly linked to the company’s overall objectives. This alignment fosters a sense of purpose and ensures that everyone is working towards the same ultimate goals.
The Sales Management Framework: The book outlines a six-step process for effective sales management:
- Define Business Results: Clearly articulate the desired outcomes (e.g., revenue growth, market share).
- Identify Sales Objectives: Determine the sales targets that will drive those results.
- Select Key Sales Processes: Identify the critical steps in your sales cycle that impact objectives.
- Choose Activities to Manage: Pinpoint the specific actions within those processes that reps can control.
- Set Targets: Quantify goals for each result, objective, and activity.
- Manage Performance: Continuously track and analyze data to identify areas for improvement and coach your team to success.

Practical Applications for B2B Sales

Pipeline Analysis: Regularly review your sales pipeline to identify potential issues (e.g., stalled deals, insufficient leads) and take corrective action.
Activity Tracking: Implement a system for tracking sales activities to ensure reps are focused on the right actions.
Data-Driven Coaching: Use sales data to identify areas where individual reps need support and provide targeted coaching to help them improve.
Continuous Improvement: Regularly assess your sales management practices and make adjustments based on data and feedback.

“Cracking the Sales Management Code” provides sales leaders with a systematic framework for driving performance and achieving predictable results. By applying the principles outlined in the book, you can create high-performing sales teams that consistently deliver business success.

9. Fanatical Prospecting by Jeb Blount

‘Fanatical Prospecting’ by Jeb Blount is a remarkable guide for sales professionals, earning its well-deserved five-star rating. Blount’s approach to populating your sales pipeline is a compelling blend of inspiration and pragmatic strategies, making this book an indispensable resource for anyone navigating the challenging world of sales.

What truly sets this book apart is its profound exploration of the psychological barriers that sales professionals often face, most notably the fear of rejection. I personally think we all have a “fear of rejection” but it affects some of us more than others. Blount doesn’t just acknowledge these challenges; he provides actionable techniques to conquer them, enabling readers to harness their full potential.

Blount places a significant emphasis on the necessity of unwavering prospecting across various channels, such as social selling, phone calls, emails, texts, and even cold calls. His ‘3-3-3’ method, highlighting the power of consistent daily prospecting, is particularly noteworthy.

In the modern sales world too many salespeople are struggling to fill the top of their funnel. This classic book offers an invaluable roadmap to doing so and the success this brings. It’s a must-read for both seasoned sales experts and those embarking on their sales journey, providing essential tools and techniques to excel in the world of sales.

I would wholeheartedly endorse Jed’s book to anyone looking to master the art of prospecting potential customer and achieving huge success in sales.

Beyond the Pages: Why Books Aren’t Enough

Sales Conversations: More Than Words on Paper

Sales conversations are the lifeblood of successful selling. While sales books provide valuable insights, they can’t replace the interactions that happen in sales training and coaching. Sales techniques and skills used in a face-to-face meeting, a phone call, or a virtual chat cannot be learned by reading. Sales training teaches sales reps to connect with prospects, understand their needs, and tailor their approach accordingly.

A Great Sales Career take more than a book

If you are serious about developing your sales career or that of your sales team then it will take more than simply reading sales books. Sales books are great if you simply want to gain sales knowledge at an academic level, but sales winners all have practical sales experience.

Sales Success Strategies: Practical Advice for Achieving Results

While classic books lay out key principles and proven formulas, success in sales requires more than theory. It demands actionable advice that can be applied directly to the challenges faced by sales teams. From prospecting techniques to closing deals, the ultimate guide to sales success involves a step-by-step approach that bridges the gap between knowledge and results.

The Human Mind and Persuasion: Going Beyond What’s Written

Emotional intelligence and understanding the human mind is critical for effective sales. It’s about knowing your target audience, knowing how to create desire; it’s about tapping into emotions, addressing objections, and influencing behavior. Whether it’s fear of rejection, the power of persuasion, or the art of storytelling, salespeople must navigate the complexities of the human psyche to thrive in a competitive marketplace.

Coaching and Existing Relationships: The Missing Pieces

Sales books provide a wealth of knowledge, but training and coaching fills the gaps. Existing relationships with mentors, managers, and colleagues offer invaluable insights, personalized feedback, and encouragement. Acknowledging setbacks, refining approaches, and measuring outcomes—all of these elements are essential for sales professionals to continuously improve and achieve their sales goals.

While sales books are excellent resources, they serve as a foundation. To truly succeed in sales, salespeople must combine their reading with real-world experience, practical application, and ongoing learning. Happy selling!

“A fantastic learning experience”

Amanda – Account Manager

Objection Handling | Overcoming Common Objections

by Iain Swanston

Objection Handling - Top Question from Google

What is Objection Handling?

Objection handling is a critical part of the sales process. It involves a salesperson’s response to objections raised by the buyer. These objections can arise at any stage, from initial prospecting to closing the deal. The goal is to alleviate the buyer’s concerns, build rapport, and ultimately move the deal forward.

Objection Handling Playbook

Empower your Sales Team to turn Objections into Opportunities

Proven Response Frameworks

The Psychology Behind Objections

Battle-Tested Scripts

Advanced Strategies

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1. Understanding and Anticipating Objections

Objections are a natural part of the sales process. They are simply a prospect’s way of expressing their concerns or doubts about your product or service. While objections can be frustrating, they are also an opportunity to build rapport with your prospect and address their needs.

There are two main types of objections:

Genuine objections: These are valid concerns that your prospect has about your product or service. For example, your prospect may be concerned about the price, the features, or the benefits.
Spurious objections: These are objections that your prospect is using to stall or avoid making a decision. For example, your prospect may say that they need more time to think about it or that they want to talk to their boss.

It is important to be able to distinguish between genuine and spurious objections. Genuine objections can be overcome by providing more information or by addressing the prospect’s concerns directly. Spurious objections can often be overcome by simply asking for the sale.

2. Mastering Objection Handling Techniques

Here are some tips to help you master objections from your prospects:

Do your research. Before you meet with a prospect, be sure to do your research and learn as much as you can about their business and their needs. This will help you to anticipate their objections and to develop effective responses.
Pro-actively raise objections. Whilst this can seem counter-intuitive raising the most common objections in advance compels the prospect to discuss them. Alternately, they may be thinking them but not want to raise them with you.
Listen carefully. When a prospect raises an objection, listen carefully to what they are saying. Try to understand the root cause of their objection.
Acknowledge the objection. Let the prospect know that you have heard their objection and that you understand their concerns.
Ask questions. Ask the prospect questions to help you better understand their objection. This will also help you to develop a more effective response.
Address the objection directly. Once you understand the objection, address it directly and honestly. Do not try to ignore it or to brush it aside.
Use positive language. When responding to objections, use positive language and focus on the benefits and value that your product or service delivers.
Be confident. Be confident in your product or service and in your ability to address the prospect’s concerns.
Be prepared to negotiate. Be prepared to negotiate with the prospect in order to overcome their objections.
Follow up. After you have addressed the objection, follow up with the prospect to see if they have any other questions or concerns.

By following these tips, you can learn to understand and anticipate objections, and you can use them as an opportunity to build rapport with your prospects and close more deals.

Practical Strategies to Overcome Objections

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3. Advanced Objection Handling Strategies

Most buyers are turned off by glib one line responses to their objections. We developed a more consultative approach to handling stalls and objections that focuses on creating a conversation with prospects.

We created the CARES method to make it easy to adopt and remember. It’s really flexible and is a vital part of our consultative sales training.

Clarify: Begin by seeking clarification of the objection. Make sure you understand precisely what the prospect is concerned about.

Acknowledge: Show empathy and acknowledge the prospect’s objection. Let them know you appreciate their honesty and understand their perspective.

Respond: Provide a well-thought-out response that addresses their objection. Offer data, examples, or case studies to support your response.

Educate: Share relevant information or insights that can help the prospect see the value in your solution. Educate them on how your product or service can overcome their objection.

Suggest: Offer a specific solution or suggestion that aligns with their needs. Propose a way forward that benefits both parties.

The CARES Method emphasizes empathy and education, helping you handle objections while building trust and providing value to the prospect.

Here’s the CARES method in action for the most common objection, “Your too expensive“:

Clarify: Seek clarification. Ask questions to understand precisely what aspect of the solution they find expensive. Is it the upfront cost, ongoing fees, or something else?
Acknowledge: Show empathy. Let them know you appreciate their honesty and understand their perspective. For example: “I understand that budget is a concern for you.”
Respond: Provide a well-thought-out response. Highlight the value your solution brings. Share data, case studies, or examples that demonstrate a positive return on investment (ROI).
Educate: Share insights. Explain how your product/service can address their pain points effectively. Educate them on long-term benefits and cost savings.
Suggest: Offer a specific solution. Propose a customized package or payment plan that aligns with their needs. Emphasize the value they’ll receive.

Remember, the goal is to create a conversation, build trust, and provide value.

4. Top 7 Most Common Objections and How to Respond

4.1 Too Expensive

Here are three different ways to respond to the common B2B sales objection: “It’s too expensive.”

Copper¹:
- Recommended Response: “Allow a few seconds of silence. Being silent might not seem like a great sales strategy, but the world’s best salespeople and negotiators know that it’s indispensable. Take a breath and give your prospect 3–5 seconds of silence. You might be surprised by the information you get without saying anything. Once the silence has passed, move on to other tactics.”
Revenue.io²:
- Recommended Response: “I know there’s an initial investment, and that can seem daunting. But let’s talk long-term. Let me show you how much revenue you will actually gain over the next year by using our product.”
Close.com³:
- Recommended Response: “Focus on value: Remind them of the pain their problem is causing and how much value you create by solving it. Testimonials, case studies, or other social proof can help reinforce this.”

4.2 We Don’t Have a Budget

Here are three different ways to respond to the common B2B sales objection: “We don’t have a budget.”

HubSpot Blog¹:
- Recommended Response: “Establish the cost of their challenges. Before you determine their budget, you first need to establish the value of your solution – and that begins with learning the cost of your prospects’ challenges.”
- Additional Tip: Roll with the punches and don’t give up. If all else fails, give a budget range.
Vendux²:
- Recommended Response: “Don’t give up after the initial ‘No Budget’ response. Maintain regular contact, providing additional information, case studies, or updates on how your product or service can benefit their business. Persistence will pay off because often, the client’s circumstances change.”
Proposify³:
- Recommended Response: “And who were you doing business with prior to them? And when was the last time you did a comparison with another provider? Well then, it’s a good idea to at least get another opinion/quote of services just so you know that you’re not only still getting the best deal and service, but also so you’ll know who to reach out to should you need additional help. Could I at least do a no-cost/no-obligation comparison quote for you?”

4.3 We’re Happy with our Current Provider

Here are three different ways to respond to the common B2B sales objection: “We’re happy with our current provider.”

Mr. Inside Sales¹:
- Recommended Response: “How long has that been? And has it been that long since you’ve compared prices and services with another provider? You know, a lot has changed in that time; it sounds like this would be a good time to at least get another opinion/quote of services just so you know that you’re not only still getting the best deal and service, but also so you’ll know who to reach out to should you need additional help. Could I at least do a no-cost/no-obligation comparison quote for you?”
Lushin²:
- Recommended Response: “I appreciate you have a good relationship with your current provider. However, have you taken the time to benchmark their services with another provider?”
SalesBuzz³:
- Recommended Response: “And who were you doing business with prior to them? And when was the last time you did a comparison with another provider? Well then, it’s a good idea to at least get another opinion/quote of services just so you know that you’re not only still getting the best deal and service, but also so you’ll know who to reach out to should you need additional help. Could I at least do a no-cost/no-obligation comparison quote for you?”

4.4 I need to talk to my boss

Here are three alternative ways to respond to the objection “I need to talk to my boss” from other B2B sales websites:

Mr. Inside Sales recommends: “No problem, and are you going to recommend this to them?” If the prospect answers affirmatively, you can say, “Great! Then I’ll hold on while you check with them…” or “Great! And as you mentioned earlier, they do usually go with your recommendation, right?”¹
FasterCapital suggests: “To overcome this objection, you need to create a sense of urgency and show them how your product can offer them more value, better results, or a competitive edge.”²
Selling Signals advises: “To overcome this objection, tell the lead you understand they can’t talk right now, and then ask for a different time frame when they might be more available. This takes care of the timing issue. To also attend to any priority problems, consider hinting at your value proposition so they know why they should make time for you.”³

Here are three alternative ways to respond to the objection “We don’t have time right now” from other B2B sales websites:

ActiveCampaign suggests: “To overcome the time objection, simply set up a “five-minute exploratory call” as soon as possible. Use this time to find out if they are a legitimate lead and are a qualified customer. If both of these conditions are not met, it may be better to part ways. If they are, while you are on the call, uncover why your prospect wants to wait.” ¹
Selling Signals recommends: “To overcome this objection, tell the lead you understand they can’t talk right now, and then ask for a different time frame when they might be more available. This takes care of the timing issue. To also attend to any priority problems, consider hinting at your value proposition so they know why they should make time for you.” ²
Growbo advises: “According to Demand Gen, 56% of B2B buyers are concerned about how long it takes them to deploy your product and its ease of use. So if you’re met with a “we don’t have time” sales objection, then it probably means your prospect finds your offer a little convoluted. Perhaps you need to try to explain it again in simpler terms.” ³

Certainly! Here are three alternative ways to respond to the objection “We’re already working with a competitor” from other B2B sales websites:

HubSpot suggests: “That’s good to hear – [competitor] is a great company. In fact, we share a lot of mutual customers. Companies that use both of our offerings often find that our product makes accomplishing [X goal] much easier, since it has [unique benefit #1] and [unique benefit #2].” This response lets you differentiate your product from the competition without slinging mud. Plus, it opens the door for another conversation down the line. Once you’ve won the prospect’s trust, you can start talking about a switch if that’s in the buyer’s best interest ¹

Procore recommends: “At this point, I’m not asking you to rip anything out. I’d just like the opportunity to show you how we’re different and how we’ve provided additional value to our customers. I can present some use cases of other companies like yours who work with us and with Competitor X. When is a good time to schedule a follow-up call?” This response will give you the opportunity to prove what your product does differently and ultimately show the prospect why they need it ²

Business By Phone advises: “Got it. Can I ask what type of evaluation process you go through to be sure you’re getting the best service available?” You need to plant doubt in the prospect’s mind before they’ll ever consider changing vendors. They probably haven’t thought about their decision to use the competition since they signed the contract – this question will have them wondering whether it’s still the right choice ³

Here are three additional ways to respond to the objection “I need to think it over”:

SalesHacker suggests: “When you hear this objection, it’s important to understand what’s really going on. Ask questions to uncover the real reason behind their hesitation. For example, you could say, ‘I appreciate that. Can you help me understand what specifically you need to think about?’”
Close recommends: “Acknowledge their need to think it over, but also create urgency. You can say, ‘I completely understand. While you’re thinking it over, let’s schedule a follow-up call for next week. That way, we can address any additional questions or concerns you might have.’”
SalesScripter advises: “When you hear this objection, respond with, ‘I appreciate that. What specifically would you like to think about? Is there something specific that’s causing hesitation?’” This approach helps you uncover the underlying concerns and address them directly.

4.8 We’re not interested

Here are three alternative ways to respond to the objection “We’re not interested”:

Mr. Inside Sales suggests: “That’s fine, and many people I speak with tell me the same thing as well. And as they learn more about this and see what this can really do for them, they were glad they took a few minutes to listen. One thing that would be a good fit for you is…” (Continue on with your pitch, briefly, and then ask a qualifying question like, “Do you see how that would work for you?”) ¹
5 Percent Institute recommends: “Politely let them know that’s completely OK.” Sometimes prospects say they’re not interested because they feel you’re going to pitch them or they don’t perceive immediate value. Acknowledge their response and maintain a courteous tone ²
SalesScripter advises: “Instead of trying to resolve or overcome the sales objection, try to focus on just keeping the conversation going. When they say, ‘I am not interested,’ they are trying to end the conversation. Don’t try to make them interested, just try to keep the conversation from ending.” ³

4.9 I’m locked into a contract

Here are three ways to respond to the objection “I’m locked into a contract” from other B2B sales websites:

ActiveCampaign suggests: “This objection usually means your prospect has their hands tied. This is an excellent opportunity to empathize with them and position your company as a better alternative to your competitor. Be direct in asking them about the contract terms while analyzing their relationship with their vendor.” ¹

UpLead recommends: “Your customer may be reluctant to switch to a different provider out of loyalty or due to the hassle associated with transitioning. To counter this objection, you should fully understand the customer’s situation and explain why your product is still worth the switch.” ²

HubSpot advises: “Figure out if your prospect truly has an existing vendor relationship or is simply not interested. Keep them engaged in the conversation long enough to show them the value of working with you (even if they’ve already purchased a competing solution).” ³

5. Overcome Objections, Close More Deals: The Ultimate Objection Handling Playbook

Tired of objections derailing your sales conversations? Frustrated with prospects who seem resistant to your value proposition? It’s time to equip your sales team with the tools they need to transform objections into closed deals: The Ultimate Objection Handling Playbook.

This comprehensive, action-oriented playbook is designed to empower your team with proven strategies and tactics to tackle any objection head-on. Inside, you’ll discover:

The Psychology Behind Objections: Understand the root causes of common objections and why they arise.
Proven Response Frameworks: Master proven frameworks like LAER and Feel-Felt-Found to address objections strategically.
Battle-Tested Scripts: Access adaptable scripts and talking points for every objection category, from budget concerns to trust issues.
Advanced Strategies: Navigate complex objections involving multiple stakeholders and deeply-rooted concerns.
Industry-Specific Insights: Get tailored responses for the unique objections your prospects face in your industry.

Don’t let objections stand between you and your sales goals. The Ultimate Objection Handling Playbook is your comprehensive guide to turning challenges into triumphs. Empower your team, build confidence, and close more deals with ease.

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Proven Response Frameworks

The Psychology Behind Objections

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COMPLETE WITH FREE VIDEO TUTORIAL

Fundamentals of Key Account Management

by Iain Swanston

Key Account Management - Top Question from Google

What is Key Account Management?

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video…

1. Understanding Key Account Management

What Is Key Account Management?

Key Account Management (KAM) is a strategic approach that focuses on nurturing and maintaining strong relationships with a select group of high-value clients. These clients, known as key accounts, contribute significantly to an organization’s revenue and long-term success. Key Account Management aims to create mutual value by aligning the goals of the supplier (seller) with those of the key account (buyer).

Why Is Key Account Management Important?

Strategic Importance: Key accounts often represent a substantial portion of an organization’s revenue. By prioritizing these accounts, companies can maximize profitability and growth.
Long-Term Relationships: Unlike transactional sales, KAM emphasizes building enduring relationships. Trust, collaboration, and understanding are crucial for sustained success.
Customized Solutions: Key accounts have unique needs and challenges. KAM involves tailoring solutions to address these specific requirements.

Key Components of Key Account Management

1.1 Identifying Key Accounts

Before implementing KAM, organizations must identify their key accounts. Here’s how:

Revenue Contribution: Analyze which clients contribute significantly to overall revenue. These are likely to be key accounts.
Strategic Fit: Consider whether the client aligns with your organization’s long-term strategy, goals and values.
Complexity of Relationship: Evaluate the depth and complexity of the client relationship.

1.2 Segmentation

Once key accounts are identified, segment them based on criteria such as:

Revenue Tier: Classify accounts into tiers (e.g., platinum, gold, silver) based on their revenue contribution.
Strategic Fit: Assess how closely the account aligns with your business strategy.
Potential for Growth: Identify accounts with growth potential.

1.3 Developing a KAM Strategy

A robust KAM strategy involves:

Account Planning: Create detailed account plans for each key account. Understand their business, challenges, and goals.
Cross-Functional Collaboration: Involve various departments (sales, marketing, customer service) to provide holistic support.
Value Proposition: Define the unique value your organization brings to each key account.

1.4 Relationship Building

Building strong relationships is at the core of KAM:

Regular Communication: Maintain open lines of communication. Understand the account’s pain points and aspirations.
Face-to-Face Meetings: Arrange in-person meetings to deepen the relationship.
Problem-Solving: Be proactive in addressing issues and finding solutions.

1.5 Measuring Success

KAM success is measured through:

Key Performance Indicators (KPIs): Metrics like revenue growth, customer satisfaction, and retention rate.
Customer Lifetime Value (CLV): Assess the long-term value of key accounts.
Feedback and Reviews: Regularly seek feedback from key accounts to improve the KAM process.

Key Account Management is not just about sales; it’s about building lasting partnerships. By understanding the unique needs of key accounts and aligning your efforts with their success, organizations can thrive in today’s competitive landscape.

KAM is an ongoing journey, and consistency and continuous adaptation is key to its effectiveness.

2. Identifying Key Accounts

Identifying the best Key Accounts

Key accounts are your organization’s most valuable customers. They play a pivotal role in driving revenue, referring prospects, and enhancing your business’s credibility within their industry. However, identifying these key accounts requires a strategic approach.

2.1 Collaborate for Alignment

The first step is to collaborate across your organization to align goals and responsibilities. Key account programs involve more than just sales; they require contributions from various teams. Consider the following:

Cross-Functional Involvement: While sales initiates the process, other functions (marketing, product, finance, supply chain, service) contribute to delivering value to key accounts. Each function must understand its role and allocate resources accordingly.
Organizational Alignment: Clearly define who owns the relationship with the customer. B2B sales often involve multiple stakeholders, so early collaboration ensures consistent messaging and expectations.

2.2 Establish Key Account Criteria

To keep the number of key accounts manageable and relationships meaningful, you should use objective criteria for qualification. Look past the obvious criteria of:

Revenue Contribution: Key accounts don’t necessarily mean the highest revenue clients. Evaluate accounts based on their current and future revenue potential. Strategic Fit: Assess alignment with your current and future business strategy and long-term goals. Growth Potential: Consider accounts that have room for growth.

We recommend you gather detailed information about each account on your target list such as:

Financial Metrics: Understand their financial health, historical spending patterns, payment terms and growth trajectory.
Industry Insights: Research industry trends, challenges, and opportunities relevant to each account.
Stakeholder Mapping: Identify decision-makers and influencers within the account. How easy are they to access?

