Podcasts about sales readiness group

**Enhancing Skills**According to the legendary sales guru Brian Tracy, "Approach each customer with the idea of helping him or her solve a problem or achieve a goal, not of selling a product or service." It encapsulates the essence of sales today: solution-oriented selling rather than product-oriented selling. Training programs empower salespeople to gain this perspective, which enhances their sales skills to meet the evolving needs of customers effectively.A study by the Sales Management Association revealed that 50% of salespeople who complete high-quality training can improve their closing rate. Hence, investing in sales training equips your team with the requisite skills, which subsequently boosts sales performance.**