2.3 Develop a Strategic Account Plan

Create a customized account plan for each key account:

Goals and Objectives: Define clear objectives for the relationship.
Value Proposition: Understand what unique value your organization provides to each account.
Action Steps: Outline specific actions to nurture the relationship and address challenges.

2.4 Monitor and Measure Performance

You should regularly monitor key account performance and swap key accounts out where necessary. Use objective metrics such as:

Account Growth: Track revenue generated from key accounts over time.
Customer Satisfaction: Gather feedback and assess satisfaction levels.
Retention Rate: Measure how well you retain key accounts.

Successful key account management isn’t solely about profit margins; it’s about building long term partnerships. Longevity and mutual value creation matter more than occasional discounts. By identifying and nurturing key accounts effectively, your organization can thrive in today’s competitive landscape.

3. Building Strong Client Relationships

Building Strong Relationships Across the Organisation

Key Account Management (KAM) isn’t just about closing deals; it’s about fostering enduring partnerships. KAM focuses on building strong, long-term relationships with a company’s most important clients—those strategic accounts that significantly impact revenue growth and overall success. These key accounts are not merely defined by transaction size; their strategic importance to the organization sets them apart.

Why Strong Client Relationships Matter

Maximizing Lifetime Value: Key accounts contribute a substantial portion of an organization’s revenue. By nurturing these relationships, companies can maximize customer lifetime value. A loyal key account is more likely to stay with you for the long haul, leading to sustained revenue growth.
Referrals and Testimonials: Satisfied key accounts become brand advocates. Their positive experiences lead to referrals and glowing testimonials, enhancing your company’s reputation and attracting new business.
Strengthening Bonds: Trust is the bedrock of client relationships. When key accounts trust your organization, they’re more likely to collaborate, share insights, and weather challenges together.

Strategies for Building Strong Client Relationships

3.1 Reliability and Consistency

Be There Through Thick and Thin: Key accounts want more than a chatbot to handle emergencies. They seek a dedicated team that stands by them through good times and bad. People buy from people.
Consistent Communication: Don’t just be responsive, be pro-active. Regularly engage with key accounts. Understand their pain points, aspirations, and evolving needs.

3.2 Customization and Personalization

Tailor Solutions: Key accounts have unique requirements. Customize your offerings to address their specific challenges.
Personal Touch: Go beyond transactional interactions. Remember birthdays, milestones, and other personal details. Show genuine interest in their success.

3.3 Collaboration and Co-Creation

Partnership Mindset: Position yourself as a partner, not just a vendor. Collaborate on joint initiatives, co-create solutions, and align goals.
Shared Success Metrics: Define success together. What does a win look like for both parties? Set measurable goals.

3.4 Proactive Problem-Solving

Anticipate Needs: Understand key accounts deeply. Predict their pain points and address them before they escalate.
Quick Response: When challenges arise, respond promptly. Show agility and commitment to resolving issues.

3.5 Face-to-Face Interaction

In-Person Meetings: Whenever possible, meet key accounts face-to-face. Nothing beats the personal touch.
Relationship Building: Use these meetings to strengthen the relationship, not just discuss business.

Building strong client relationships is the heart of successful key account management. By being reliable, personalized, collaborative, proactive, and investing in face-to-face interactions, you’ll create lasting bonds that drive revenue and elevate your brand.

4. Creating Value for Key Accounts

Value in Key Account Management

When it comes to key accounts, value extends beyond monetary transactions. It includes trust, collaboration, and customized solutions that address the unique needs of these clients.

Why Creating Value Matters

Long-Term Partnerships: Key accounts are not short-term wins. They represent enduring partnerships. By consistently delivering value, you build loyalty and longevity.
Beyond Discounts: While discounts play a role, value creation goes deeper. It involves understanding the client’s pain points, aspirations, and business challenges.
Upselling and Cross-Selling: When you create value, key accounts are more receptive to upselling and cross-selling. They see the benefits of expanding their engagement with your organization.

Strategies for Creating Value

4.1 Customized Solutions

Needs Assessment: Regularly assess the evolving needs of key accounts across all of their departments. What challenges do they face? How can your products or services address those challenges?
Tailored Offerings: Customize solutions based on their specific requirements. One size does not fit all.

4.2 Strategic Insights

Industry Trends: Stay informed about industry shifts. Provide insights to key accounts on emerging trends, regulatory changes, and competitive landscapes.
Benchmarking: Compare their performance against industry benchmarks. Identify areas for improvement.

4.3 Collaboration and Co-Creation

Joint Initiatives: Collaborate on projects or initiatives. Involve key accounts in product development, process improvements, or market research.
Value Co-Creation: Work together to create new value propositions. Understand their goals and align your efforts accordingly.

4.4 Proactive Problem-Solving

Anticipate Challenges: Be proactive in identifying potential issues. Address them before they impact the client.
Continuous Improvement: Seek feedback and iterate. Use their insights to enhance your offerings.

4.5 Education and Training

Product Knowledge: Ensure key accounts understand your products or services thoroughly. Train their teams if necessary.
Best Practices: Share industry best practices and success stories. Position yourself as a valuable resource.

The best Key Account Managers are a cross between a Thought Leader, a Subject Matter Expert and a Trusted Advisor.

Value isn’t just about what you sell—it’s about the impact you make.

5. Practical Strategies for Implementing Key Account Management

1. Formalize Key Account Management

Begin by formalizing the KAM process within your organization. Clearly define guidelines, roles, and responsibilities. Ensure alignment across departments, including sales, marketing, and customer service. KAM is in essence team selling and everyone should know and understand their responsibilities.

2. Define Key Accounts

Not all clients qualify as key accounts. Establish criteria for identifying them. Consider factors such as revenue contribution, strategic fit, and growth potential. Quality matters more than quantity; start with a manageable number of key accounts and gradually expand.

3. Start Small and Expand Gradually

Implement KAM incrementally. Begin with a pilot group of key accounts. Learn from this initial experience, refine your approach, and then scale up. Starting small allows you to fine-tune your strategies and adapt to specific client needs.

4. Understand the Full Context of Key Accounts

Go beyond transactional knowledge. Dive deep into the context of each key account. Understand their industry, challenges, competitive landscape, and growth prospects. This contextual understanding enables you to tailor your solutions effectively.

5. Don’t Push Products, Sell Solutions

Key accounts seek solutions, not just products. Focus on addressing their pain points and providing holistic solutions. Understand their business objectives and align your offerings accordingly. Position yourself as a problem-solver rather than a mere vendor.

6. Meet with Key Accounts Regularly

Schedule face-to-face meetings with key accounts whenever possible. Use these opportunities to deepen relationships, discuss progress, and identify areas for improvement. In-person interactions build trust and enhance collaboration.

7. Define Sales Manager Roles Properly

Assign dedicated sales managers to key accounts. These managers should understand the unique needs of each account and act as strategic partners. Their role goes beyond sales—it involves relationship-building, problem-solving, and value creation.

8. Ensure Account Coaching Is Provided

Invest in coaching and training for your account managers to equip them with the skills needed to excel in KAM. Sales Coaching has a proven ROI and should be a priority for your sales manager.

6. The Role of the Key Account Manager

A Key Account Manager plays a pivotal role in an organization’s success by nurturing and maximizing value from its most important clients. As with everything in sales, the execution is critical and the responsibilities, skills, and behaviors of an effective KAM will define your success.

Responsibilities of a Key Account Manager

Building Long-Term Relationships:
- A KAM’s primary responsibility is to cultivate enduring partnerships with key accounts. They aim to transform buyers into strategic business partners.
- By nurturing relationships over time, KAMs ensure that top customers remain loyal and continue to contribute to the organization’s revenue growth.
Understanding Client Needs:
- KAMs acquire an in-depth understanding of key customer needs and requirements. This involves active listening, asking probing questions, and conducting thorough assessments.
- By grasping the unique challenges and aspirations of each key account, KAMs tailor their strategies accordingly.
Strategic Planning:
- KAMs must take a long-term view. They develop strategic account plans that align with both the client’s objectives and the organization’s goals.
- These plans outline how to maximize mutual value, retain the account, and drive growth.
Customized Solutions:
- Rather than pushing generic products, KAMs propose tailored solutions. They address specific pain points and provide value beyond transactional interactions.
- Customization ensures that key accounts receive the attention and support they deserve.
Negotiation and Problem-Solving:
- KAMs negotiate contracts, pricing, and terms. They find win-win solutions that benefit both parties.
- When challenges arise, KAMs proactively address them. Their problem-solving skills are crucial for maintaining trust.
Dedicated Resources:
- KAMs allocate dedicated resources to key accounts. This may include specialized support teams, personalized communication channels, and priority access.
- The goal is to make key accounts feel valued and well-supported.
Periodic Meetings:
- Regular face-to-face meetings are essential. KAMs use these interactions to deepen relationships, discuss progress, and identify growth opportunities.
- In-person meetings build trust and allow for candid conversations.

Skills Required for Key Account Management

Excellent Communication:
- KAMs must communicate clearly, persuasively, and empathetically. They listen actively and adapt their communication style to each client.
- Strong written and verbal skills are essential for creating compelling proposals and maintaining rapport.
Strategic Thinking:
- KAMs think beyond immediate transactions. They analyze market trends, competitive landscapes, and industry shifts.
- Strategic thinking helps them anticipate client needs and position themselves as trusted advisors.
Negotiation Skills:
- Effective negotiation ensures mutually beneficial outcomes. KAMs balance assertiveness with flexibility.
- They understand the value of concessions and know when to push for favorable terms.
Empathy and Active Listening:
- Empathy allows KAMs to understand clients on a deeper level. They recognize emotions, concerns, and motivations.
- Active listening helps uncover hidden needs and build stronger connections.
Time Management:
- Juggling multiple key accounts requires efficient time management. KAMs prioritize tasks, set deadlines, and maintain focus.
- They avoid spreading themselves too thin.
Organizational Skills:
- KAMs handle complex account details, contracts, and documentation. Organizational skills prevent oversights and ensure smooth operations.

Behaviors of Successful Key Account Managers

Accountability:
- Successful KAMs hold themselves accountable. They take ownership of outcomes, whether positive or challenging.
- Accountability extends to their team and the client relationship.
Consistency and Clarity:
- KAMs maintain consistent communication. They document interactions clearly and avoid ambiguity.
- Clarity builds trust and ensures alignment.

In summary, a skilled Key Account Manager combines strategic thinking, relationship-building, and problem-solving to create lasting value for both the organization and its key accounts. By mastering these skills and embodying the right behaviors, KAMs contribute significantly to business success.

“A fantastic learning experience”

Amanda – Account Manager

Mental Health in Sales FREE Training

by Iain Swanston

Mental Health in Sales - Top Question from Google

How stressful is a sales job?

Here’s the short answer:

Sales can be stressful due to pressure, rejection, and long hours. However, it offers high earning potential, accomplishment, variety, and personal development. Whether it suits you depends on your personality and stress tolerance.

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video…

1. The Hidden Toll - Why Mental Health Matters

The fast-paced, high-pressure world of sales can take a significant toll on mental health. While the pursuit of success and exceeding quotas can be motivating, the relentless pursuit of performance can often come at a cost.

Statistics paint a concerning picture:

42% of sales professionals experience symptoms of anxiety and 36% experience symptoms of depression, according to the National Alliance on Mental Illness (NAMI) https://www.nami.org/Home. This is significantly higher than the national average of adults experiencing anxiety (31.1%) and depression (8.4%) in the past year according to the National Institute of Mental Health https://www.nimh.nih.gov/health/statistics.
Chronic stress, a common experience in sales, can lead to decreased motivation, cognitive decline, and increased vulnerability to mental health issues, according to a study published in the Journal of Personality and Social Psychology https://www.frontiersin.org/journals/psychology/articles/10.3389/fpsyg.2018.01702/full.

These statistics illustrate the hidden toll that the demands of sales can take on mental wellbeing. Ignoring these concerns can have detrimental consequences, not only for individual salespeople but also for the entire organization.

2. The Unique Challenges of Sales & Mental Wellbeing

Sales professionals face a unique set of challenges that contribute to elevated stress and risk factors for mental health issues compared to other professions. Here are some key factors:

Pressure to Perform: Sales are often commission-based, creating significant pressure to meet or exceed individual quotas. This constant pressure to perform can lead to anxiety, burnout, and feelings of inadequacy if they miss their sales goals.
Rejection Sensitivity: Sales involves frequent customer rejection, which can be emotionally draining and impact your self-esteem. A study published in the Journal of Personality and Social Psychology found that salespeople experience higher levels of rejection sensitivity compared to individuals in other professions [https://psycnet.apa.org/record/2010-18724-001].
Unpredictable Work Schedules: Many sales roles require long hours, travel, and unpredictable schedules. This work-life imbalance can disrupt sleep patterns, create difficulty maintaining healthy habits, and contribute to feelings of isolation and loneliness.
Highly Competitive Environment: The competitive nature of the sales industry can breed feelings of inadequacy, envy, and imposter syndrome, further contributing to stress and anxiety.

By understanding these unique challenges, organizations and individuals can prioritize mental health support and create a more supportive work environment for sales professionals.

3. The Impact of Poor Mental Health on Sales Performance

The negative impact of poor mental health on sales performance is well-documented and can have significant consequences for both individual salespeople and organizations. Here’s a breakdown of some key effects:

Decreased Productivity: A study published in the Journal of Occupational and Environmental Medicine found that employees experiencing symptoms of depression are 37% less productive than their healthy counterparts. This translates to decreased sales calls, missed opportunities, and lower overall revenue generation.
Increased Absenteeism and Turnover: Mental health issues can lead to increased absenteeism and employee turnover, further disrupting team dynamics and impacting overall sales performance. A 2018 report by the National Alliance on Mental Illness (NAMI) estimated that depression alone costs U.S. employers $170 billion annually due to absenteeism, presenteeism (reduced productivity while at work), and medical expense.
Diminished Decision-Making: Chronic stress and anxiety associated with poor mental health can impair cognitive function and decision-making abilities. A study published in the journal Nature Reviews Neuroscience found that stress can lead to impaired judgment, reduced creativity, and difficulty focusing, all of which can negatively impact sales strategies and negotiations.

These detrimental effects highlight the importance of prioritizing mental health support within sales teams. By creating a culture of well-being and offering resources and support systems, organizations can empower their salespeople to thrive and improve their performance.

4. Building Resilience: Strategies for Salespeople

The demanding nature of sales can undoubtedly test mental resilience. Fortunately, by developing coping mechanisms and adopting healthy habits, salespeople can learn to thrive in a high-pressure environment. Here are some key strategies:

1. Cultivate a Growth Mindset: Embrace challenges as opportunities to learn and grow. A study published in the Journal of Personality and Social Psychology found that individuals with a growth mindset demonstrate greater resilience in the face of setbacks and are more likely to persist towards achieving their goals.

2. Practice Mindfulness and Stress Management: Techniques like meditation, deep breathing exercises, and regular physical activity can effectively reduce stress and improve emotional regulation. A 2017 meta-analysis published in the Journal of the American College of Cardiology found that mindfulness-based interventions can significantly reduce stress, anxiety, and depression.

3. Seek Social Support: Building strong relationships with colleagues, friends, and family can provide invaluable support and a sense of belonging. A study published in the American Journal of Public Health found that individuals with strong social networks experience lower levels of depression and anxiety.

4. Celebrate Wins and Focus on Progress: Acknowledge and celebrate even small victories to maintain motivation and build confidence. Focusing on progress, not just the end goal, helps maintain a positive outlook and fosters resilience in the face of challenges.

5. Prioritize Self-Care: Make time for activities that promote relaxation and well-being, such as hobbies, spending time in nature, or getting enough sleep. Prioritizing self-care helps manage stress and prevent burnout, leading to increased resilience and overall well-being.

By adopting these strategies, salespeople can cultivate mental resilience and navigate the challenges of their profession with greater confidence and well-being. However, if in doubt please seek professional help here https://www.wellityglobal.com

5. Creating a Supportive Sales Culture

Beyond individual strategies, building and maintaining a supportive sales culture is crucial for promoting mental well-being and optimizing team performance. Here’s how organizations can create a more positive and empowering environment for their salespeople:

Open Communication and Feedback: Encourage open communication and regular feedback sessions. This allows salespeople to voice concerns, receive constructive criticism in a safe space, and feel supported by management.
Focus on Collaboration: Promote collaboration over cutthroat competition. Encourage knowledge sharing, team problem-solving, and celebrate collective wins. This fosters a sense of camaraderie and reduces feelings of isolation.
Work-Life Balance: Implement flexible work arrangements and discourage practices that lead to burnout, such as excessive overtime or constant after-hours communication.
Recognition and Appreciation: Recognize and celebrate individual and team achievements. Public acknowledgement of successes reinforces positive behaviors and motivates continued effort.
Mental Health Resources: Provide access to mental health resources such as Employee Assistance Programs (EAPs) or online resources on stress management and mental well-being.
Destigmatize Seeking Help: Normalize conversations about mental health and encourage open communication about challenges. This reduces stigma and creates a safe space for salespeople to seek help when needed.

By prioritizing these elements, organizations can create a supportive sales culture that fosters mental well-being, boosts employee morale, and ultimately, drives improvements in sales performance.

6. Benefits of Prioritising Mental Health in Sales

Investing in the mental well-being of your sales team isn’t just the humane thing to do, it’s a strategic decision with demonstrably positive outcomes for both employees and the organization. Here’s how prioritizing mental health in sales can benefit your company:

Enhanced Sales Performance: Studies have shown a clear link between mental well-being and sales success. A happier, less stressed salesforce is more productive, resilient, and capable of handling rejection. A study by the American Psychological Association (APA) found that employees who report higher levels of well-being are significantly more likely to be high performers [https://www.apa.org/].
Reduced Absenteeism and Turnover: Mental health issues can lead to increased absences and employee churn. By addressing these concerns, companies can experience significant cost savings and maintain a stable, experienced sales team. A 2020 report by the World Health Organization (WHO) estimates that depression and anxiety cost the global economy $1 trillion in lost productivity each year [https://www.who.int/news-room/fact-sheets/detail/depression].
Improved Decision-Making: Chronic stress and anxiety can negatively impact cognitive function. By prioritizing mental health, you empower your salespeople to make sound decisions, develop effective sales strategies, and ultimately close more deals.
Enhanced Customer Relationships: A happier, more well-balanced salesperson is more likely to project positive energy and build rapport with customers. This fosters trust, strengthens relationships, and increases customer satisfaction.
Stronger Employer Brand: Companies that prioritize employee well-being attract and retain top talent. By fostering a supportive environment, you build a positive employer brand that makes your organization more competitive in the talent marketplace.

These benefits highlight the strategic value of prioritizing mental health in sales. By investing in the well-being of your salespeople, you’re not just doing the right thing; you’re also creating a high-performing, successful sales team.

7. Getting Help: Resources for Sales Professionals

Prioritizing mental health is key to success in sales. If you’re struggling, know that you’re not alone. Numerous resources exist to support sales professionals across the globe.

For Sales Professionals in the UK:

Mind: A leading mental health charity offering information and support services: https://www.mind.org.uk/
The Samaritans: Provides 24/7 confidential emotional support via phone, email, or text: https://www.samaritans.org/about-samaritans/
The Chartered Institute of Personnel and Development (CIPD): Offers resources and guidance on workplace mental health for both employees and employers: https://www.cipd.org/en/
Business Partners Online: Provides free and confidential mental health support services specifically for small business owners and self-employed individuals: https://www.nerdwallet.com/article/small-business/how-to-find-a-business-partner-online

For Sales Professionals in the US:

National Alliance on Mental Illness (NAMI): A national organization offering support groups, educational resources, and advocacy for mental health: https://www.nami.org/Home
National Institute of Mental Health (NIMH): Provides mental health information and resources, including a treatment locator tool: https://www.nimh.nih.gov/
The Jed Foundation: Focuses on mental health resources and support specifically for teenagers and young adults, including those entering the workforce: https://jedfoundation.org/
The Trevor Project: Provides crisis intervention and suicide prevention services specifically for LGBTQ+ youth, a demographic with higher rates of mental health concerns: https://www.thetrevorproject.org/

For Sales Professionals in Australia:

Beyond Blue: A national organization providing information and support services for depression and anxiety: https://www.beyondblue.org.au/about-us/contact-us
Lifeline: Offers 24/7 confidential support for anyone experiencing emotional distress: https://www.lifeline.org.au/131114/
Headspace: Provides mental health services and resources specifically for young people aged 12-25: https://headspace.org.au/headspace-centres/
Black Dog Institute: Focuses on mental health research and education, with resources tailored for workplaces: https://www.blackdoginstitute.org.au/

Additional Resources:

Headspace National Support Line (Australia): 1300 22 4636
National Suicide Prevention Lifeline (US): 988
Samaritans 24/7 Helpline (UK): 116 123

In addition to these resources, many Employee Assistance Programs (EAPs) offered by employers can provide confidential counseling and support services. Don’t hesitate to reach out to your HR department to see what resources are available to you.

Remember, seeking help is a sign of strength, not weakness. Taking care of your mental well-being is essential for success in both your personal and professional life.

8. FREE TRAINING

As part of our giving back Klozers are proud to offer free sales training for the B2B sales community. Course details:

Building a Sales Mindset & Mastering the Pressure Cooker of Sales

Learning Objectives:

By the end of your training session, your sales team will be able to:

Identify the unique stressors faced by B2B sales professionals.
Understand the negative impact of chronic stress on performance and health.
Apply five practical strategies to manage stress, anxiety, and pressure.
Develop a personalized plan to prioritize your mental well-being.

Course Duration – 90 minutes

Delivery – Live Online

To Request a FREE Course – >>>Contact Us Here<<<

“A fantastic learning experience”

Amanda – Account Manager

Online Sales Training – Supercharge Your Sales Team

by Iain Swanston

Designing the Best Sales Course

by Iain Swanston

Designing the Best Sales Course - Top Question from Google

How do you design sales training that drives ROI?

Here’s the short answer:

Identify key sales goals & customer pain points. Align sales training with business objectives and address specific buyer challenges.
Build a data-driven curriculum. Leverage your existing sales metrics & data to tailor content and delivery methods.
Develop engaging learning experiences. Combine interactive workshops, role-playing, and personalized coaching for maximum impact.
Measure & refine for continuous improvement. Track performance metrics and adapt training to ensure ongoing ROI and team empowerment.

Data: Our tailored training programs deliver higher conversion rates and boost employee engagement by.

Call to Action: Download our free guide to designing impactful B2B sales training or schedule a consultation today!

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video…

1. Designing a Sales Course That Drives Results

In the B2B sales arena, where complex solutions meet with complex decision-making, your sales team is the tip of the spear. Their skills, knowledge, and confidence directly impact your win rate and revenue. But with the sales landscape constantly evolving, off-the-shelf training programs might not be the best way forward for you.

At Klozers we are passionate about delivering results, not training. Crazy as it may seem, there are still companies who are buying training so they can tick a box.

Even though we deliver hundreds of our standard sales courses every year, there are times where our clients have a unique situation and benefit from the ability to create a bespoke sales training program. We’ve put together this simple guide to help our customers design and build a customised training program.

This helps ensure they get the most appropriate training content, which in turn, drives genuine business results.

2. Why Investing in the Best Sales Training Program Matters

In today’s competitive B2B landscape, having a highly skilled and motivated sales team is no longer a luxury, it’s a necessity. However, simply throwing any old sales course at your reps won’t do the trick. Investing in the best sales training program possible is the key to unlocking their true potential and driving revenue growth.

Why is this so crucial? Let’s delve into the seven key facets of why the right sales training program can be a game-changer for your business:

Boosted Revenue: A well-designed program equips your team with the knowledge, skills, and techniques they need to close more deals and boost your bottom line.
Enhanced Customer Satisfaction: When your salespeople are properly trained, they can better understand and meet the needs of your customers, leading to higher satisfaction levels and repeat business.
Stronger Brand Reputation: A team that consistently delivers excellent customer service through effective sales calls and meetings can help build a positive reputation for your brand.
Reduced Onboarding Time: A well-structured program can help get new salespeople up to speed quickly, reducing onboarding time and maximizing their productivity.
Elevated Employee Morale: Salespeople who feel confident and competent in their abilities are more likely to be engaged and motivated, leading to higher morale and lower turnover rates.
Sharpened Sales Skills: The program should teach essential skills like developing personalized presentations, overcoming objections, and building rapport, crucial for effective sales interactions.
Ongoing Focus on Learning: The best programs offer continuous learning opportunities through regular updates, online courses, and ongoing support, ensuring your team stays ahead of the curve.

So, what makes a sales training program the “best”?

There are many factors to consider, but some of the most important include:

Relevance: The content should be relevant to your specific industry, target market, and sales process.
Engagement: The program should be engaging and interactive, using a variety of methods to keep learners motivated.
Practical Application: The focus should be on teaching skills that can be applied in real-world sales situations.
Measurement: The program should have a clear way to measure its effectiveness, so you can track ROI and make improvements as needed.

By investing in a comprehensive sales training program, you give sales teams the tools they need to succeed. Remember, it’s not just about finding the most popular sales courses or the lowest price. It’s about finding the program that aligns perfectly with your specific business needs and empowers your team to build lasting relationships, win more deals, and ultimately, drive sustainable growth for your company.

Ready to take the next step? Explore the vast array of online and in-person training options available, from top-rated programs like Klozers. There’s a perfect program out there waiting to transform your sales team into a force to be reckoned with.

Remember, the investment you make in sales training today is an investment in the future of your business. Choose wisely, and watch your sales soar!

3. What Constitutes a Sales Training Course?

At Klozers all our courses are modular. This means that each course is made up of either 4 or 8 modules (1 or 2 day courses). These modules can be swapped for other modules at no charge.

Each of our modules last 90 minutes, so on a typical one-day training course we would deliver 2 modules in the morning and 2 modules in the afternoon. This is obviously then replicated for our two-day courses. The 90-minute modules allow time for breaks, and ensure the participants are never overloaded with information in any one session.

We’ve included a course agenda below as an example of what a typical 1 day sales training course would look like:

4. How Bespoke can the Training Content be?

With Klozers modular framework clients can design and create their own sales training course using any of the modules listed below at for no additional charge. Our modules are based on what we call the four “high value areas of sales” which are Finding, Klozing, Growing and Developing.

Regardless of what industry you are in the more time that your sales reps focus on finding companies/people to sell to, once they find them they have to take the prospect through a process to Kloze them and then once they have done all this hard work they need to Grow and keep their new customer. The last quadrant is “Developing” which is all about continuously developing your sales team in terms of productivity, skills and mindset.

For organisations that need a modules and a course designed exclusively for them, we charge extra for that design time. In terms of costs this varies based on your individual requirements.

This way the course can be up to 100% designed and bespoke to the needs of your organisation.

5. Choosing the Right Sales Training Modules

The training modules listed for each of our sales training courses on the website are the most popular modules for that particular course. Indeed, many companies take our sales training courses as is, however, you are equally welcome to change the modules if you believe there is another module that is more suitable.

In order to ensure that you are choosing the right modules you can follow our simple guide below:

Step 1: Diagnosing your Sales Training Needs

Think of your sales department as a high-performance engine. Before making any adjustments to increase performance, you need a thorough diagnostic. Here’s how you can do this:

Data Dive: Analyze sales metrics, KPIs, customer feedback, and call recordings to identify common strengths and weaknesses. Areas like prospecting, objection handling, closing techniques or sales process might need to be a focus.
Skill Gap Assessment: Use questionnaires or interviews to gauge individual skill levels and knowledge gaps. Are they comfortable navigating complex conversations? Can they effectively showcase your value proposition? What sales skills do they need to improve to get to the next level?
Stakeholder Interviews: Talk to sales managers, marketing, and even customers to understand expectations, challenges, and desired outcomes. What specific behaviours would boost win rates?
OKRs: If your sales team uses an OKR framework you can design the training in a way that supports the delivery of the OKRs. What skills do they need to deliver their OKRs? Which OKRs are they struggling with?
Sales Strategy: You may have a new sales strategy that requires the sales team to approach sales in a different way. For example: can your sales reps open new markets in a different vertical? Can your sales professionals reach and hold a conversation with senior level decision makers in Enterprise accounts? Is your strategy focussed on inbound sales from new accounts, or are your nurturing existing customer relationships.

Step 2: Architect the Curriculum

Imagine your training as a strategic roadmap, guiding your team from Point A (current state) to Point B (sales mastery).

Define Learning Objectives: what would you like the sales team to be able to do that they currently cannot? What would you like your sales teams to be better at, than they currently are?
Training Modules: Break down the roadmap into logical modules addressing identified skill gaps. This could include prospecting strategies, value proposition development, negotiation tactics, or customer relationship management.
Choose the Delivery Method: Will it be in-person / instructor led workshops, live online sales training, pre-recorded online sales training, blended learning, or a mix? Consider your team’s preferences, learning styles, and geographical spread. As a guide currently our most popular delivery method is hybrid where we start the project with a one-day in-person workshop which is then reinforced by 90 days of remote sales coaching.

Step 3: Inject Real-World Relevance

Textbook scenarios rarely capture the dynamic B2B reality. To make your training impactful, inject real-world relevance. So where possible we recommend you include:

Include senior people: Peer learning can be very powerful and by including senior people from your team they can help the participants connect the training to real world scenarios from their personal experience.
Role-Playing: Consider setting aside one of your modules for roleplay so we can simulate real-world sales interactions like prospecting calls, customer presentations, or objection handling. This allows your team to practice in a safe environment, fostering confidence and refining their skills.

Step 4: Accountability

Learning is great, however, implementing what is learned is equally important. It’s vital to consider how you plan to hold the sales representatives accountable to integrating what they have learned into their daily sales behaviours. This should be carried out by the sales leaders in the organisation.

Action Plans: All the courses include an “Action Plan” for participants to complete.

It’s important that their line manager follows up on this after the training in order to hold participants accountable.

Step 5: Measure and Monitor Success

Training isn’t a one-time event. To ensure sustained impact, you need to measure and monitor success:

Pre- and Post-Training Assessments: Use the same assessments used in Step 1 to track individual and team skill development. Have they closed the identified skill gaps?
Performance Metrics: Monitor sales data after the training. Did win rates increase? Average deal size? Time to close deals, Sales Process compliance.
Team Feedback: Conduct surveys or interviews to gather feedback on the training’s effectiveness, engagement, and areas for improvement.

KLOZERS SALES TRAINING COURSES	KLOZERS SALES TRAINING MODULES (90 mins each)
Sales Fundamentals (Level 100)	Building your Sales Pipeline	Questioning Techniques	Objection Handling Techniques	The Art of Klozing
AI for Sales (Level 200)	Pre-call Intelligence & Strategic Targeting	Data Driven Negotiation and Deal Structuring	Hyper personalised engagement & Relationship Building	Competitive Intelligence and Strategic Differentiation
Consultative Selling Skills (Level 200)	Consultative Selling Intro	Building a Value Proposition	Collaborative Problem Solving	Negotiation, Klozing & Customer Success
Solution Selling (Level 200)	Uncovering Customer Buying Motives	Building a Value Proposition	Mastering the Sales Conversation	Klozing & Building Long Term Partnerships
SaaS Sales Training (SDRs) (Level 200)	Sales Mindset	Building a Value Proposition	Outbound Sales Prospecting	Needs Assessment Discovery & Qualifying
SaaS Sales Training (AEs) (Level 200)	Pre-demo Preparation	Selling Value not Price	SaaS Product Demos	Objection Handling Techniques
LinkedIn Sales Training (Level 200)	Building your LinkedIn Sales Arsenal	The Art of Persuasive Communication	Mastering the Sales Conversation	LinkedIn Sales Navigator
Telephone Sales Training (Level 200)	Sales Mindset	Building a Value Proposition	Telephone Sales Roleplay	Live Calling with Coaching
90 Day Sales Planning (Level 100, 200 & 300)	Principals of 90 Day Planning	Creating an Effective Action Plan	Communication & Collaboration	Accountability & Motivation
Outbound Lead Generation (Level 200)	Building a Value Proposition	Cold Email Outreach	LinkedIn Selling Skills	Telephone Sales Skills
Inbound Lead Generation (Day 1 of 2) (Level 200)	Introduction and Case Study Review	Strategy and Planning	Creating content that converts	Building High Value Assets
Inbound Lead Generation (Day 2 of 2) (Level 200)	Technical Requirements and Set up	Selling Online	Measurements & Reporting	Action Planning
Key Account Management (Day 1 of 2) (Level 300)	Unlocking the Power of Key Accounts	Understanding the Enterprise Landscape	Building Trusted Relationships	Crafting a Winning Key Account Plan
Key Account Management (Day 2 of 2) (Level 300)	Sales Negotiation and Deal Structuring	Implementing Your Key Account Strategy	Maintaining and Growing Key Accounts	The Future of Key Account Management
Sales Negotiation Training (Level 300)	Foundation of B2B Negotiations	Planning & Preparation	Mastering the Negotiation Dance	Beyond the Deal
Enterprise Sales Training (Level 300)	This course content is customised to meet your exact needs.	This course content is customised to meet your exact needs.	This course content is customised to meet your exact needs.	This course content is customised to meet your exact needs.
Bespoke Sales Training (Level 100, 200 & 300)	This course content is customised to meet your exact needs	This course content is customised to meet your exact needs	This course content is customised to meet your exact needs	This course content is customised to meet your exact needs
Sales Management & Leadership (Level 300)	Sales Benchmarking & Improvement Planning	Sales Leadership Styles	Sales Performance & Coaching	Hiring Sales Winners

6. Example: Building a "Value Selling" Masterclass

This is much simpler and easier than most people think, so here’s an example of these steps in action, and used to design a bespoke “Value Selling” masterclass for a B2B software company with customised modules based on their individual requirements:

Diagnose: Sales data reveals low win rates for high-value deals. Customer interviews point to weak value proposition articulation throughout the sales process.
Architect: The 1 day curriculum includes 4 x modules on 1) identifying customer pain points via consultative questioning techniques, 2) building compelling value propositions, 3) storytelling in sales presentations, 4. Objection handling and closing techniques.
Real-World: Case studies analyze successful high-value deals within the company. Role-playing within the sessions simulate questioning techniques, value presentations and objection handling.
Engage: Interactive exercises help participants build personalized value propositions. Peers from within the business who are regularly above target share their stories.
Monitor: Win rates for high-value deals are tracked monthly. Post-training feedback assesses the course’s effectiveness in improving value selling skills.

Remember, your bespoke sales training course is an investment, not a cost. By crafting unique sales training programs tailored to your unique challenges and opportunities, you’ll empower your sales team to become top sales performers. They’ll not just push products, but become trusted advisors, crafting solutions that perfectly align with customer needs and unlock mutual value. This leads to stronger relationships, higher win rates, and ultimately, sustainable business growth.

7. Sales Manager Training

The single biggest influence on any B2B sales professional’s success is their immediate line manager. Great managers create great sales reps, but sales management courses can give them the tools and techniques to be truly impactful. Delivering initial training sessions focused on the entire sales cycle, from inbound sales methodology to account management, is crucial. But to ensure your sales teams learn effectively, their line managers need to be on board too.

The right online sales course or onsite training program for sales leaders, ideally before rolling out training to the wider organization, can significantly improve your chances of sales success. Comprehensive courses from Klozers, focusing on business development, customer acquisition, and building trust, can equip managers to lead and support their teams effectively. They’ll learn specific techniques for nurturing leads, developing personal brands, and closing deals, with real-world exercises and actionable insights to solidify their learning.

Our free virtual courses can offer a convenient and accessible starting point for sales fundamentals, while more in-depth courses with sales simulations provide ongoing learning and enhanced user experience. Regardless of the format, choose a program with a similar structure to your sales process, covering aspects like price points, overcoming resistance, and handling objections. Most importantly, it should help managers build trust with their teams and cater to their specific needs.

Leading sales isn’t just about individual performance; it’s about team dynamics and collaboration. Sales team training programs focused on building trust, developing communication skills, and fostering a customer-centric approach can make a significant difference. These programs can teach managers how to effectively build support for new strategies and initiatives, while also providing them with the tools to manage their teams efficiently and mentor individual members.

Remember, the best sales training programs are those that are unique and tailored to your company’s specific needs. Consider factors like your industry, sales process, and target audience when choosing a program. Whether it’s focusing on digital products or mastering complex sales cycles, the right training can equip your sales managers to accelerate your business growth and lead your team to win more deals.

So, invest in your sales management team with the right training. It’s not just about improving individual skills; it’s about building a high-performing sales organization that can consistently attract customers, close deals, and drive sustainable growth.

8. Post Training Support

Here are some additional ideas to take your bespoke training to the next level:

Coaching: Consider our 90 day post coaching support to help your team internalise what they have learned during the training.
Peer Coaching: Encourage peer-to-peer mentorship and practice sessions. This allows team members to learn from each other, share best practices, and provide constructive feedback in a supportive environment.
Ongoing Reinforcement: Don’t let the learning stop! We can provide ongoing access to training materials, online resources, and refresher sessions to ensure continual skill development and knowledge retention.
Celebrate Successes: Recognize and celebrate individual and team achievements. This keeps the momentum going, motivates further learning, and reinforces the value of continuous improvement.

Remember, your sales team is your engine of success – invest in your people, and watch your business soar.

We provide free consultations where you can ask any further questions you might have about specific aspects of creating your bespoke training course. We’re here to help you turn your sales team into sales champions!

“A fantastic learning experience”

Amanda – Account Manager

Klozers Bolsters Leadership Team

by Iain Swanston

FOR IMMEDIATE RELEASE

Klozers Bolsters Leadership Team with Appointment of Marc Smit as General Manager to Drive Expansion

Smit brings over 30 years of sales expertise and 17 + years in training experience to Klozers

[Edinburgh, United Kingdom – 01/11/2023]

UK based Klozers, a leading provider of sales training and coaching, today announced the opening of its new European Headquarters in Amersfoort, Netherlands, in conjunction with the appointment of Marc Smit as General Manager. The decision follows increased demand in Europe for their range of Professional Selling programmes throughout 2023.

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video…

New European Office

Klozers Founder and Managing Director, Iain Swanston said “We are forecasting record growth for the mainland of Europe, mainly in the DACH and Benelux regions. Our new Amersfoort, NL office and the appointment of Marc Smit as General Manager, represents our commitment to our existing clients in the region. Marc has a great track record, not just in sales education, but also in Business Development, and we are looking forward to working with him.”

Smit brings over 17 years of experience in the sales training industry working at the highest level. Most recently, Smit worked as Partner at the European Institute for Sales, and previously as a Sales Performance Consultant at Miller Heiman where he helped clients achieve significant sales growth and profitability.

In his new role Smit will be responsible for leading Klozers Global Accounts Team and developing Klozers Worldwide Partner Delivery Network.

“We are thrilled to have Marc join our team,” said Iain Swanston, CEO of Klozers. “His extensive experience in sales training and his proven track record of success make him the ideal person to lead our new European operations. We are confident that under Marc’s leadership, we will continue to grow, expand our business, and help our clients achieve even greater success. “

Smit is a highly respected sales training expert and consultant. He is also a certified Miller Heiman Sales Performance Consultant and is passionate about helping sales professionals and sales teams improve their skills and achieve their goals.

“I am excited to join Klozers and lead the company’s growth and expansion.“ said Smit. “Klozers is a leader in the sales training industry, and I am committed to helping our clients achieve even greater success. I look forward to working with our team to develop and implement new sales training programmes and solutions that meet the needs of our clients.

About Klozers

Klozers is a leading provider of professional sales training and coaching. The company offers a wide range of sales training programmes, exec sales coaching and consulting services. Klozers clients include Fortune 500 as well as mid-market and large SMEs.

“A fantastic learning experience”

Amanda – Account Manager

15 Energizing Sales Kickoff Themes for Your Team

by Iain Swanston

Sales Kickoff Themes - Top Question from Google

What Should be Included in a Sales Kickoff?

Here’s the short answer:

Sales Kickoff Essentials:
– Visionary Leadership: Set clear goals and expectations, inspiring the sales team.
– Comprehensive Product Training: Make sales reps product experts.
– Skill Enhancement: Use role-playing and case studies to sharpen selling skills.
– Recognition and Rewards: Acknowledge achievements to fuel competitiveness.
– Team-Building Activities: Foster camaraderie and collaboration.
– Open Communication: Establish feedback channels for brainstorming and improvement.

The best sales kickoff is a dynamic blend of motivation, education, and team cohesion, setting the scene for the upcoming quarter/year.

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video…

15 Energising Sales Kickoff Theme Ideas

Start: Setting the Stage for Triumph –

Before we immerse ourselves in these sales kickoff themes, let’s decipher the essence of their significance. The art of choosing a theme lies in its power to elevate team spirits, engender unity, and steer your sales squadron toward realizing their objectives. It marks the inception of aligning your team’s endeavors with the overarching goals of your enterprise.

Theme 1: “Unleashing the Inner Dynamo”
This theme is an expedition into the latent potential residing within your sales troupe. It beckons them to unearth their inherent strengths, surmount challenges, and tap into their latent capabilities. Facilitate workshops and motivational dialogues to kindle the flames of ambition within them.
Theme 2: “Expedition to Excellence”
Sales, much like life, is a continuous odyssey rather than a static destination. This kickoff spotlights an unwavering pursuit of improvement and excellence. Share stories from your team of individuals who embarked at the very base and scaled the organisational peaks of through sheer dedication and hard work.
Theme 3: “Sales Olympics Extravaganza”
Transform your kickoff into a spirited competition. Assemble teams, appoint captains, and bestow sales targets with the aura of “medals.” Recognize and reward the champions, rendering the event as exhilarating as the Olympic Games 😉
Theme 4: “Masters of the Cosmic Market”
Infuse a celestial dimension into your event, spotlighting the vast expanse of opportunities within the sales cosmos. Empower your team to think expansively, venture into uncharted territories, and metamorphose into the sovereigns of their sales galaxies. Think BAG – Big Ambitious Goals.
Theme 5: “Customer-Centric Champions”
Shift the spotlight onto the customer. Remind your salespeople that they are not just selling products, but are, in fact, problem solvers and fulfillers of needs. Foster a customer-centric approach in every sales interaction.
Theme 6: “Innovate, or Dissipate”
Innovation stands as the linchpin to remaining at the vanguard of the sales arena. Challenge your team to traverse the realms of ingenuity, seek novel solutions, and adapt swiftly to the ever-evolving sales landscape.
Theme 7: “Rise and Shine: Morning Motivation”
Start your kickoff with an invigorating morning session, replete with rituals, exercises, and motivational oratories to infuse your team with an electrifying surge for the day ahead.
Theme 8: “Sales Safari: Conquering New Horizons”
Lead your team on an allegorical safari, exploring fresh markets and territories as if they were uncharted, exotic realms. Cultivate excitement regarding the journey of conquering these untrodden territories.
Theme 9: “Sales Superheroes Unite”
Shine a light on the extraordinary capabilities that your sales cadre possesses. Analogize them to superheroes, emphasizing their ability to swoop in and save the day for their clientele.
Theme 10: “Dominating with Data”
In the era of data analytics, unveil the potency of insights to your salespeople. Harness data-driven strategies to amplify sales and educate them on the art of harnessing analytics for success.
Theme 11: “Harmonious Sales Symphony”
Draw a parallel between the sales process and a symphony. Every member assumes a pivotal role, and collectively, they orchestrate a harmonious melody. The emphasis here is on teamwork and unity.
Theme 12: “Champions of Adaptability”
Acknowledge the inevitability of change. Encourage your team to welcome change with open arms, adapt nimbly, and thrive amidst the dynamic sales world.
Theme 13: “Globetrotters of Sales”
Accentuate the global dimension of sales. Spotlight success narratives from diverse corners of the globe, (does a globe have corners?) underscoring the immense opportunities presented by a global marketplace.
Theme 14: “Decoding the Success Formula”
Unveil the clandestine ingredients of prosperity within your industry. Furnish insights and strategies that have consistently served as the harbinger of triumph.
Theme 15: “Future-Proofing Your Sales Journey”
Bring your kickoff to a close by casting your gaze into the future. Engage in discussions about emerging trends and technologies, enlightening your team on how to stay ahead of the curve.

Conclusion: Transmuting Inspiration into Triumph

A successful and memorable sales kickoff event transcends the realm of motivation; it drives genuine behavioural change. Armed with the perfect theme, you have the potential to establish a stage for a year brimming with extraordinary sales accomplishments.

Sales Kickoff Speakers

Once you’ve chosen the right theme our team can help you design and prepare for your event. Here is our team prepping for a sales kickoff for 65 people in Amsterdam.

We can provide expert sales kickoff speakers for either an in person sales kickoff or a virtual sales kickoff.

Bonus - 5 Virtual Sales Kickoff Ideas

1. Cyber Odyssey:
Transform your remote sales kickoff into a futuristic cyber adventure. Invite your sales team members to embark on a virtual journey through a digital realm filled with challenges, puzzles, and opportunities. Each milestone reached could represent a sales goal or a new product launch. Use gamification elements and immersive technology to keep everyone engaged and motivated.

2. Around the World in Sales Days:
Take your sales team on a virtual world tour, exploring different global markets and cultures. Each day of the kickoff could focus on a different region, with presentations, market insights, and sales strategies specific to that area. Encourage team members to dress up in traditional attire, and feature virtual tours or guest speakers from each region.

3. Salespalooza Carnival:
Create a virtual sales carnival with a lively and fun atmosphere. Set up virtual “booths” for various sales-related activities, such as product demos, sales strategy games, and skill-building workshops. Participants can earn “tickets” or points for participating and achieving specific goals, which they can later redeem for prizes.

4. Sci-Fi Sales Summit:
Transport your sales team to a futuristic sci-fi universe where innovative technology and cutting-edge sales techniques are the norm. Create a virtual environment that resembles a space station, complete with holographic presentations and futuristic sales tools. Explore AI-driven sales, virtual reality demos, and discussions about the future of sales.

5. Sales Olympics:
Turn your online kickoff into a competitive sports-themed event. Assign different sales teams to “countries” and have them compete in a series of sales challenges and games throughout the event. Award medals or trophies for the highest achievers, and encourage friendly rivalry to boost motivation and engagement.

These unique virtual sales kickoff themes can add excitement, creativity and motivate team members for the next quarter.

Final Thoughts on Sales Kick off Themes

Creating the right sales kickoff theme is crucial for a successful event. Whether it’s a yearly in-person gathering, or a virtual meeting, the theme you choose can really affect how motivated and unified your sales team is. A well-chosen theme not only keeps your team interested, but also helps them understand your company’s solutions, sales strategy, and goals for the new year.

For virtual sales kickoffs, coming up with creative ideas is important to keep everyone engaged, especially if people are joining from different places. This can include things like interactive sessions, inspiring speakers, and fun online activities. These ideas help your sales team improve their skills and understand how to sell better, setting the stage for future success.

A good sales theme can also help your sales and marketing teams work together better to achieve your company’s goals. By getting your sales team involved in team-building activities, training, and discussions about your sales strategy, you create an environment where everyone is motivated to work together.

In the end, a successful sales kickoff starts with picking an exciting theme and ends with everyone growing and working together as a team. This leads to a better way of selling that brings success in the year ahead.

Best Practices for a Virtual Sales Kickoff

Planning a Successful Virtual Sales Kickoff Event

A successful virtual sales kickoff event requires careful planning and a clear agenda. Sales managers should coordinate with the marketing department to ensure that both teams are on the same page regarding company goals for the fiscal year. It’s essential to schedule breaks and include fun activities such as virtual scavenger hunts to keep the entire sales team engaged.

Motivating and Engaging Team Members

To motivate team members, consider incorporating motivational guest speakers or keynote speakers who can share success stories and insights into effective sales strategies. Sales leaders can also share tips and conduct sales strategy sessions that focus on innovative solutions and customer perspectives. This helps build a stronger connection and rapport within the sales department.

Creative Sales Kickoff Meeting Ideas

When planning your sales kickoff meeting, it’s vital to include a variety of sales kickoff meeting ideas that cater to different learning styles and interests. Consider using video clips and live events to demonstrate new products or sales processes. Hosting interactive breakout sessions can encourage team members to collaborate and brainstorm new sales strategies. Additionally, integrating fun themes like a space-related theme or a great sales meeting theme can make the event more memorable.

Building a Cohesive Sales Team

Team building exercises are an effective way to foster relationships among remote attendees and in-person participants. Activities like virtual scavenger hunts or happy hours can help maintain a positive tone and keep team members motivated. These events provide a unique opportunity for the entire organization to celebrate wins, share experiences, and develop a better understanding of each other’s roles and responsibilities.

Ensuring Effective Participation and Engagement

To ensure maximum participation and engagement, sales managers should use tools like Google Docs to facilitate real-time collaboration. Encouraging the use of icebreaker questions at the beginning of sessions can help attendees feel more comfortable and ready to participate. It’s also important to keep sessions shorter and more focused to avoid information overload and improve memory retention.

Incorporating Sales Skills Development

Integrating sales skills development into the agenda is crucial for a productive sales kickoff. Sessions led by sales experts on topics such as overcoming challenges, utilizing the latest sales technology, and effective sales presentation techniques can be very beneficial. These sessions should aim to equip team members with practical skills they can apply immediately in their roles.

Celebrating Achievements and Setting Future Goals

Finally, celebrate the past year’s achievements and set clear goals for the next year. Organize award ceremonies to acknowledge top performers and share major wins. This not only boosts morale but also instills a sense of ownership and pride in the team. Discussing the company’s vision and objectives helps align the entire sales force with the overall goal, ensuring everyone is motivated to achieve new heights.

How to Host a Great Sales Kickoff

Planning a Successful Sales Kickoff Event

Hosting a successful sales kickoff event requires meticulous preparation and a well-structured agenda. Whether it’s an annual sales kickoff or a virtual sales kickoff meeting, the key is to establish a clear objective and outline the meeting agenda. Sales meetings should be designed to stay engaged and focus on motivating the entire team. Consider including a mix of live events and virtual meetings to cater to both in-person and remote attendees.

Engaging and Motivating Attendees

To ensure your sales kickoff is impactful, it’s essential to incorporate motivational speakers and guest keynote speakers who can inspire and energize the team. Sales enablement sessions led by sales experts can provide valuable insights into effective sales strategies and the latest industry trends. Including breakout sessions and interactive activities such as virtual scavenger hunts can help maintain a positive tone and keep participants engaged.

Creating a Dynamic and Memorable Experience

When organizing a sales kickoff, think creatively about the event’s theme and activities. A great sales kickoff theme can set the tone for the entire event. Consider using a combination of fun and engaging activities like skits, icebreakers, and team-building exercises to foster a sense of camaraderie among team members. It’s also beneficial to include elements like video clips and live demonstrations to highlight new products and sales processes.

Maximizing Participation and Interaction

To maximize participation, utilize various platforms and tools to facilitate interaction. Virtual settings can benefit from tools like Zoom for live sessions and Google Docs for real-time collaboration. Encourage participation by including shorter sessions, interactive quizzes, and opportunities for team members to share their experiences and success stories. This approach helps in building a deeper connection and understanding among colleagues.

Recognizing Achievements and Setting Future Goals

Celebrate the successes of the past year and set clear goals for the coming year. Organize award ceremonies to acknowledge top performers and their major wins. This not only boosts morale but also sets a benchmark for the entire team. Discussing the company’s vision and goals for the fiscal year helps align the sales force and motivates them to achieve new heights. Incorporate a marketing update and product updates to keep everyone informed and on the same page.

Leveraging Best Practices and Learning from Experiences

Adopting best practices from previous sales kickoffs can contribute significantly to the success of your event. Learn from past experiences and continuously seek feedback to improve. Tailoring your approach based on the unique needs and preferences of your team can ensure a more effective and engaging sales kickoff. Invest time in planning and preparation to create a seamless and impactful event that leaves a lasting impression.

Ensuring a Smooth Execution

Pay attention to the logistical details of the event, such as the selection process for keynote speakers, scheduling breaks, and organizing meals. Ensure that all technological systems are in place and tested to avoid any disruptions during the event. A well-executed sales kickoff can significantly impact the sales team’s performance and drive towards achieving the company’s goals.

Hosting a great sales kickoff involves a blend of strategic planning, creative engagement, and effective execution. By incorporating these elements and focusing on the needs and motivations of your sales team, you can create an event that not only sets the stage for the coming year but also inspires and energizes your team to reach their full potential.

Frequently asked questions on Sales Kick offs

Answers from the team:

1. How can I pinpoint the ideal sales kickoff theme for my team?

– Delve into your sales team members persona, aspirations, and the narrative you wish to convey. Select a theme that resonates with team members and will boost team morale.

2. What components should be integrated into a sales kickoff event?

– Your sales kickoff agenda should include: success stories, sales presentations, training sessions, workshops, inspirational speeches, team-building activities, and a clear roadmap for the upcoming year are the cornerstones.

3. How can I gauge the effectiveness of a sales kickoff event?

– Monitor sales performance, team engagement levels, and feedback garnered from attendees to gauge the event’s influence.

4. Can a sales kickoff event be run as a virtual sales kickoff?

– Yes, with the right tools and meticulous planning, a virtual sales kick off event can be equally impactful.

5. How frequently should I organize a sales kickoff event?

– While an annual sales kick off is typical, consider the possibility of conducting such events on a quarterly or semi-annual basis to sustain ongoing motivation and enthusiasm.

“A fantastic learning experience”

Amanda – Account Manager

Sales Graduate Training

by Iain Swanston

FOR IMMEDIATE RELEASE

Klozers Embarks on Mission to Empower University Graduates Through FREE Education, Aiming to Enable 100,000 Graduates to Build a Career in Sales.

[Edinburgh, United Kingdom – 05/09/2023

Klozers, a leader in B2B sales education, is proud to announce a groundbreaking mission dedicated to fostering the next Generation of Sales Professionals. Our mission is clear: to equip the next generation of sales professionals with the essential skills they need to excel in the modern sales landscape. We are committed to providing top-notch sales training to 100,000 graduates, completely free of charge, because we firmly believe that education should never be a barrier to success.

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video…

Why We're Committed

1 in 8 Jobs are in Sales roles: Sales is one of the largest sectors within employment, and the communication skills required for selling in the modern world, are equally important in other roles, outside of sales.
Graduates need Help: Finding and retaining employment is arguably more difficult then ever. In addition, many Graduates are leaving University burdened with debt, and getting the first step on the wage ladder is hugely important.
Empowering the Workforce: At Klozers, we understand that educated, skilled graduates are the lifeblood of successful businesses. By imparting knowledge and expertise to navigate the sales landscape, we empower the workforce and contribute to the growth and prosperity of enterprises, both large and small.
Bridging the Skills Gap: In the rapidly evolving world of modern sales, staying relevant is paramount. We offer comprehensive modules covering vital topics such as Building your Sales Pipeline, Mastering Questioning Techniques, Overcoming Objections, and The Art of Closing, ensuring that graduates are equipped to thrive in today’s competitive marketplace.
Long-Term Careers: Our commitment to free education goes beyond the numbers; it’s about nurturing graduates and supporting their skills development. By investing in the early stage growth of graduates, we can help them understand the benefits of a career in sales.
Driving Economic Prosperity: Empowered graduates lead to thriving businesses, vibrant industries, and prosperous economies. Through our mission, we actively contribute to the economic prosperity of the business community and society at large. This is our way of giving back.

How You Can Join Us

We invite the business community to unite with us on this transformative journey. Partner with Klozers, and together, let’s pave the way for 100,000 graduates to unleash their true potential in sales.

Your support is not just an investment in the future of your company; it’s an investment in the future of a generation, shaping a brighter tomorrow for all.

Join us as we build a community of skilled, confident, and accomplished sales professionals, driving the business world forward.

Partner with Klozers and become a catalyst for change and good – empowering 100,000 graduates to thrive in sales, absolutely FREE.

Check out all the free courses here: Online Courses – Klozers

For media inquiries, please contact:

Iain Swanston – sales @ klozers.com

About Klozers:

Klozers is a leading provider of B2B sales education, dedicated to empowering the next generation of sales professionals with the skills and knowledge the need to excel in the modern sales landscape. Our mission is to eliminate barriers to success by providing the modern sales training to 100,000 graduates, free of charge, ultimately contributing to the growth and prosperity of the business community.

“A fantastic learning experience”

Amanda – Account Manager

Sales Training Simulations

by Iain Swanston

Sales training simulations - Top Question from Google

What is a Sales Simulation?

Here’s the short answer:

A sales simulation uses real life sales and customer service scenarios to provide companies with real insights into their sales systems and processes. In addition they provide employees with the skills and knowledge they need to excel in their roles and deliver exceptional service to customers.

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video…

1. Game changing experiences

Klozers Sales Training Simulation is designed to help businesses revolutionise the customer experience. Using proven business game techniques and expert facilitation, our simulation guides participants to discover and apply best-practice methods that have real-world application.

The simulation is a powerful catalyst for winning the hearts and minds across an organisation driving toward:

Modernized customer experiences
A unified customer-centric vision and culture
Streamlined customer support and success models
Increased customer retention and advocacy
Good-fit customers with growth and success potential

2. Training Simulation Options

We currently offer three simulation games/scenarios based on:

a) Business Growth Game

Winning new sales is no longer the sole responsibility of a sales force. By working together companies can drive faster growth and measurable results.

Our business growth game takes your entire team through a 2 year business transformation in one day. By allowing employees to view the business through the eyes of the customer we help you create a strategy and plan to accelerate your growth.

The simulation training takes your teams through the entire sales cycle, from the initial sales call through, closing deals, onboarding and renewals.

b) Sales and Marketing Training

The idea of sales and marketing being different units within a business has ended. Modern dynamic businesses no longer follow the traditional sales and marketing model. They align teams around growth and our simulation demonstrates in real time scenarios how to fast track your sales and marketing processes.

The simulations build on any previous sales training your sales team may have had and help sales managers demonstrate how every day sales decisions, sales processes, and front line sales reps, impact the entire customer experience.

These new skills help sales professionals navigate complex sales deals and and serve as the foundation of any effective sales development strategy

c) Customer Service Transformation

Churn and low CSAT scores kills every growth at best, and will kill your business at worst. Our training simulation takes your team through the systems and processes to drive improvements in customer service and sales.

By providing real life scenarios in a risk free environment we help teams build their confidence, develop their critical thinking skills and ultimately deliver sales success.

3. Live and interactive dashboards

We use state of the art business dashboards which are accelerated to allow the players to see the results in real time from the decisions and actions they take during the game.

The overall context of each game is always to make the organisation more successful. In addition we include dashboards for each “department” so they gain a better understanding of the issues and challenges within those roles.

Each game consists of three rounds which give all the sales team members the chance to learn and them implement the changes they believe will help to drive the organisation forward. Live leader boards show where the organisation is with respect to their competitors to ensure the game is realistic.

4. Assessments & Roadmaps

Whilst playing a training simulation is great fun and helps improve the culture and team building within the business it’s important to that each game delivers a business impact.

To that end, we have developed our own training process and use a series of assessments prior to training which allows us to uncover the unique challenges and business problems within each department. Our facilitators then focus the players on these issues during the game and start the conversation around what and how needs to be improved.

We also work in advance with your learning and development teams to identify the learning objectives that they are looking to achieve using the simulation.

The penultimate step in the process is to generate improvement plans and roadmaps to ensure all the learning points are captured and subsequently actioned.

Lastly, our trainers are on hand to deliver the soft skills and any sales training that your customer service and sales teams need to take them to the next level.

5. Tackling your customer challenges

Does your business need support with:

1. High Customer and employee churn

Indicating a lack of satisfaction and loyalty, which can harm the reputation and profitability of the business.

2. Poor fit customers with low growth potential

Without an understanding of strategic business selling some customers can drain resources and impede business growth.

3. Low satisfaction customer experiences

Low satisfaction can lead to decreased customer loyalty and negative word-of-mouth, harming a business’s reputation and revenue.

4. Breached service targets

Missing service targets can lead to dissatisfied customers, low trust, missed opportunities, and decreased revenue.

5. Siloed organisations, information and mindsets

A lack of effective communication and collaboration can create inefficiencies, reduce productivity, and hinder innovation.

6. Lack of scalability and sustainability

This can prevent a business’ growth over the long term, limiting its ability to adapt to changing market conditions and meet current and future customer demand,

7. Inefficient and costly processes

These can lead to decreased productivity, increased costs, and reduced profitability, ultimately hindering the organization’s ability to compete and succeed in the marketplace.

8. Low rates of FCR and limited self service

Leading to increased call volume, additional customer support costs, and increased customer dissatisfaction, as well as negatively impacting customer loyalty and retention.

6. Blended with traditional training

Whilst training simulations undoubtedly win the hearts and minds of the audience, traditional sales team training still plays an important part after the games.

Klozers provenance in sales training means that you can be sure, that in addition to the simulation training our team will work with you to develop an effective sales strategy, streamline your sales process, reduce your sales cycle and develop the sales skills of your sales managers and sales reps.

We have a range of sales, marketing and customer service training courses that we can then use depending on the assessments, game outcomes and roadmaps.

This holistic solution delivers the impact on teams that organisations need to drive real change.

7. What makes training simulations different

What sets our games apart from traditional training solutions are they are both fun and engaging in nature.

Employees love playing the games and immediately go from passive, to interacting with both the game and their colleagues.

In addition to the specific learning objectives that we would work with you to identify in advance, every game improves team building, team culture and performance. In addition to wining the hearts and minds of participants.

Organisations leave our training simulations with clear roadmaps with actions to make ongoing improvements to their business.

Our games are facilitated by experienced team leaders who customise each game to the needs of your business and your people.

“A fantastic learning experience”

Amanda – Account Manager

DISC Training for Sales Success

by Iain Swanston

DISC Training for SALES - Top Question from Google

What DISC Personality is best for Sales?

Here’s the short answer:

In all our years of delivering sales training and coaching we can honestly say that we have worked with great salespeople from every quadrant. Each DISC style has strengths and weaknesses and the best salespeople know how to manage these.

With that said, if you are selling into a vertical such as accountancy, where the group’s DISC culture is predominantly of a similar customer buying style, it is easier for salespeople who are from that same DISC style as the buyers, to build relationships and sell quickly.

DISC is about preferences, there are no right or wrongs and there are no can do’s and can’t do’s.

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video…

1. DISC training for sales success

Disc training is a valuable tool for everyone who is customer facing, whether they be in customer service or frontline sales. If like us you believe that people buy from people, you will understand that DISC is an effective way to help salespeople build relationships, gain rapport and sell more.

Disc training helps salespeople better understand themselves and others, so they can be more successful in their sales role.

Our sales team training teaches people how to identify their own sales style, different personality types, and how to adjust their approach accordingly. With the right training, salespeople can gain powerful skills that will enable them to close deals and increase their overall sales performance.

2. What is a DISC personality test?

DISC is a personality test that helps us understand what we do and how we behave. DISC tests have been developed over many years from the original assessment, which was developed by William Marston Moulton who based his work around the teachings of Carl Jung and Jung’s book “The Emotions of Normal People”.

So what is DISC? Well every human being regardless of race, colour or creed has a preferred style of behaviours that they exhibit. Specifically, every Human Being has a preferred style of behaviours that fall into one of four categories D – I – S or C. Sometimes we are accused of labelling people, or putting them into boxes when we do this, but please do not be offended. This is no different to recognising that some people are left handed or that some people have blue eyes, or others have red hair.

There is no right or wrong, and neither is there a better or best DISC style. Each of the four quadrants has strengths and weaknesses and this just recognises that none of us are perfect.

Take a DISC Assessment Now!

3. What are the four DISC personality types?

DISC tells us that every individual has a “preferred” way of doing and behaving. These ways predominantly fall within four main types or disc styles. These DISC styles are: D Profile, I Profile, S Profile and C Profile.

Whilst many companies attach words to the styles such as D for Dominance or I for Influencer, we prefer not to, as words on their own can be subjective as individuals can draw different conclusions and meanings from the same words.

The Four most common words used to identify disc styles are:

D – Dominance

I – Influencer

S – Steadiness

C – Compliance

Not every individual fits exactly into the four quadrants and some share the traits of two or more quadrants. However, each individual does have a centre which is the DISC style they will default to under stress.

In addition to their natural sales style, some individuals have an adjusted style or work mask. Whilst the natural style never changes, the work mask can change based on the individuals perceptions of what they need to do to be successful.

4. What does DISC training do?

From a sales perspective a DISC sales profile has four main benefits as follows:

DISC assessments help salespeople identify and understand their own personal DISC sales profile. In addition to a 16 page report on their DISC sales style, each of our participants has the opportunity to book additional training and coaching.
DISC assessments helps salespeople understand different customer buying styles and quickly build stronger relationships with their customers, thus improving sales effectiveness.
DISC assessments helps sales leaders understand the strengths and weaknesses of their sales team and identify where they will need the most support.
DISC assessments helps sales leaders identify the best DISC sales profile among candidates as part of the hiring process.

5. How DISC training drives sales results

DISC sales does more than help improve communication and sales interactions. It empowers salespeople at every step of the sales process and gives each individual specific strategies they can use to improve their sales performance and the customer experience.

In sales we understand that each of us has a different way of selling and that’s what makes us unique. Without loosing our natural sales style, it’s important to acknowledge that our sales style will fit well with many customers, but it may not fit well with others.

Our DISC sales style, in certain circumstances may hurt us and negatively influence the prospect. By providing salespeople with their own disc sales profile you are enabling them to

Provide participants with the self knowledge and a deeper understanding of their own natural sales style.
Help participants explore their own natural strengths and weaknesses via the disc model.
Use the DISC sales model to quickly identify customers and their buying styles and then use that information to practice adapting their styles to each specific customer.
Discover specific strategies they can draw upon to improve sales interactions and further develop their own emotional intelligence.
Use DISC profiles by placing customers first and at the center of their communication style and build rapport fast.
Provide sales leaders with a disc sales map and list of sales priorities to help them manage, train and coach their sales team.

6. How much does DISC training cost?

Our DISC training costs £250 per person plus taxes and includes:

1 x DISC sales assessment complete with in depth information in a 16 page report and a DISC sales profile.
1 x Live, one on one training session delivered remotely with one of our DISC trainers.
For DISC sales of groups of 10 or more please contact us in advance.

We also provide DISC training on site, either on your premises, or at an external location of your choosing. Our workshops are highly interactive and designed to deliver the best possible DISC sales learning experience.
The DISC sales facilitation kit our trainers use is proprietary and not available to purchase.

Take a DISC Assessment Now!

How to Improve Sales Effectiveness

by Iain Swanston

Sales effectiveness - Top Question from Google

How do you measure sales effectiveness?

Here’s the short answer:

How you measure sales effectiveness will depend on your company goals and objectives. Here are 5 measurements or sales KPIs (key performance indicators) to get you started:

Revenue growth. Not everything should be about money, but if your revenue growth is stalled or even worse, going backwards you will need to take action.
Conversion ratio. At a big picture level you will need to ensure the sales team are converting new sales leads. For more detailed conversion ratios, examine the conversion rates between each stage of your sales process such as MQL to SQL.
Average deal size. Increasing your average deal size via cross selling and upselling is a great way to improve your sales effectiveness.
Sales Cycle. Your sales cycle is the time between what we call first contact with a prospect and when you receive money in the bank for your goods and services. The shorter the sales cycle the more efficient your process.
Customer satisfaction. Never forget your customers and ensure that any improvements to your sales effectiveness are not at the expense of customer satisfaction.

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video…

1. What is Sales Efficiency anyway?

Sales efficiency is simply measuring the ratio of the value gained from the costs of your sales team and the revenue they generate. The greater the ratio then the greater the return and the more effective the sales unit are.

In order to track and measure your sales efficiency you will need to be familiar with all the costs within your sales and marketing departments. Ideally you will have identified your cost per lead and your lifetime customer value.

These sales metrics may vary across products, departments and even salespeople and are the key to any sales improvement plan.

2. Sales Effectiveness framework

Over the years we have found great value in simplifying our own systems and processes, which we then share with our clients. For the last 10 years we have focussed our sales strategy, planning and improvements around what we call the four high value areas of B2B sales. These are:

Finding: you have to find people, companies and opportunities before you can sell to them.

Klozing: once you’ve found a deal you need to be able to take the deal through a sales process and win it.

Growing: once you have done all the hard work of finding and klozing new paying customers you need to keep and grow that account.

Developing: lastly, finding, klozing and growing are all activities undertaken by sales reps and we need to keep them, grow them and build a winning sales culture, all with scalable sales processes.

If you simply spend as much time as possible in these four areas it’s almost impossible not to sell more and improve sales effectiveness.

3. Finding - Lead to Opportunity Conversion Rate

Before we can convert leads to opportunities we need to first measure how good we are at generating leads. What is our process for filling the top of the sales funnel with potential customers and is it scalable? Have we explored all the different channels available and then identified the most fruitful ones.

Furthermore it’s important to define what is a lead? How close are they to your Ideal Client Persona (ICP) and what process do we use to qualify them? In our own business we use MQL and SQL which stands for Marketing Qualified Lead (MQL) and Sales Qualified Lead (SQL).

We deliberately keep this simple so in our world a marketing lead is simply a contact that has downloaded an asset from our website or attended a webinar, or following us social channels. An MQL is a lead that has actively asked to talk with us whether that be via our website, telephone or email. The key differentiator here is that we have never spoken to them.

Next up is our Sales Qualified leads and these are defined as people who have spoken to sales and meet the criteria of both our ICP and BANT (Budget, Authority, Need and Time) which is a simple sales qualification process.

In our own business we measure our conversion ratio of MQLs against deals closed. Most companies would use SQL against deals closed but our system works well for us and our conversion ratio of MQLs when last measured was 42.22% which we think is pretty good.

It’s also worth noting the importance of lead response time here. According to a Lead Connect survey 78% of customers buy from the first responder. Also sales conversions are 391% higher when the first response is withing 1 minute. Lastly, leads that older than 5 minutes receive an 80% drop in lead qualification. Speed is your friend in lead generation.

New Customer Acquisition Rates

Whilst conversion ratios are important, what is equally important is new customer acquisition rates. If you have a 100% conversion rate but you only generate and close one deal a month you are unlikely to get the sales results you want or need.

Wherever possible we would recommend a data driven approach and starting with your ICP. The most efficient marketing is laser targeted on the ICP which then generates a better quality of lead. Small changes in messaging and design can have a huge impact on this.

Often times an easy win for both marketing and sales is to use campaigns and special offers to increase conversions and new customer acquisition. Most often recognised as tactics for B2C we have had huge success with clients building campaigns around a special offer.

Interestingly the most successful special offers we have worked with clients on ended up being more expensive than the original offer. The art of selling is not about discounting, it’s about selling your product at your price.

For obvious reasons it’s important that your customer acquisition rate exceeds your customer attrition rate which we cover later in this article.

4. Klozing and Sales Performance

As previously stated Klozing comes when you have found a deal or opportunity, and you then take that deal through your sales pipeline and win it. Most companies will base their sales metrics and how they measure sales effectiveness on closing sales qualified leads.

These sales metrics are influenced or driven by the sales team’s ability and performance. Ability refers to the skills and traits of the sales team to close deals and performance refers to their output. You can have the most highly trained sales reps in the world but unless they perform and are highly engaged they will not close deals. We therefore define sales effectiveness as Ability + Performance = Sales effectiveness.

Let’s break down Ability first. If ability comes from traits and skills what does this mean in real terms?

Traits are important at the hiring phase – what are the sales reps hobbies out of work? Would you hire a gamer who is stuck in their bedroom overnight of the captain of the local football team? Sports people normally excel in sales because they have great traits, self discipline, good work ethics and they are team players.

Skills are obviously important, however, in sales there are a myriad of skills required some of which are more or less relevant depending on the role. For example an AE (Account Executive) will potentially need communication skills, presentation skills, objection handling and negotiating skills to close deals.

A salesperson focussed on selling to the public sector via bids and tenders would require a completely different skill set.

5. Growing - Retention and Expansion.

A major part of sales effectiveness comes from the ability to not just win new business but hold onto it and expand within those accounts. After all the most difficult and most costly part of sales, namely new client acquisition is done. Growth & retention via cross selling and upselling should be mandatory in every company strategy.

Often the first step in growing is to ensure retention and reduce customer attrition or churn. Companies measure sales churn in different ways for example saas companies may measure churn on their monthly paid subscriptions, however, some companies may be heavily geared to annual subscriptions and this then needs to be taken into account.

Our own belief is that reducing churn is the area of sales effectiveness that every sales organisation should address first. There is no point winning new business if you cannot retain it.

The Critical metrics most often used to reduce churn would be customer satisfaction, user engagement and changes in customer needs.

6. Developing - scaling people and process

In our experience developing falls into two main categories as follows, firstly the startups.

Many company founders and sales leaders rush to scale their business before they have the fundamentals in place. They want to hire an entire sales force before they have in some cases proven their value proposition, let alone put in place scalable systems and sales processes for profitable growth. One sales rep who can’t win deals quickly becomes 10 sales reps who can’t win deals which compounds the problems and adds to the existing workload of already time poor sales leaders. Step 1, focus on the value proposition and making it as attractive as possible. Step 2, focus on building repetition and sales effectiveness at scale not just on individual salespeople.

In Developing the second group we deal with are established businesses who need to either reduce costs (no necessarily the cost of people, but the cost of customer acquisition) or simply want to drive performance and an effective sales team.

For these companies the status quo and change is the biggest challenge. Tenured salespeople can be resistant to changes which needs to be taken into account when you are planning for improvements in sales effectiveness.

In many cases delivering sales training is the easy part, creating meaningful behavioural change across an entire team is the bigger problem. So big that many sales leaders simply put up with subpar performance and average output from their sales force.

These are actually the most rewarding projects as they always deliver the biggest impact.

7. How to boost sales effectiveness - key questions

Sales Enablement is one of the most common approaches to drive sales effectiveness across sales teams. Sales Enablement is a way of providing the right tools, content, sales training and resources that the sales teams needs to be win more deals.

In addition a modern Sales Enablement department would be responsible for supporting the implementation of the company’s sales strategy, their sales processes, and measuring sales effectiveness across the organisation.

If your sales organization does not have it’s own sales enablement team our recommendation would be to first get a baseline understanding of the overall sales performance of your sales team’s effectiveness.

Its important that any evaluation is from the top down and includes the sales leaders, the sales managers and every sales rep. This would include things like sales opportunities generated, best practices, win rates, quota attainment and effective selling skills and behaviours.

Key Questions

1. What data do I have?

Sometimes we let perfection get in the way of progress. What data do you have that you can take actions from?

2. What data should I have?

What data are you going to need to make the right decisions and how can I start recoding it?

3. What data is easy to collect?

Data itself and can end up overwhelming. Where possible make data collection easy, avoid adding workload to salespeople.

4. No data?

If you don’t have data score each section on a 1 through 10 with 10 being perfect.

5. Where are the easy wins?

Find some easy wins to give your project some momentum.

6. Which are the biggest leavers?

Which improvements are going to have the biggest impact?

Taking time out to take a complete measurement of the sales organizations overall effectiveness will provide you with a better understanding help you to identify realistic goals in terms of improvements that you can achieve.

“A fantastic learning experience”

Amanda – Account Manager

Sales Consultancy | Unlock Your Sales Potential

by Iain Swanston

Sales Consultancy - Top Question from Google

What do sales consultants do?

Here’s the short answer:

We are professional sales consultants specializing in helping B2B companies by improving their sales performance and achieving their sales goals. We work with a wide range of clients, including SMEs, Mid-Market and Enterprise accounts.

Our sales consultants look at your business as a whole and typically work with clients to identify areas for improvement in sales strategy, sales performance and sales process. Whilst many companies come to us for sales training, we have learned that in some cases training is the wrong place to start.

Therefore, we only provide training that we know will be impactful and aligned with the companies overall sales objectives.

Sales consultants may also work with clients to develop marketing and sales materials, such as brochures, presentations, and proposals, and they may provide guidance on sales techniques and best practices.

Our goal as sales consultants is not just to increase sales, but to do so in a way that is scalable and profitable. Furthermore we love to leave a legacy after us in terms of an improved culture and continuous improvement in sales performance.

We do this by providing expertise and guidance on a wide range of sales and marketing-related topics, and by working with clients and their sales teams to develop and implement effective growth strategies.

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video…

1. Why is sales consulting important

No CEO, VP, or Sales Director can be an expert in everything. A proven sales consultant who is external to the business can bring different skills, experiences and perspective to your business. The reality is that there is nothing that we bring that any CEO or VP of Sales could do themselves. What we bring is speed – our teams knowledge and skills will fast forward your business quicker that you can do working on your own. In addition to speed our team brings:

Our consultants bring expertise and experience in sales and marketing to our clients. They can provide valuable insights and guidance on a wide range of sales and marketing-related topics, and they can help you identify areas for improvement in your existing sales approach and to develop effective strategies to achieve real sales growth.
Working with our consultants, we help our clients improve their teams sales skills, productivity and sales performance resulting in real business growth. Our sales consultants will help you to identify and address bottlenecks in the sales process, and they can provide guidance on best practices and strategies to increase new sales enquiries and sales.
Klozers sales consulting services are flexible and scalable, which makes them suitable for companies of all sizes and in a variety of industries. Companies can work with us on a short-term or long-term basis, depending on their needs, and they can scale their support up or down as needed.

We serve as trusted advisors to CEOs and Sales Directors by supporting not just their sales team, but their sales operation as a whole.

Every business is unique so we would love to talk to you and learn more about your business. Contact us now for a free and no obligation sales consultation.

2. Common Consulting Projects - Sales Process

Often B2B sales can seem complicated and we do our best wherever possible to simplify everything. Sales is a process and should have logical and measurable start and ending points. Without a process it’s simply not possible to achieve consistency in either results or performance and more importantly it’s not scalable.

Our sales consultancy helps you:

Identifying areas for improvement: we work with clients to identify bottlenecks or other issues in the sales processes that are preventing them from achieving their goals. They can then develop strategies to address those issues and improve the sales process.
Providing training and development: we can provide training and development to help your sales force improve their skills and achieve better results. This might include training on sales techniques, product knowledge, or customer service skills.
Developing sales strategies: we work at CEO and Sales Director level to develop sales strategies that align with their business objectives. This might include identifying target markets, developing sales processes and systems, and creating marketing and sales materials.
Analyzing data and market trends: we use data analysis from your CRM and market research to identify trends and patterns that can inform your sales strategy. We can then use this information to develop changes to the sales approach whilst if necessary retaining the original sales strategy.
Providing group pipeline coaching and individual one to one coaching support: we work with sales people to develop 90 day sales plans for their teams and then provide coaching to help the sales teams deliver on the plans.

As part of our endeavours to simplify sales we break each area of the sales process down into the four high value areas of sales. Which are Finding, Klozing and Growing – we’ve found if you focus all your energies on just finding more people to sell to, then improving your klozing to get more deals over the line and then ensure that you both retain and grow those accounts, its impossible not to sell more.

The fourth and last high value are of sales is Developing which is the constant development of skills, confidence and knowledge of the sales people themselves.

3. Common Consulting Projects - Sales Training

Klozers started as a sales training business back in 2014 and sales training and coaching is at the heart of our business. We’ve successfully delivered sales training across multiple countries and verticals, from frontline SDRs to boardroom sales leaders.

Developing bespoke training programs: our clients have typically tried generic sales training courses and come to us looking for something different – results. We work with clients to develop customized sales training programs that meet the specific needs of their people and their organization. These programs might include training on lead generation, sales techniques, customer service, or other relevant topics.
Providing training workshops: our sales consultants can conduct sales training workshops for salespeople, either in person or online. These sessions might include lectures, group discussions, and hands-on exercises to help salespeople learn and practice new skills.
Providing ongoing coaching and support: we have team of experienced sales coaches who provide ongoing coaching and support to salespeople to help them apply their new sales skills in the workplace and to overcome any situational challenges as they arise. This might include providing feedback and guidance on sales techniques, as well as encouragement and support.
Evaluating the effectiveness of training: our consultants can also help clients to evaluate the effectiveness of your in house sales training programs, by collecting data and analyzing the results. This can help clients to identify areas for improvement within their sales force and to refine their training programs as needed.
Sales Team activity: training and improvement to sales processes are important, however, many sales teams struggle to execute the right types and level of sales activity. Every sales team needs to be held accountable to delivering the sales activity required.

Our sales training can be delivered either in-person at a location of your choosing, remotely online or a hybrid of the two. All our training is aligned with the companies overall sales strategy and goals which ensures you will receive the outcomes, results and business growth you are looking for.

4. Common Consulting Projects - Sales & Marketing Alignment

Aligning sales and marketing within a business is important because it helps to ensure that both teams are working towards the same overall goals and objectives. Here are some examples of the type of projects we work on to align sales and marketing within a business:

Establish clear and common growth goals and objectives: The first step in aligning sales and marketing is to establish clear and common growth goals and objectives for both teams. Examples include setting overall OKR based goals for the business, such as increasing sales revenue or expanding into new markets.
Define roles and responsibilities: It is important for both sales and marketing teams to understand their roles and responsibilities within the entire sales process. This may involve defining the specific tasks and responsibilities of each team, as well as how they will work together to achieve the overall goals of the business.
Communicate and collaborate: To align sales and marketing effectively, it is important for both teams to communicate and collaborate regularly. To this end we are great advocates of “Growth Pods” whereby we remove traditional siloed sales and marketing departments and place professionals from sales and marketing into smaller pods where they work together with common goals.
Use data and analytics: By using data and analytics, both the sales team and the marketing team can better understand the needs and preferences of their customers, and make more informed decisions about how to reach and engage them.
Use shared metrics: Using shared metrics can help to align sales and marketing efforts, as both teams can track progress towards common goals and objectives. This may include metrics such as customer acquisition cost, customer lifetime value, or lead conversion rate.

Aligning sales and marketing is a subject close to our hearts as we have gone through the process as a business ourselves. We can show you exactly how we did it, including the results, warts and all.

5. Klozers B2B Sales Consultancy - Join us

We’re growing fast and keen to hear from experienced sales consultants who would like to join our team. Our clients quite rightly demand the best and here are some of the vast array of skills that you will need:

Sales and Marketing: sales and marketing are inextricably linked in modern selling so you will need to demonstrate expertise in all aspects of B2B sales and marketing.
Communication skills: you will need to be a natural communicator and be able to effectively communicate with clients, from CEO & Sales Director level, through to the front line sales team. You should be able to clearly and concisely convey information and ideas, and be able to adapt your communication style to suit different personas.
Analytical skills: we will help you analyse the data in your CRM system to help your clients identify trends and patterns, from which you will need to develop solutions for sales growth.
Problem-solving skills: we love working with our clients on complex problems and helping them find the best solution for their circumstances. We don’t believe in a one size fits all solution so you’ll need to be creative in terms of your problem solving.
Consultative skills: our genesis as a business was delivering consultative selling skills which is still our best selling course. Our sales consultants are our brand champions so you will need to be able to work with clients in a consultative manner, and build strong relationships based on trust and mutual respect.
Business acumen: sales never operates in isolation of the wider business and our sales consultants need a strong understanding of business principles and how to apply them to different sales scenarios. You should be able to analyze market trends and customer needs, and to develop sales strategies that align with clients’ business objectives.

Klozers are a full life sales and marketing consultancy meaning we cover everything from the initial value proposition development through to closing more sales deals. What this means to you is that we work in a fast paced environment and no two days are the same. It’s great fun and hugely rewarding.

We are currently recruiting consultants throughout Europe and North America so please feel free to call us for more information.

“A fantastic learning experience”

Amanda – Account Manager

90 Day Sales Plan | Free Download

by Iain Swanston

90 Day Sales Action Plan - Top Question from Google

How do write a 90 Day Sales Action Plan?

Here’s the short answer: To write a 90-day sales action plan, your sales team should follow these steps:

Identify measurable goals: The first step in creating a 90-day sales action plan is to identify your specific goals. These should be specific, measurable, achievable, relevant, and time-bound (SMART) goals that will help you to achieve success within the next 90 days. The sales goals in your plan should always be aligned with the companies overall sales and business strategy. Focus your goals on sales activities and behaviours, rather than revenue – if you do the right behaviours the revenue takes care of itself.
Break down your goals into actionable tasks: Once you have identified your goals, you will need to break them down into smaller, actionable tasks. What is it that you need to do to achieve the goals? These should be specific and achievable steps that you can take to move closer to your goals. Again avoid thinking about revenue. As an example; look at your sales process and identify where you can either increase the volume new sales enquires generated and increase the conversion ratio of the deals you are generating.
Assign deadlines and priorities: For each task, assign a deadline and a priority level. This will help you to stay organized and focused, and ensure that you are making progress towards your goals. Use the 30, 60 and 90 day milestones to hold yourself accountable rather than waiting till the end of the 90 day period.
Create a timeline: Use a timeline or calendar to visualize your progress and keep track of your tasks and deadlines. This will help you to stay on track and stay focused on your goals. We’re great fans of vision boards so make sure all the salespeople create and maintain a personla vision board.
Monitor and review your progress with your Sales Manager: Regularly review your progress to ensure that you are on track to achieve your goals. If you are not making the progress you expected, adjust your plan as needed to get back on track.
Make yourself accountable: Planning is great, however, doing is better. The best sales plan in the world is worthless if you do not execute the actions within the plan. B2B sales can be a tough environment and it helps to have the support of others around you like a sales manager to help hold you accountable to your new sales plan.

Top tip: include the four high value areas of sales (Finding, Klozing, Growing and Developing) in your sales plan to ensure you allocate the right amount of time for your circumstances. For example some salespeople may need to focus on generating new leads, whilst others need to develop relationships with existing customers. Check out the FREE template below as an example of this.

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Don’t buy Sales Training until you’ve watched this video…

90 DAY PLAN TEMPLATE

Download a FREE copy of our 90 Say Sales Plan template and make this your sales year.

1. Why are 90 day sales plans important?

90-day sales plans are important because they provide a clear, focused framework for sales reps to work towards specific goals and objectives over a defined period of time. A well-crafted 90-day sales plan can help the entire team to:

Stay focused and organized: Sales is the easiest job in the world but the most difficult to be effective. With so many distractions planning is an important part of sales success. By breaking down goals into specific tasks and assigning deadlines and priorities, a 90-day sales plan can help sales professionals to stay organized and focused, and ensure that they are making progress towards their goals.
Track progress and make adjustments: Schedule weekly checkpoints to track progress, a 90-day sales plan can help sales professionals to identify areas of sales activities where they are falling behind, and need to make up the numbers to get back on track. In addition to sales activities the plan can help identify skills gaps where reps are doing the activity, but not getting the results.
Increase personal motivation and accountability: There is something comforting and reassuring about having a plan and then working the plan. By setting clear goals and tracking progress, a 90-day sales plan helps sales professionals to stay motivated and accountable, and feel more engaged in their work.
Enhance communication and collaboration: Often times the sales leadership in a company are unsure of exactly what their direct reports are doing. 90 Day plans are a great way to ensure that sales reps are working on the right activities at the right time. By working towards shared goals, your 90-day sales plan can help sales professionals to improve communication and collaboration with their sales leadership and colleagues in their team.

Overall, a 90-day sales plan is a valuable tool that can help sales reps to focus their efforts, track their progress, and stay motivated and accountable as they work towards specific goals and objectives.

2. Are 90 day sales plans for a sales manager different to one for a sales person?

A 90-day sales plan for a sales manager will be different from a 90-day sales plan for a salesperson, as the responsibilities and goals of the two roles differ.

For a sales manager, a 90-day sales plan may focus on goals such as improving team performance, increasing team productivity, improving the sales skills of the team, or building relationships with key clients.

It may also include tasks such as conducting performance evaluations, providing training and development opportunities for team members, or creating strategies to target new markets.

90 day plans are a great tool to help new sales managers to demonstrate an impact in a new position. In addition to their management responsibilities many new sales managers also have a sales quota and are directly responsible for a few strategic clients.

For a salesperson, a 90-day sales plan may focus on goals such as increasing sales revenue, closing new deals, or improving customer retention. It may also include tasks such as identifying and qualifying leads, making presentations, or following up with prospects and customers.

Like the salespeople’s 90 day plans, the sales managers plans should always be linked to the company’s overall business plan and sales strategy.

3. Who should create the sales plans - the Reps or the Manager?

Sales plans should always be created by the salespeople who are responsible for executing the plan even when they are new sales reps to the company.

Here are a few factors to consider when creating your 90-day sales plans:

a) Modern sales management is an extremely busy role and creating action plans for every member of your team takes time because of the variables involved.

b) Where new hires lack the skills or experience to create their own 90 day plans, sales managers should use the planning process to help train and coach their direct reports to be more self sufficient.

The sales manager should always be involved as they ultimately have to sign off the plans. However, giving responsibility to the salespeople, helps build their skills and more importantly give them a sense of ownership of the plan, which in turn provides better engagement across the team.

4. How do I choose the right Goals and Objectives for my plan?

The goals and objectives in a 90-day sales plan should be aligned with the company’s overall sales strategy. Your sales strategy is your long-term plan that outlines the approach and tactics that your company will use to achieve its sales goals. By aligning the goals and objectives of the 90-day sales plan with the overall sales strategy, sales reps and sales managers can ensure that they are working towards the same overall goals and objectives as the company.

Here are a few ways to align the goals and objectives in a 90-day sales plan with the company’s sales strategy:

Identify the measurable goals of the company: The first step in aligning the 90-day sales plan with the company’s sales strategy is to understand the overall sales goals of the company. These may include goals such as increasing sales revenue, expanding into new markets, or improving customer retention.
Determine how the 90-day sales plan fits into the overall strategy: Once you have identified the overall sales goals of the company, you can determine how the 90-day sales plan fits into the overall strategy. This may involve identifying specific tactics or approaches that the team can use to contribute to the overall sales goals.
Use OKRs to set goals: The OKR system is a business goal setting framework used by many companies to drive growth and improvements. We use this in our own business and with our clients who love it.

Overall, aligning the goals and objectives in a 90-day sales plan with the company’s sales strategy can help sales reps and sales managers to work towards the same overall goals and objectives as the company, and contribute to the success of the overall sales strategy.

5. How do I implement 90 day action plans with my sales team?

Salespeople can be a tough audience and they especially don’t like change or something they feel threatening. This is why it’s so important to take a collaborative approach and make sure you win their hearts as well as their minds. This is as much about Change Management as it is about sales.

With that in mind, facilitate a workshop and with your team:

Identify the goals and objectives of the team: The first step in creating a 90-day sales plan is to identify the specific goals and objectives that the team should work towards. These should be specific, measurable, achievable, relevant, and time-bound (SMART) goals that will help the team to achieve success within the next 90 days.
Break down the goals into actionable tasks: Once you have identified the goals of the team, you will need to break them down into smaller, actionable tasks. These should be specific and achievable steps that the team can take to move closer to the goals.
Assign deadlines and priorities: For each task, assign a deadline and a priority level. This will help the team to stay organized and focused, and ensure that they are making progress towards the goals.
Create a timeline: Use a timeline or calendar to visualize the team’s progress and keep track of the tasks and deadlines. This will help the team to stay on track and stay focused on the goals.
Communicate the plan to the team: Once the plan is complete, communicate it to the team and make sure that everyone understands their roles and responsibilities.
Monitor and review progress: Regularly review the team’s progress to ensure that they are on track to achieve the goals. If the team is not making the progress you expected, adjust the plan as needed to get back on track.

Remember the most powerful workshops are those where the salespeople get to talk, are heard and believe its their own ideas they are about to go out and execute.

6. How do I hold my sales team members accountable to the 90 day plans?

A culture of accountability is essential for any business to be successful and all sales plans are worthless unless they are delivered. If you are introducing sales plans for the first time you should set the activity bar low so it’s achievable. You can gauge this by the activity level of the top performer and by using them as a benchmark you can immediately remove the argument that it cannot be done because everyone is too busy.

Communicate the plan clearly: Make sure that the salespeople understand their goals and the specific tasks that they need to complete in order to achieve them. Clearly communicate deadlines and priorities, and provide any necessary resources or support to help them succeed.
Set up regular check-ins: Schedule regular check-ins with sales team members to review their progress and provide support and guidance as needed. These check-ins can be conducted in person, over the phone, or via video conference.
Track progress and review results: Use tools such as dashboards or performance tracking software to track the progress of sales team members towards their goals. Regularly review these results to identify areas where team members are falling behind, and provide additional support as needed.
Provide feedback and coaching: Offer constructive feedback, training and coaching to sales team members to help them improve their performance and achieve their goals. This can include providing guidance on best practices, identifying areas for improvement, and offering support and resources to help team members succeed.
Set consequences for non-compliance: Establish clear consequences for sales team members who are not meeting their goals or following the plan. These consequences could include additional training or coaching, reduction in commissions or bonuses, or even termination if necessary.

The art of sales management is to push your sales force, however, if you push too hard you will lose them mentally. Better still link their personal goals to your business goals and watch them push themselves.

Be sure to get include a “Commitment Statement” in your plan and get your Reps to read it an sign it. This is great for setting the scene and reminding them that they are responsible for their own results.

7. 90 day sales plan for new hires vs sales plan for existing salespeople?

A 90-day sales action plan for a new salespeople should be very different to this 90-day sales action plan which is designed for existing salespeople. In most cases the hiring manager will use the first 30 days to provide what we call non sales training to a new sales rep. As part of the initial onboarding and training process a new employee would be given training on the new company’s vision, the company’s mission, product training and industry knowledge,

Next up during the 60 – 90 day sales plan the training quickly focuses more on sales knowledge topics. This should include, the value proposition, target markets, generating new leads and key clients that need to be prioritised.

Here are some additional things you should consider for new sales team members:

Focus: A 90-day sales action plan for those in a new sales job should focus more on onboarding and training, while a 90-day sales action plan for existing salespeople, may focus more on specific goals and objectives. For example, new sales team members will need more support understanding their sales territory, the sales process, background to any key accounts they are taking over.
Tasks: A 90-day sales action plan for new hires may include tasks such as learning about the company’s products and services, meeting with key stakeholders, and observing sales calls, while a 90-day sales action plan for existing salespeople may include tasks such as making presentations, following up with leads, and closing deals.
Goals: A 90-day sales action plan for new hires may include goals such as becoming familiar with the sales process and building relationships with key stakeholders, while a 90-day sales action plan for existing salespeople may include goals such as increasing sales revenue or improving customer retention. It’s important that every new sales rep understands how the company defines success and

Overall, the focus and tasks included in a 90-day sales action plan may vary depending on the specific needs and goals of the sales team or individual, as well as their experience and expertise in sales. It is important to choose goals and tasks that are specific, measurable, achievable, relevant, and time-bound (SMART) in order to maximize the chances of success. This includes weekly personal goals, following the companies sales processes, and producing high quality work that measurably impacts their sales quota.rep

“A fantastic learning experience”

Amanda – Account Manager

Unleash your Sales Potential | Hire a Sales Coach

by Iain Swanston

Sales Coach - Top Question from Google

What is a Sales Coach?

A sales coach is a professional who helps sales professionals develop their skills and knowledge, with the goal of improving their sales performance. Sales coaches may work with individuals or small groups of sales reps, and may use a variety of techniques, such as one-on-one coaching, role-playing, and interactive activities to help sales professionals develop the skills and knowledge they need to be successful.

Sales coaches may focus on a range of topics, including sales strategy, sales techniques, customer relationship management, communication skills, and problem-solving. They may also work with sales leaders, sales managers and sales professionals to identify and overcome any personal or professional challenges that may be hindering their sales performance.

Sales coaches are typically experienced sales professionals themselves, with a proven track record and may have a background in sales management or training. They may work with sales professionals at all levels, from entry-level salespeople to experienced sales managers and sales leaders.

Overall, a sales coach can be a valuable resource for sales professionals who are looking to improve their skills and increase their sales performance.

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video…

1. What are the benefits of sales coaching?

Sales coaching can offer a range of benefits to sales professionals, sales managers and organizations as a whole, including:

a) Improved sales performance: By helping sales professionals develop their skills and knowledge, sales coaching can help improve their sales performance. This may include increased sales revenues, higher conversion rates, and better customer satisfaction.

b) Increased confidence and motivation: Sales coaching can help sales professionals feel more confident and motivated in their roles, which can lead to improved performance.

c) Personalized development: Sales coaching is typically more personalized than sales training, as it is tailored to the specific needs and goals of the individual or small group. This can make it more effective in helping sales professionals develop the skills and knowledge they need to be successful.

d) Greater accountability: Sales coaching often involves setting specific goals and tracking progress, which can help sales professionals stay accountable and motivated to achieve their objectives.

e) Enhanced team culture: Sales coaching can help foster a positive and supportive team culture, which can lead to improved collaboration and teamwork.

Overall, sales coaching can be a valuable resource for sales professionals and organizations looking to improve sales performance and achieve long-term success.

2. The business case for sales coaching

Here are a few statistics that support the need for sales coaching:

a) Companies that invest in sales coaching see an average of 8.9% sales increase: According to research by the Corporate Executive Board, companies that invest in sales coaching see an average sales increase of 8.9% within the first year.

b) Salespeople who receive coaching are more likely to hit their targets: Research by the Sales Executive Council found that salespeople who receive coaching are 63% more likely to hit their targets compared to those who do not receive coaching.

c) Coaching leads to increased productivity: A study by the International Coach Federation found that coaching leads to a productivity increase of 86%.

d) Coaching leads to improved employee retention: According to research by the Corporate Executive Board, companies with high-quality coaching programs have a 7% lower turnover rate compared to those without coaching programs.

e) Coaching leads to better customer satisfaction: A study by the Corporate Executive Board found that companies with high-quality coaching programs have a 13.5% higher customer satisfaction rate compared to those without coaching programs.

These statistics demonstrate the significant impact that sales coaching can have on sales performance, productivity, employee retention, and customer satisfaction.

3. Individual sales coaching vs Group sales coaching

Individual sales coaching involves working with a single sales professional on a one-on-one basis to help them develop specific skills and knowledge. This type of coaching is typically more personalized and tailored to the specific needs and goals of the individual.

Individual coaching may be conducted in person or virtually, and may involve a range of topics such as sales strategy, business development and sales calls. An effective sales coach would also deliver one on one sessions on techniques, sales cycle, controlling sales conversations, role-playing, interactive activities, and feedback sessions. A sales coaches job is to help build confidence and encourage sales reps to reflect on their own sales performance.

It’s not the role of the sales coach to motivate reps. Top performers in sales are self motivated not just by revenue goals and more sales, but by their own professional development.

Group coaching, on the other hand, involves working with a small group of sales professionals to help them develop their skills and knowledge. Group coaching may be conducted in person or virtually, and may involve a range of techniques, such as group discussions, interactive activities, and role-plays.

Group coaching can be an effective way to help sales professionals learn from one another and share best practices. An effective sales coach may attend team meetings, support weekly sales meetings and drive performance improvement across the sales team.

Overall, both individual and group coaching can be effective approaches to sales development, and the most appropriate approach will depend on the specific needs and goals of the sales team or individual, as well as the resources and time available for development.

4. How do I create a sales coaching programme

Creating a sales coaching program can be a complex process that requires careful planning and attention to detail. Here are some steps to consider when creating an effective sales coaching program:

a) Define your goals: Clearly define your goals for the coaching program. What do you want to achieve? What specific skills or knowledge do you want to develop in your sales team? Having clear goals will help you design a program that meets your needs and helps you achieve your objectives.

b) Identify your target audience: Determine who your coaching program will be for. Will it be for your entire sales team, or just a specific group? Understanding your target audience will help you tailor the program to meet their specific needs and goals.

c) Determine the format: Decide on the format of your coaching program. Will it be in-person, virtual, or a combination of both? Consider factors such as convenience, cost, and the preferences of your target audience when choosing a format.

d) Select a coach: Choose a coach who has the experience and expertise to meet your needs. Consider factors such as their background, their coaching style, and their availability when selecting a coach.

e) Create a schedule: Determine the frequency and duration of your coaching sessions. Will they be weekly, biweekly, or monthly? How long will each session be? Consider the schedules of your participants and the goals of your program when creating a schedule.

f) Plan the content: Design the content of your coaching program to meet your specific goals and the needs of your target audience. This may include topics such as sales techniques, customer relationship management.

5. How do you coach a sales person?

Coaching a salesperson can be a rewarding and challenging experience, as it requires strong communication skills, a deep understanding of sales techniques, and the ability to adapt to the individual needs and goals of the sales rep. Here are some steps to consider when coaching a salesperson:

a) Establish a relationship of trust and respect: Building trust and respect is essential for any coaching relationship. This may involve establishing clear expectations, being open and honest with feedback, and showing genuine interest in the salesperson’s development.

b) Identify the salesperson’s strengths and areas for improvement: Assessing the salesperson’s strengths and areas for improvement can help you tailor your coaching to their specific needs and goals. This may involve observing their sales interactions, reviewing their performance data, and asking for feedback from the salesperson and their colleagues.

c) Set specific, measurable goals: Setting specific, measurable goals can help the salesperson stay focused and motivated, and can provide a roadmap for their development. Consider setting both short-term and long-term goals, and be sure to track progress regularly.

d) Provide ongoing support and feedback: Offer ongoing support and feedback to help the salesperson develop their skills and knowledge. This may involve one-on-one coaching sessions, role-playing, or other interactive activities that allow the salesperson to practice and apply what they have learned.

e) Encourage self-reflection and continuous learning: Encourage the salesperson to reflect on their performance and seek out opportunities for continuous learning. This may involve encouraging them to read industry publications, attend training.

6. What are the best sales coaching techniques?

There are a wide range of sales coaching techniques that can be effective in helping sales professionals develop their skills and knowledge. Here are a few examples:

a) One-on-one coaching: One-on-one coaching involves working with a sales professional on a one-on-one basis to help them develop specific skills and knowledge. This type of coaching is typically more personalized and tailored to the specific needs and goals of the individual.

b) Role-playing: Role-playing involves simulating real-life sales situations and allowing the sales professional to practice and apply what they have learned. This can be a useful technique for helping sales professionals develop their communication and problem-solving skills.

c) Interactive activities: Interactive activities, such as case studies or simulations, can be a useful way to engage sales professionals and help them apply their knowledge to real-world situations.

d) Group coaching: Group coaching involves working with a small group of sales professionals to help them develop their skills and knowledge. Group coaching may involve group discussions, interactive activities, and role-plays, and can be an effective way to help sales professionals learn from one another and share best practices.

e) Feedback sessions: Providing ongoing feedback can be a valuable technique for helping sales professionals improve their performance. Feedback sessions should be conducted in a constructive and supportive manner, and should focus on specific areas for improvement.

Overall, the best sales coaching techniques will depend on the specific needs and goals of the sales team or individual, as well as the resources and time available for development.

7. Examples of sales coaching questions

There are a wide range of sales coaching questions that can be effective in helping sales professionals develop their skills and knowledge. Here are a few examples:

What are your specific goals for this coaching session?
What are your current challenges in the sales process?
What do you feel confident about in your sales approach?
What are your areas for improvement in your sales approach?
How do you currently handle objections from prospects?
How do you currently build relationships with prospects and customers?
How do you currently follow up with prospects and customers?
How do you currently measure your sales performance?
What are some best practices or strategies that have worked well for you in the past?
What resources or support do you need to achieve your goals?

Sales coaching questions should be tailored to the specific needs and goals of the sales professional or small group, and should be designed to encourage reflection, learning, and action. By asking thoughtful and targeted questions, sales coaches can help sales professionals identify areas for improvement, develop new strategies and approaches, and track their progress towards their goals.

8. What skills does a sales coach require?

A good Sales coach requires a range of skills to effectively coach sales reps including:

a) Sales expertise: Coaches should have a deep understanding of sales techniques, customer relationship management, and the sales process. This may involve having a background in sales management or training, or having extensive experience as a sales professional.

b) Communication skills: Coaches should have strong communication skills, including the ability to listen actively, ask clarifying questions, and provide feedback in a constructive and supportive manner.

c) Coaching skills: Coaches should have a strong understanding of coaching principles and techniques, including how to set goals, provide feedback, and facilitate learning and development.

d) Adaptability: Coaches should be able to adapt to the specific needs and goals of the salespeople they are working with, as well as to any changes in the sales environment.

e) Empathy: Coaches should be able to show empathy and understanding for the challenges and concerns of the salespeople they are working with, which can help build trust and rapport.

By developing these skills, coaches can become more effective at helping sales professionals develop their skills and knowledge, and improve their sales performance.

9. Does a sales manager need a sales coach?

Sales managers can benefit from sales coaching just like sales professionals can. In fact, sales coaching can be especially valuable for every sales manager, as they often have a greater responsibility for leading and developing their sales teams.

Sales coaching can help a sales manager develop a range of skills, including:

Leadership skills: Sales coaching can help sales managers develop their leadership skills, such as communication, delegation, and team-building.
Sales techniques: Sales managers can benefit from sales coaching to help them stay up to date with the latest sales techniques and best practices.
Coaching skills: Sales managers who are responsible for coaching their team members can benefit from sales coaching to help them develop their coaching skills and techniques.
Problem-solving: Sales managers often face a range of challenges, such as managing difficult customers or navigating complex sales environments. Sales coaching can help them develop problem-solving skills and strategies to address these challenges.

Overall, sales coaching can be a valuable resource for any sales manager looking to develop their skills and knowledge, and improve both their performance and that of their sales reps.

10. What role should sales leadership play in sales coaching?

Sales leadership plays a crucial role in coaching, as they are responsible for setting the tone and direction for the team’s development. Here are a few ways in which sales leadership can support coaching within their organization:

Establish a coaching culture: Sales leadership can help create a coaching culture by emphasizing the importance of continuous learning and development, and by providing resources and support for coaching efforts.
Set clear goals and expectations: Sales leadership should communicate clear goals and expectations for sales coaching, and ensure that coaching efforts are aligned with the overall goals and objectives of the organization.
Provide resources and support: Sales leadership should provide the necessary resources and support to enable effective coaching, such as training materials, coaching tools, and dedicated coaching time.
Encourage self-reflection and continuous learning: Sales leadership can encourage sales professionals to engage in self-reflection and continuous learning by setting aside dedicated time for coaching, providing access to resources and training, and recognizing and rewarding the efforts of those who engage in coaching activities.
Model coaching behaviors: Sales leadership should model coaching behaviors by demonstrating a commitment to continuous learning and development, and by providing supportive and constructive feedback to sales professionals.

Overall, sales leadership plays a crucial role in establishing a culture of coaching and supporting the development of sales professionals within the organization.

11. What's the difference between sales coaching and sales training?

Sales coaching and sales training are two different approaches to sales development that can be used to help sales professionals improve their skills and knowledge.

Sales training is a structured program that is designed to help sales professionals develop specific skills and knowledge. It may involve a range of delivery methods, such as lectures, interactive activities, and simulations, and may be delivered in person or virtually. Sales training is typically more general in nature, and is focused on providing sales professionals with a broad range of skills and knowledge that they can apply in a variety of situations.

Sales coaching, on the other hand, is a more personalized approach that is tailored to the specific needs and goals of the sales professional or small group. Sales coaching may involve one-on-one sessions with a coach, role-playing, and interactive activities, and is typically more focused on helping sales professionals apply what they have learned to specific challenges or situations. Sales coaching may also involve setting specific goals and tracking progress to help sales professionals stay motivated and accountable.

Overall, the main difference between sales coaching and sales training is the level of personalization and focus on specific goals and challenges. Both approaches can be valuable resources for sales professionals looking to improve their skills and knowledge, and the most appropriate approach will depend on the specific needs and goals of the sales team or individual, as well as the resources and time available for development.

12. Do I need a background in sales to be a sales coach?

Having a background in sales can be beneficial for sales coaches, as it can provide you with a deep understanding of sales techniques, customer relationship management, and the sales process. However, it is not necessarily a requirement for successful sales coaching.

Sales coaches may come from a variety of backgrounds, and may have expertise in areas such as leadership, business development, communication, and coaching techniques. What is most important for a sales coach is the ability to understand the needs and goals of the sales professionals they are working with, and to provide support and guidance to help them develop their skills and knowledge.

Overall, while a background in sales can be beneficial for coaches, it is not the only factor that determines their effectiveness. The most important qualities for a sales coach are the ability to understand the needs and goals of their clients, and to provide support and guidance to help them achieve success.

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Amanda – Account Manager

Mastering the Art of Asking For The Order

by Iain Swanston

asking for the order - Top Question from Google

How do you ask customers for the sale? (The short answer)

You should always remember, people do not like being sold to, but they love buying. With this in mind the best way to ask for the order, is not to ask for the order. If you use a consultative sales approach the customer will realise for themselves that there is a good fit between what you are selling and their needs. The best sales professionals never have to ask for the order. They simply create the right conditions for the buyer to buy.

If you are using a traditional sales approach in B2B sales, there are several ways to ask customers for sales, depending on the context and the relationship you have with them. Here are some examples:

If you are in a business setting and have already established a relationship with the customer, you can ask for a sale by stating the benefits of your product or service and explaining why it would be a good fit for their needs. For example, you could say, “Our product has been proven to improve efficiency and save time, which I think would be valuable for your business. Would you like to discuss a purchase?”
If you are cold-calling or contacting potential customers for the first time, it’s important to be polite and respectful. Start by introducing yourself and your company, and then explain how your product or service can help them. For example, you could say, “Hi, my name is [Name] and I’m with [Company]. We offer a [Product/Service] that can help [Benefit]. Can I schedule a call to discuss how it could benefit your business?”

Overall, the key to asking for the sale or indeed anything, is to be polite, respectful, and informative. Show the value of your product or service, and be prepared to answer any questions they may have.

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1. Why it's important for salespeople to ask for the sale?

Not everyone is familiar with, or uses a consultative sales approach. Therefore, it’s very important for those using traditional sales methodologies to ask for the sale. Asking for the sale is the final step in the sales process, and it’s what ultimately determines whether the salesperson is successful in making a sale.

By asking for the sale, the salesperson is taking the initiative and putting the decision in the hands of the customer. This can be a powerful way to persuade the customer to make a purchase, and it can also help the sales person to close the deal more efficiently.

In addition to winning more sales, asking for the sale is also a crucial part of building a successful sales career. Sales is a profession that requires persistence, confidence, and the ability to handle rejection.

Asking for the sale helps sales professionals to develop these skills, and it can also help them to build a track record of success. The ability to ask for the sale has a direct impact on the sales performance of your sales team.

2. Why asking for the sale can lose sales professionals the deal

Asking for the sale is an important step in the sales process, and it’s essential for making a successful sale. However, if it’s not done in the right way, it’s possible that asking for the sale could lose the deal. Here are a few reasons why this might happen:

The customer isn’t ready: If the customer isn’t ready to make a decision, asking for the sale can be premature and can push them away. It’s important to carefully gauge the customer’s level of interest and readiness before asking for the sale.
The customer has objections: If the customer has objections or concerns, asking for the sale without addressing those issues can be counterproductive. It’s important to listen to the customer’s objections and to address them before asking for the sale.
The sales person is pushy or aggressive: Asking for the sale in a pushy or aggressive manner can be off-putting to the customer. Salespeople should be direct and clear in their request, but they should also be respectful and professional.
The customer is dissatisfied: If the customer is unhappy with the product or service, or with the salesperson’s performance, asking for the sale can be futile. In these cases, it may be better to address the customer’s dissatisfaction and try to resolve the issues before asking for the sale.

Overall, asking for the sale is a crucial part of the sales process, but it’s important to do it in a way that is appropriate for the specific situation and customer.

3. How fear of rejection stops sales professionals asking for the sale

Fear of rejection can definitely stop salespeople from asking for the sale. Asking for the sale is an inherently vulnerable position, and it requires the salesperson to put themselves out there and potentially face rejection. This can be intimidating, and it’s natural for salespeople to be afraid of being rejected.

However, it’s important for salespeople to overcome this fear and to ask for the sale anyway. Rejection is a natural part of the sales process, and it’s something that every salesperson will experience at some point in their career. By accepting that rejection is a possibility and by developing the skills and strategies to handle it effectively, sales people can overcome their fear of rejection and become more successful in their careers.

Sales people can overcome their fear of rejection in a number of ways, including the following:

Develop a positive attitude: A positive attitude can help salespeople to stay motivated and focused, even in the face of rejection. By believing in themselves and their abilities, salespeople can maintain a sense of confidence and resilience, which can help them to overcome their fear of rejection.
Practice effective rejection management: Sales people can learn how to manage rejection effectively by using techniques such as reframing, refocusing, and redirecting. These techniques can help sales people to view rejection in a more positive light, and to move on from rejection quickly and confidently.
Seek support: Sales people don’t have to face their fear of rejection alone. Seeking support from colleagues, mentors, and peers can provide valuable encouragement and advice, and can help sales people to feel more confident and capable.
Learn from rejection: Instead of viewing rejection as a failure, sales people can learn from it and use it as an opportunity to improve. By analyzing why a particular sale didn’t go through, salespeople can identify areas for improvement and develop strategies to overcome similar objections in the future.

By adopting these strategies, sales people can overcome their fear of rejection and become more successful in their careers.

4. How to build confidence in salespeople

Here are some tips for building confidence in a sales team:

Provide training and development: A sales team who are well-trained and well-equipped with the knowledge and skills they need to succeed are more likely to be confident in their abilities. Invest in sales training and development programs that provide sales professionals with the tools and resources they need to be successful.
Encourage positive thinking: Positive thinking is a powerful tool that can help sales professionals to build confidence and overcome challenges. Encourage sales professionals to focus on their strengths and to believe in their ability to succeed.
Set achievable goals: Setting challenging but achievable goals can help sales professionals to feel a sense of accomplishment and to build their confidence. Create a goal-setting framework that provides clear benchmarks and rewards for success.
Provide support and encouragement: Sales can be a tough and demanding profession, and sales professionals often face rejection and disappointment. Provide support and encouragement to help salespeople stay motivated and focused, and to build their confidence over time.
Celebrate success: Recognizing and celebrating the successes of salespeople can help to boost their confidence and to reinforce the behaviours and strategies that lead to success. Make sure to celebrate both individual and team successes, and to provide public recognition for outstanding achievements.

By implementing these strategies, sales managers and leaders can help sales teams to build confidence, improve sales performance and to become more successful in their careers.

5. Why salespeople feel uncomfortable asking for the sale

Asking for the sale can be uncomfortable for a sales person because they may fear rejection or feel like they are being pushy or aggressive. Additionally, some people may be unsure of how to ask for the sale in a way that is polite and respectful, or they may not be confident in their product or service. Here are some reasons why a sales person may feel uncomfortable asking for the sale:

Fear of rejection: Asking for the sale means putting yourself out there and potentially facing rejection. This can be intimidating and uncomfortable, especially for people who are sensitive to criticism or who have low self-esteem.
Concern about being pushy or aggressive: Some people may worry that asking for the sale will make them appear pushy or aggressive, which can be off-putting to customers. This may be especially true for people who are naturally reserved or introverted.
Uncertainty about how to ask for the sale: Asking for the sale is a skill that requires practice and finesse. If a sales person does not know how to do it effectively, it can make them feel unsure and uncomfortable.
Lack of confidence in their product or service: If you don’t believe in your product or service, it can be difficult to persuade others to buy it. This lack of confidence can make it uncomfortable to ask for the sale.

Overall, asking for the sale can be uncomfortable for many people because it involves overcoming these fears and doubts. However, with practice and the right mindset, you can learn to ask for the sale in a way that is confident and persuasive.

6. What are sales closing techniques?

Sales closing techniques are strategies that salespeople use to persuade a potential customer to make a purchase. These techniques can take many forms, but they all aim to help the salesperson overcome any objections the customer may have and to move the conversation towards a successful sale. Some common sales closing techniques include using a trial close to gauge the customer’s level of interest, asking for the sale directly, offering a discount or special deal, and using scarcity or urgency to create a sense of need. Sales closing techniques can be effective, but it’s important for salespeople to use them in an ethical and transparent manner.

Examples of sales closing techniques:

The trial close: This involves asking the customer a question that helps the salesperson gauge their level of interest in the product or service. For example, the salesperson might say, “Based on what you’ve told me, it sounds like this product could be a good fit for your needs. Am I correct?”
Asking for the sale directly: This is a straightforward approach where the salesperson simply asks the customer if they would like to make a purchase. For example, the salesperson might say, “Do you want to go ahead and place your order today?”
Offering a discount or special deal: This involves offering the customer a financial incentive to make a purchase. For example, the salesperson might say, “If you decide to order today, I can offer you a 10% discount on your purchase.”
Using scarcity or urgency: This involves creating a sense of need or urgency to persuade the customer to make a decision quickly. For example, the salesperson might say, “This offer is only available for a limited time, so if you want to take advantage of it, you’ll need to act now.”
In certain circumstances such as selling home products like kitchens and windows, it can help to introduce an order pad or order form to help capture the customers order details. The visible introduction of the order pad can prompt the buyer into moving forward.

It’s important to note that these are just examples, and every sales person should use the closing techniques that are most appropriate for their specific situation and customers.

7. Handling objections in sales

Objections from prospects are common as they try to reach the best buying decision for themselves. However, in most cases they are not objections, they are simply the buyers way of saying that they require more detail. Nonetheless, the inability to handle objections will cost both the sales person and the company in lost sales. Here are some tips for handling objections in sales:

Listen carefully to the objection: It’s important to understand exactly what the customer is saying and why they are objecting. Ask clarifying questions and pay attention to their body language and tone of voice to get a better sense of their concerns.
Acknowledge the objection: Show the customer that you understand their concerns and that you are taking their objections seriously. This can help to build trust and rapport with the customer.
Address the objection: Once you understand the customer’s objection, provide a response that addresses their concerns. This might involve providing additional information, offering a solution, or addressing any misconceptions the customer may have.
Ask for the sale: After you have addressed the customer’s objections, it’s time to ask for the sale. Be direct and clear in your request, and be prepared to overcome any additional objections that the customer may have.
Follow up: If the customer still isn’t ready to make a purchase, follow up with them at a later date. This can help to keep the conversation going and can increase the chances of making a sale in the future.

It’s important to remember that handling objections is an ongoing process, and every sales person should be prepared to handle objections at every stage of the sales process.

8. What are sales transition statements and how do you use them?

Sales transition statements are phrases that help you smoothly move from one part of a sales conversation to another. They can be used to introduce a new topic, ask for a sale, or overcome objections. Here are some examples of how you can use sales transition statements:

Introducing a new topic: “In addition to [current topic], there is another aspect of our product that I think you might find interesting. It’s [new topic].”
Asking for a sale: “Based on what we’ve discussed, I think our product would be a great fit for your needs. Are you ready to move forward with a purchase?”
Overcoming objections: “I understand your concern about [objection]. Let me assure you that [reassurance/solution to objection].”

To use sales transition statements effectively, make sure they are smooth and natural-sounding. Avoid using language that sounds too salesy or pushy, and focus on addressing the customer’s needs and concerns. By using these phrases to move smoothly from one topic to another, you can help guide the conversation and ultimately persuade the customer to make a purchase.

9. What are the most popular sales closing phrases?

Sales closing phrases or sales closing questions are used to conclude a sales conversation and persuade the customer to make a purchase. Some of the most popular sales closing phrases include:

“Are you ready to move forward with a purchase?”
“Can I count on you to buy today?”
“If you’re happy with everything we’ve discussed, shall we go ahead and get started?”
“Based on what we’ve discussed, I think our product is a great fit for your needs. What do you think?”
“I’m confident that our product will help you [achieve goal/solve problem]. Are you ready to make a commitment?”

It’s important to remember that these phrases are just suggestions, and the best sales closing phrase will vary depending on the situation and the customer. The key is to find the right questions or phrase that feel natural and authentic, and that helps you conclude the conversation in a way that persuades the customer to make a purchase.

10. Why a consultative sales approach is important in modern selling

A consultative sales approach is important in modern selling for several reasons. First, it allows the salesperson to better understand the customer’s needs, goals, and challenges, and to tailor their solutions to meet those needs. This can help to create a more personalized and effective sales pitch, and it can also help to build trust and rapport with the customer.

Second, a consultative sales approach is more focused on the customer’s needs than on the salesperson’s goals. This can help to create a more mutually beneficial and long-term relationship with the customer, rather than a transactional one-time sale.

Third, a consultative sales approach is more adaptable and flexible than traditional sales approaches. In today’s fast-paced and constantly changing business environment, salespeople need to be able to adapt quickly and to provide solutions that meet the customer’s evolving needs. A consultative sales approach allows salespeople to do this more effectively.

Overall, a consultative sales approach is important in modern selling because it allows salespeople to provide more effective solutions, to build stronger relationships with customers, and to be more adaptable to changing business conditions.

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Amanda – Account Manager

Objection Handling Training | Transform Resistance into Results

by Iain Swanston

Objection Handling Training - Top Question from Google

How do you teach Objection Handling? (The short answer)

There are several different ways to teach objection handling in sales, and the best approach will depend on the specific situation and the learning goals of the sales team. Here are a few common approaches to teaching objection handling in sales:

Workshops and presentations: One approach to teaching objection handling is to provide workshops and presentations on the topic, covering the key principles and strategies for effectively responding to customer objections. This can be an effective way to provide an overview of the topic and to introduce the key concepts to the sales team.
Case studies and examples: Another approach is to use case studies and examples to illustrate the principles of objection handling. For example, a trainer might provide a case study that describes a real-life situation where a customer raised an objection, and then ask the sales team to brainstorm responses to that objection. This can be a useful way to help salespeople apply the principles of objection handling to real-life situations.
Role-playing and simulations: Role-playing and simulations are hands-on activities that can help salespeople practice and develop their objection handling skills. For example, a trainer might ask the sales team to role-play different scenarios where customers raise objections, and then provide feedback and guidance on how they can improve their responses. This can be an effective way to help salespeople develop the skills and confidence they need to handle objections effectively in real-life situations.

Overall, there are several different approaches to teaching objection handling in sales, and the best approach will depend on the specific situation and the learning goals of the sales team. By using a combination of training, case studies, and hands-on activities, trainers can help salespeople develop the skills and strategies they need to handle objections effectively and move forward with the sale.

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1. What are sales objections?

Sales objections are concerns or reservations that potential customers may have about a product or service being offered. These objections may be related to price, value, quality, or any number of other factors, and they can make it difficult for sales professionals to close a sale.

Objections are a natural part of the sales process, and it is the job of the sales professional to address these objections and overcome them in order to move the sales process forward.

Some common sales objections include concerns about cost, lack of need or interest, and competitors’ offers.

2. Are sales objections ever a good thing?

Sales objections can be a good thing, as they provide an opportunity for salespeople to better understand the customer’s concerns and address those concerns in a way that moves the sale forward.

By listening carefully to the customer and asking clarifying questions, salespeople can gather valuable information and use that information to tailor their response to the customer’s specific objections.

In addition, sales objections can provide valuable feedback that can help salespeople improve their sales techniques and strategies.

For example, if a customer raises an objection about the price of a product, the salesperson can use that feedback to develop a more compelling value proposition or to negotiate a more favorable price. By learning from customer objections, salespeople can improve their sales pitch and increase their chances of closing the sale.

Overall, sales objections can be a good thing because they provide an opportunity for salespeople to better understand the customer’s concerns and address those concerns in a way that moves the sale forward.

By listening carefully to the customer and using the information they provide, salespeople can improve their sales pitch and increase their chances of closing the sale.

3. What is the difference between a stall and objection in sales?

A stall in the sales process typically refers to a moment when the conversation between the sales professional and the potential customer reaches a point where it seems to stop moving forward. This might happen because the customer is unsure about how to proceed, or because they are hesitant to make a decision.

In contrast, an objection in the sales process typically refers to a specific concern or reservation that the potential customer has about the product or service being offered. This might be a concern about price, quality, or any number of other factors.

The key difference between a stall and an objection is that an objection is a specific issue that the sales professional can address and attempt to overcome, while a stall is a more general lack of progress in the sales process.

4. What skills are involved in objection handling?

Objection handling involves a range of sales skills that are designed to help salespeople effectively respond to customer objections and move forward with the sale. Here are a few examples of skills that are involved in objection handling:

Active listening: Effective objection handling involves being able to listen intently to the customer and understand their specific concerns. This requires salespeople to pay attention to what the customer is saying and to ask first open ended questions and then clarifying questions to gather more information.
Empathy: Being able to empathize with the customer and understand their perspective is an important skill in objection handling. By being able to put themselves in the customer’s shoes, salespeople can better understand the customer’s concerns and provide a more effective response.
Persuasion: Persuasion is an important skill in objection handling, as it involves being able to persuade the customer to overcome their objections and move forward with the sale. This requires salespeople to be able to articulate the value of the product or service and to convince the customer that it is the right solution for their needs.
Conflict resolution: Objection handling often involves resolving conflicts or disagreements between the salesperson and the customer. This requires salespeople to be able to stay calm and composed, even in difficult or stressful situations, and to find creative solutions that address the customer’s concerns and move the sale forward.

Overall, objection handling involves a range of skills that are designed to help salespeople effectively respond to customer objections and move forward with the sale. By developing these skills, salespeople can improve their ability to handle objections and close deals more effectively.

5. Which part of the sales process receives the most sales objections

Sales objections often occur during the later stages of the selling process, when the customer is considering making a purchase. This is typically the point in the process where the customer has a good understanding of the product or service being offered and is weighing the pros and cons of making a purchase.

Objections can occur at any stage of the selling process, but they are most common during the following stages:

Sales calls: More and more sales people are struggling to speak with the right person, establish trust, and address prospect’s objections at the very start of the sales cycle on outbound sales calls.
The presentation stage: During the presentation stage, the salesperson is typically showcasing the product or service and highlighting its key features and benefits. At this stage, the customer may have questions or objections about the product, its features, or its price.
The handling objections stage: As the name suggests, this stage is specifically focused on addressing any objections that the customer may have. The salesperson will need to carefully listen to the customer’s concerns and provide specific responses to address those objections.
The closing stage: The closing stage is when the salesperson is trying to persuade the customer to make a purchase. This is typically the most challenging part of the sales process, as the customer may have lingering doubts or concerns that need to be addressed before they are willing to make a decision.

Overall, the handling objections stage is where sales objections are most likely to occur, as this is the stage where the salesperson is specifically focused on addressing the customer’s concerns. However, objections can occur at any stage of the sales process, and it’s important for salespeople to be prepared to handle them at any time.

6. Are there different ways to handle objections in sales?

Yes, there are several different ways to handle objections in sales. Here are a few common approaches:

Acknowledge the objection and validate the customer’s concerns: This approach involves acknowledging the customer’s concerns and showing them that you understand why they might have those objections. For example, you might say something like “I can understand why you might be hesitant about making a decision right now. Many people have similar concerns, and I’m here to help you understand why our product is the best solution for your needs.”
Ask clarifying questions: Another approach is to ask the customer clarifying questions to better understand their objections and address their concerns. For example, you might ask, “Can you help me understand why you’re concerned about the price of our product?” or “What specifically about our product is causing you to have doubts?” By asking questions, you can gather more information and tailor your response to the customer’s specific objections.
Address the objection directly: Another approach is to address the objection directly and provide a specific response to the customer’s concerns. For example, if the customer is concerned about the price of your product, you might respond by explaining the value that your product offers and how it can save them money in the long run.
Use a trial close: A trial close is a technique where you ask the customer a question that moves them closer to making a decision, such as “Based on what you’ve told me, do you think our product is a good fit for your needs?” If the customer responds positively, you can use that momentum to move forward with the sale.

Ultimately, the best way to handle objections in sales will depend on the specific situation and the customer’s concerns. It’s important to listen carefully to the customer and tailor your response to their specific objections.

7. Are sales objections real or a smokescreen?

Sales objections can be real or a smokescreen, depending on the situation and the customer’s motivations. In some cases, a customer may raise an objection because they genuinely have concerns or doubts about the product or service being offered. In these cases, the prospects objections are real and need to be addressed in order to move forward with the sale. In most cases a common objection is simply a request for more information to help the prospect move to the next stage of the buying process and make the right buying decision.

However, in other cases, a customer may raise an objection or make a false statement as a way to stall or avoid being sold to. This can happen for a variety of reasons, such as if the customer is not fully convinced of the value of the product or if they are feeling pressured to make a decision. In these cases, the objections may be a smokescreen and not reflect the customer’s true concerns.

It’s important for salespeople to carefully listen to the customer and determine whether their objections are real or a smokescreen. If the objections are real, the salesperson can address them directly and provide specific responses to address the customer’s concerns. If the objections are a smokescreen, the salesperson can use various techniques, such as asking clarifying questions or using a trial close, to move the conversation forward and help the customer make a decision.

8. What are the most common sales objections?

There are many different sales objections that customers may raise, and the specific objections that a salesperson encounters will depend on the product or service being sold and the customer’s individual needs and concerns. However, there are some common objections that salespeople often encounter, including:

The price is too high: Salespeople often receive price objections, especially if the product or service being offered is more expensive than the customer’s budget, or what they are used to paying.
I need to think about it: This objection is often raised when the customer is unsure about making a decision and needs more time to consider their options.
I’m not interested: This objection is often a polite way for the customer to say that they are not interested in making a purchase.
I’m not ready to buy right now: This objection may be raised if the customer is not currently in a position to make a purchase, either because they are not ready or because they do not have the necessary funds.
I’m happy with my current provider: This objection may be raised if the customer is satisfied with the product or service they are currently using and sees no reason to switch to a new provider.

Overall, objections can vary widely depending on the situation and the customer’s specific concerns. It’s important for salespeople to be prepared to handle a variety of objections and to tailor their response to the prospects concerns and objections.

9. How important is role plays in objection handling training?

Role-playing is an important part of sales objection handling training, as it provides an opportunity for salespeople to practice handling objections and develop their skills in a simulated environment.

Role-playing can be especially useful for helping salespeople overcome common challenges and obstacles that they may face when handling objections. For example, role-playing can help salespeople practice staying calm and focused under pressure, or dealing with difficult or aggressive customers.

In addition, role-playing can be a fun and engaging way to learn, which can help salespeople retain the information and skills they are learning.

Overall, role-playing is an important part of sales objection handling training, as it provides an opportunity for salespeople to practice and develop their skills in a simulated environment.

By role-playing different scenarios, salespeople can learn and experiment with different strategies and responses, and build the confidence and skills they need to handle objections effectively in real-life situations.

10. What sales topics are included in objection handling training

Sales objection handling training typically covers a range of topics related to effectively responding to prospects objections and moving forward with the sale. Here are a few examples of topics that might be covered in objection handling training:

Common objections and how to respond to them: Sales objection handling training often covers common objections that salespeople may encounter, such as concerns about the price, the product’s features, or the customer’s readiness to make a purchase. The training will typically provide specific strategies and responses that salespeople can use to effectively address these objections and move forward with the sale.
Listening and questioning skills: Effective objection handling involves being able to listen carefully to the customer and understand their specific concerns. Sales objection handling training will often cover listening and questioning skills that can help salespeople gather more information and tailor their response to the customer’s specific objections.
Overcoming objections and closing the sale: The ultimate goal of objection handling is to overcome the customer’s objections and move forward with the sale. Sales objection handling training will often cover techniques and strategies that salespeople can use to persuade the customer to make a purchase, such as using a trial close or highlighting the value of the product or service.

Overall, sales objection handling training covers a range of topics that are designed to help sales reps effectively respond to customer objections and move forward with the sale. These topics can help salespeople develop the skills and strategies they need to handle objections and close deals more effectively.

11. Are their any sales objection handling games for training?

Interactive training games are an important part of your training course materials. There are several sales objection handling games that can be used for training purposes. These games are designed to help sales reps practice handling common objections and develop the skills and strategies they need to effectively respond to customer concerns.

Here are a few examples of sales objection handling games that can be used for training:

Role-playing: In this type of game, a sales rep can practice handling objections by role-playing different scenarios. For example, one salesperson can play the role of the customer and raise objections, while the other salesperson plays the role of the salesperson and responds to those objections. This type of game can help salespeople practice different strategies for handling objections and see how those strategies work in a simulated environment.
Case studies: Case studies are real-life scenarios that salespeople can use to practice handling objections. For example, a case study might describe a situation where a customer raises an objection about the price of a product. The salesperson can then analyze the situation and come up with a response to address the customer’s concerns.
Interactive workshops: Interactive workshops are sessions where salespeople can learn and practice handling objections through group activities and discussions. For example, a workshop might include activities where salespeople work in teams to brainstorm responses to common objections, or where they practice role-playing different scenarios.

Overall, sales objection handling games can be an effective way to train salespeople and help them develop the skills and strategies they need to effectively handle objections and move forward with the sale.

“A fantastic learning experience”

Amanda – Account Manager

Next Generation Sales Training Providers

by Iain Swanston

Sales Training Providers - Top Question from Google

What is the best way to train a sales team?

The best way to train a sales team will depend on the specific needs and goals of your organization. However, there are a few key strategies that can help ensure the success of your sales training program.

First, it’s important to identify the specific skills and knowledge that your sales team needs in order to be successful. This will help you create a training program that is tailored to your team’s needs and will focus on the most important areas for improvement.

Once you have identified the skills and knowledge that your team needs, you can begin to develop a training program. This could include a mix of in-person workshops, online courses, and one-on-one coaching. It’s important to create a diverse training program that includes a variety of learning methods, as this will help engage and motivate your team.

Another key strategy for training a sales team is to provide ongoing support and reinforcement. Training should not be a one-time event, but rather an ongoing process. This should include regular check-ins with team members, follow-up training sessions, and ongoing coaching and support.

Overall, the key to successful sales training is to create a customized program that is tailored to your team’s needs and provides ongoing support and reinforcement. With the right training program in place, you can help your sales team develop the skills and knowledge they need to be successful.

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video…

1. How sales training can improve sales performance?

Sales training can improve sales performance in several ways. First, it can help salespeople develop the skills and knowledge they need to be effective at their jobs. This can include sales training topics such as communication, relationship-building, negotiation, sales process, selling skills, and product knowledge. By developing these skills, salespeople can become more confident and effective at selling, which can improve their performance.

Sales training can also help salespeople stay up-to-date on the latest trends and best practices in the sales industry. This can help them use the most effective techniques and approaches to selling, which can improve their performance and help them close more deals.

In addition, sales training can help salespeople improve their time management and organization skills. This can help them stay focused and productive, which can lead to better performance and increased sales.

Overall, sales training can improve sales performance by helping salespeople develop the skills and knowledge they need to be effective, stay up-to-date on industry trends, and improve their time management and organization skills. By providing sales training, you can help your team become more confident and effective at selling, which can improve their performance and contribute to the overall success of your organization.

2. Are sales training courses the best way to train sales professionals?

Sales training courses are one way to train salespeople, but they may not be the best option for every organization. The best way to train salespeople will depend on the specific needs and goals of your organization, as well as the preferences and learning styles of your team members.

Sales training courses can be a good option for organizations that want to provide comprehensive training on a wide range of topics. They can be a particularly effective way to train new salespeople or salespeople who are new to the organization.

However, sales training courses can be time-consuming and costly, and they may not be the best option for organizations with limited time and resources. In addition, some salespeople may find courses to be less engaging and interactive than other types of training.

Overall, sales training courses can be a useful and effective way to train salespeople, but they may not be the best option for every organization. The best approach will depend on your specific needs and goals, as well as the preferences and learning styles of your team members.

Alternative ways to deliver sales training

a) Work-based learning is a type of education and training that takes place in a real-world work environment. It typically involves hands-on learning experiences that are directly related to the learner’s field of study or occupation.

Work-based learning can take many different forms, such as sales meetings, sales campaigns, sales process and on-the-job training. It often involves a combination of classroom instruction with practical experience, with the goal of providing learners with the skills and knowledge they need to be successful in their chosen field.

Work-based learning is often seen as a valuable complement to traditional classroom-based education, as it provides learners with the opportunity to apply what they have learned in a real-world setting and gain practical experience. This can help them develop the skills and knowledge they need to be successful in their careers.

Overall, work-based learning is highly effective as 70% of learning is doing, and work based learning minimises classroom time and maximises practical sales tasks which your sales team would or should be doing anyway.

b) Sales Benchmarking is a type of training based on the existing best practice within a company. Many sales training providers advocate specific sales methodology which often means salespeople have to relearn their entire sales approach.

This may be relevant if the companies sales performance is very poor, however, if the sales team are successful they will waste a lot of time and energy starting from scratch again. Additionally, successful sales professionals are unlikely to be motivated to relearn everything when they are already hitting their sales targets.

Sales benchmarking is a process in which a company compares the sales effectiveness of their top performers in order to identify areas where the rest of the sales team can improve. This comparison is typically done using a set of company-specific metrics, such as average sales per customer or conversion rate, and can help a company identify strengths and weaknesses in its sales strategy and tactics.

Once best practice within the company has been established the company can introduce bespoke sales training programs to the rest of the salespeople in order to bring them up to standard of the top performers. By regularly benchmarking its sales performance, a company can track its progress over time and make adjustments as needed to improve its overall sales performance.

3. The most important sales skills for salespeople.

The most important sales skills for sales reps are the skills that are necessary for them to be successful at their jobs. These skills will vary depending on the specific needs and goals of your organization, but here are a few skills that are commonly considered essential for sales people:

Communication skills: Sales professionals need to be able to communicate effectively with customers, both in person and in writing. This includes being able to listen actively, ask powerful questions, and deliver persuasive presentations.
Relationship-building skills: The sales person needs to be able to build strong relationships with customers and establish trust and credibility. This includes being able to connect with customers on a personal level and understand their needs and concerns.
Negotiation skills: Sales people need to be able to negotiate effectively with customers in order to close deals. This includes being able to handle objections and find common ground in order to reach mutually beneficial agreements.
Product knowledge: Sales professionals need to have a deep understanding of the products and services they are selling in order to answer customers’ questions and address their concerns.
Time management and organization: Sales reps need to be able to manage their time effectively and stay organized in order to stay productive and meet their goals.

Investing in professional selling skills training and coaching is an essential part of both staff performance, staff retention and improving your sales results. The skills listed above are commonly considered the essentials for success in sales.

4. How important is sales management training?

Yes, sales management training is important for several reasons. First, it can help sales managers develop the skills and knowledge they need to effectively lead and manage their teams. This can include sales training topics such as leadership, coaching, communication, and managing their sales team’s performance.

Sales management training can also help sales managers understand the latest trends and best practices in the sales industry. This can help them stay up-to-date on the latest techniques and technologies, and ensure that their teams are using the most effective approaches to selling.

In addition, sales management training can help sales managers build their confidence and improve their ability to lead and motivate their teams. This can help them create a positive and supportive work environment, which can improve morale and engagement among their team members.

Overall, sales management training is important because it can help sales managers develop the skills and knowledge they need to be effective leaders, stay up-to-date on industry trends and best practices, and build confidence and motivation among their teams.

5. Customising Content for Sales Teams

Yes, sales training content should be customized for different sales teams such as inside sales and field sales. This is because different teams have different needs and goals, and a one-size-fits-all approach to training may not be effective.

By customizing sales training content for different teams, you can ensure that the sales training programme is tailored to their specific needs and goals. This can help the training be more effective and relevant, which can improve the team’s performance and overall success.

Customizing sales training content can also help engage and motivate team members. By providing training that is tailored to their needs and interests, you can help team members feel more connected to the material and more motivated to apply what they have learned.

Overall, customizing sales training content for different teams can improve the effectiveness and relevance of the training, and can help engage and motivate team members. By taking the time to customize training content, you can help your sales teams develop the skills and knowledge they need to be successful.

6. Sales training courses we offer

We provide a full range of sales training courses, however, it’s important to note that the majority of sales leaders now demand learning content bespoke to their business needs. Thankfully, the days of training being a simply tick box exercise are long gone and sales leaders are looking for training aligned with both their corporate visions and their business needs.

Each of our training courses constitutes a number of learning modules. Whilst each sales training course includes a list of recommended modules many of our clients choose to swap modules based on their own needs.

We currently provide sales training programmes covering:

Sales Fundamentals

SaaS Sales Training

Telesales Training

B2B Lead Generation Training

LinkedIn Training

Consultative Selling Skills

Key Account Management

Sales Negotiation Training

Sales Management Training

Enterprise Sales Training

7. How do I choose the best sales training provider?

When choosing a sales training company, it’s important to consider several factors to ensure that you select the best company for your organization. Here are a few key factors to consider:

The company’s expertise and experience: The best sales training companies are those with expertise and experience in sales training and development. Look for companies with a proven track record of success and a reputation for delivering high-quality training.
The company’s training programs and services: The training programs and services offered by the company should be tailored to your organization’s specific needs and goals. Look for a company that offers a range of training programs and services, including in-person workshops, online courses, and individual coaching and mentoring.
The company’s facilitators and trainers: In addition to providing an engaging delivery the facilitators and sales trainers should be experienced and knowledgeable in their field. Look for facilitators and trainers who have a proven track record of success in sales and training, and who have the skills and expertise to deliver high-quality training.
The company’s cost and customer service: The cost of the training programs and services should be reasonable and competitive. Look for a company that offers competitive pricing and is willing to work with you to create a training program that fits your budget and schedule. In addition, the company’s customer service should be responsive and helpful, and should be able to answer any questions you may have.

Overall, when choosing a sales training company, it’s important to consider the company’s expertise and experience, training programs and services, facilitators and trainers, and cost and customer service. By considering these factors, you can choose the best sales training company for your organization.

8. Bespoke sales training programmes?

There are lots of great sales training providers to choose from and we thank you for considering Klozers.

Many of our clients choose Klozers one of three min reasons as follows:

We eat our own dog food. This means that every sales strategy and tactic that we teach, we use in our own business. This means we have a deep understanding of exactly what works and what doesn’t.
OKR based training. We use OKRs which is a business goal setting framework to connect every learning module to your companies vision and strategy. This avoids generic sales training which simply doesn’t work.
We’re not your average corporate sales trainer – we still sell for a living every day. This includes generating sales leads and new business remotely, from all over the world.

We have an open door policy with our clients and we will show you exactly what we do to win new business and help you replicate it in your world. Come and join us at Klozers.

“A fantastic learning experience”

Amanda – Account Manager

Unlocking the Power of B2B Sales Training

by Iain Swanston

b2b sales training - Top Question from Google

What is the Best B2B Sales Training?

At Klozers we’re not arrogant enough to think we are the best sales trainers in the world, but do you need to be the best at what you do? You could be the best sales trainer in the world, but unless you can effectively build a brand and market your business, no one will ever find you.

Yes, we absolutely strive to be the best sales trainers, but on it’s own that’s simply not enough. We understand business, we understand how to bring sales and marketing together and build a great brand that also can be found in all the major search engines – that’s how you got here.

It’s difficult to determine the very best B2B sales training, as the effectiveness of a training program can depend on a variety of factors such as the specific needs of the company and sales team, the expertise of the trainers, and the quality of the training materials.

It may be best to research and compare various sales training courses to determine which one would be the best fit for your company. In general, a good B2B sales training program should provide comprehensive training on the company’s sales processes, techniques, and strategies, as well as product knowledge and customer service skills.

It should also include practical exercises and role-playing activities to give sales managers and sales team members hands-on experience and help them apply what they have learned in the field.

There’s a new way to deliver sales growth…

Don’t buy Sales Training until you’ve watched this video…

1. How do I learn B2B Sales?

There are several ways to learn B2B sales, including taking courses or workshops, attending conferences or seminars, and gaining experience through on-the-job training. Here are some steps you can take to learn B2B sales:

1. Educate yourself on the basics of B2B sales, including the differences between B2B and B2C sales, common B2B sales processes and techniques, and the key skills and knowledge needed to succeed in B2B sales. This can be done through online courses, books, or industry publications.

2. Consider pursuing a formal education in B2B sales, such as a degree or certification program. Many colleges and universities offer programs in business, sales, or marketing that can provide a strong foundation in B2B sales principles and practices.

3. Join a professional organization or network for B2B sales professionals. These organizations can provide access to industry events, resources, and networking opportunities, as well as opportunities for professional development and training.

4. Seek out internships or entry-level positions in B2B sales to gain hands-on experience and develop your skills. Working under the guidance of experienced sales professionals can provide valuable insights and practical skills that can help you succeed in B2B sales.

5. Continuously learn and develop your skills through ongoing training and professional development. The B2B sales landscape is constantly evolving, so it is important to stay up-to-date on the latest trends, techniques, and technologies in the field.

2. How do I train a B2B Sales Team?

To train a B2B sales team, you will need to develop a comprehensive training program that covers the key skills and knowledge that team members need to succeed in their roles. Here are some steps you can follow to train a B2B sales team:

1. Identify the specific training needs of the team by conducting a needs assessment. This can involve interviews with team members and managers, as well as analysis of sales data and performance metrics.

2. Develop a training plan that covers the key skills and knowledge that team members need to develop, such as product knowledge, sales techniques, and customer service skills. The plan should also include specific goals and objectives for the training, as well as a timeline and budget.

3. Choose a training delivery method that is suitable for the team and the material being covered. This can include in-person training sessions, online courses, or a combination of both.

4. Use a variety of training techniques and activities to engage and motivate team members, such as lectures, case studies, role-playing, and group discussions.

5. Evaluate the effectiveness of the training program through assessments, feedback, and performance metrics. Use this information to make improvements and adjustments to the training program as needed.

6. Provide ongoing support and professional development opportunities for team members to help them continue to develop their skills and knowledge. This can include mentoring, coaching, and access to industry events and resources.

3. What are the Best B2B Sales Training Topics?

The best training topics will depend on the specific sales skills, needs and goals of the sales team, as well as the products or services being sold. In general, good B2B sales training should cover the following topics:

1. Understanding the B2B sales process, sales pipeline management, including the differences between B2B and B2C sales and the typical stages of a B2B sales cycle.

2. Developing key B2B sales skills, such as prospecting, networking, and building relationships with customers.

3. Learning effective B2B sales techniques, such as consultative selling, solution selling, controlling sales conversations, and value-based selling.

4. Gaining product knowledge and customer knowledge, including features, benefits, pain points and applications of the products or services being sold.

5. Developing customer service skills, such as communication, negotiation, and problem-solving.

6. Understanding the competition and how to differentiate the company’s products or services from those of competitors.

7. Using technology and tools, such as CRM systems and sales automation software, to support the sales process.

8. Learning about the company’s policies, procedures, and standards for ethical and compliant sales practices.

It’s worth noting that most training programs do not include content for the sales manager / sales leaders within the sales organisation. In our view this is a mistake, as the sales manager / sales leaders play a pivotal role in reinforcing the training after the delivery.

4. What are the Best Sales Training Methods?

There are many different training methods that can be effective, and the best method will depend on your specific needs and goals. It’s worth noting, from our own experience, online sales training programs and pre-recorded material are probably the least effective way of delivering sales training.

Salespeople need interaction and context and busy sales reps have too many distractions to focus on an online training program. Sales coaching however, does lend itself to online delivery on the proviso that the coaching is live.

Some common sales training methods include:

1. Role-playing: This involves practicing sales techniques and scenarios with a partner.

2. Case studies: This involves analyzing real-life sales scenarios and discussing how to handle them.

3. Presentations: This involves giving a presentation on a sales topic, such as product features or closing techniques.

4. Workshops: This involves attending a structured training session on a sales topic, such as negotiation or prospecting.

5. Coaching: This involves working one-on-one with a sales coach to improve your skills and performance.

Regardless of the method you choose, it’s important to make sure that your sales training is focused on practical skills that can be applied in the real world, and that it provides opportunities for feedback and improvement.

5. What are Sales Training Programs?

Sales training programs are structured training programs designed to help salespeople improve their skills and performance. These programs typically cover a wide range of topics, including prospecting, building relationships, presenting products or services, negotiating, and closing deals.

Sales training programs can be offered by companies, professional training organizations, or educational institutions. They can be delivered in a variety of formats, including in-person seminars, online courses, or self-guided learning materials.

The goal of a training program is to help salespeople develop the knowledge and skills they need to be successful in their roles.

6. What's the difference between a Sales Training Program and a Sales Training Course?

A sales training program and a sales training course are similar in that they both provide training to salespeople to improve their skills and performance. However, there are some key differences between the two.

A sales training program is typically a more comprehensive and structured training experience. It may include multiple courses or modules, and may be delivered over a longer period of time. A sales training program may also include opportunities for coaching, mentoring, and ongoing support to help salespeople apply what they’ve learned in their day-to-day work.

In contrast, a sales training course is typically a shorter, more focused training experience that covers a specific topic or skill. For example, a sales training course might focus on a specific aspect of the sales process, such as negotiating or prospecting. A sales training course is often delivered in a single session, and may not include ongoing support or coaching.

In general, a sales training program is a more comprehensive and immersive training experience, while a sales training course is a more focused and targeted training experience. The best option for you will depend on your specific needs and goals.

7. Choosing a Sales Methodology

Choosing a sales methodology can be a challenging task, as there are many different sales methodologies to choose from and no one-size-fits-all approach. Here are a few tips to help you choose the right sales methodology for your business:

Identify your goals: Before you choose a sales methodology, it’s important to understand what you hope to achieve. Do you want to increase sales, improve customer satisfaction, or achieve some other goal? This will help you determine which sales methodology is the best fit for your needs.
Research different sales methodologies: Once you know what you hope to achieve, you can start researching different sales methodologies to see which ones align with your goals. Consider looking at a range of methodologies, including traditional approaches like solution selling and consultative selling, as well as more modern approaches like inbound marketing and value selling.
Consider your team: Not all sales methodologies are right for every team. Consider the strengths and weaknesses of your team, and choose a methodology that will help them succeed. For example, if your team is strong at building relationships, a consultative selling approach might be a good fit.
Get feedback: Once you’ve narrowed down your options, consider getting feedback from your team and other stakeholders. This can help you make a more informed decision and ensure that the chosen methodology will be well-received by your team.
Test and adjust: No sales methodology is perfect, and you may need to make adjustments to make it work for your team. Consider testing different approaches and collecting feedback to see what works best. Be prepared to make adjustments and try new things to improve your sales process.

Overall, choosing a sales methodology is an iterative process that requires careful consideration and ongoing testing and adjustment.

8. Training Delivery

We offer In-person training delivery, remote training delivery and a hybrid combination of the two. In-person training delivery involves delivering training in a physical location, such as your offices or a hotel conference room, where the trainer and learners are present in the same space. This allows for face-to-face interactions and can be a good option for hands-on or experiential learning.

Remote training delivery, on the other hand, involves delivering training remotely, such as over the internet or via a virtual platform. This allows learners to participate in training from anywhere, and can be a good option for learners who are located in different geographic areas or who have schedule constraints.

There are pros and cons to both in-person and remote training delivery. In-person training can provide a more interactive and engaging experience, but it can also be more expensive and time-consuming. Remote training, on the other hand, can be more convenient and cost-effective, but it may lack the personal interactions and hands-on learning opportunities of in-person training.

Hybrid delivery which is our most popular delivery model includes an initial in-person workshop which is then followed up with online coaching.

The best approach for you will depend on your specific training needs and goals. It may be helpful to consider factors such as the type of training you are delivering, the learning objectives, the learners’ needs and preferences, and the resources available to you.

9. B2B Sales Training - Join us

Klozers provides training and coaching both in-person and remotely online. Our training will give your team the comprehensive training they need to identify potential customers, connect with them. and sell to them as effectively as possible.

Our Sales Trainers will help you design and deliver training workshops and a sales coaching program that are bespoke to your business and your sales team..

Each session will build on the existing knowledge of your business development team and how they currently sell. We provide ongoing support for your salespeople and your leadership team to ensure you connect and talk to more potential new clients and generate real sales and revenue.

If you are interested and would like to find out more about our training, you can book a call with one of our sales training specialists here.

“A fantastic learning experience”

Amanda – Account Manager

Sales kickoff Speaker - Top Question from Google

What to look for in a Sales Kickoff Speaker

In this article we will cover...

Free access to our best tools and templates

1. Top Qualities to Look for in Sales Kickoff Speakers

2. The Role of Sales Kickoff Speakers in Boosting Team Morale & Performance

3. Budgeting for Sales Kickoff Speakers

4. Leveraging Sales Kickoff Events for Effective Training in Breakout Sessions

Expert Sales Kickoff Speakers

Claire Sertori

Bart Patrick

Paul Mills

Rosa Yupari

Iain Swanston

Coaching for Entrepreneurs - Top Question from Google

What is Coaching for Entrepreneurs?

In this article we will cover...

Discover Your Sales Leadership Style

Quiz Completed!

Action Steps:

1. Why you Should NOT Hire a Business Coach

2. Do You Even Need a Business Coach?

The Sales-First Approach to Business Coaching

Why Sales Coaching is the Foundation for Business Success

How Klozers Can Help

3. How Sales Focused Business Coaching Works

Difference Between Coaching, Mentoring, and Consulting

The Unique Value of Entrepreneur Coaching

4. How to Maximise the Impact of Sales Focussed Business Coaching

4. The Role of Accountability in Entrepreneur Coaching

The Klozers Advantage

5. Achieving Work Life Balance as a Business Owner

Practical Tips for Work-Life Balance

The Role of Community and Support

Sales Training Books - Top Question from Google

What are the best books to read about sales??

In this article we will cover...

There’s a new way to deliver sales growth…

1. As a Man Thinketh by James Allen

2. How to Win Friends & Influence People by Dale Carnegie

3. Influence: The Psychology of Persuasion by Robert Cialdini

4. Positioning - The Battle for Your Mind

5. New Sales Simplified by Mike Weinberg

6. Atomic Habits by James Clear

7. To Sell is Human by Daniel Pink

8. New Sales Simplified by Mike Weinberg

9. Fanatical Prospecting by Jeb Blount

Beyond the Pages: Why Books Aren’t Enough

Sales Conversations: More Than Words on Paper

A Great Sales Career take more than a book

Sales Success Strategies: Practical Advice for Achieving Results

The Human Mind and Persuasion: Going Beyond What’s Written

Coaching and Existing Relationships: The Missing Pieces

Objection Handling - Top Question from Google

What is Objection Handling?

Objection Handling Playbook

Proven Response Frameworks

The Psychology Behind Objections

Battle-Tested Scripts

Advanced Strategies

COMPLETE WITH FREE VIDEO TUTORIAL

In this article we will cover...

1. Understanding and Anticipating Objections

2. Mastering Objection Handling Techniques

Practical Strategies to Overcome Objections

3. Advanced Objection Handling Strategies

4. Top 7 Most Common Objections and How to Respond

4.1 Too Expensive

4.2 We Don’t Have a Budget

4.3 We’re Happy with our Current Provider

4.4 I need to talk to my boss

4.5 We don’t have time right now

4.6 We’re already working with a competitor

4.7 I need to think it over

4.8 We’re not interested

4.9 I’m locked into a contract

5. Overcome Objections, Close More Deals: The Ultimate Objection Handling Playbook

Objection Handling Playbook

Proven Response Frameworks

The Psychology Behind Objections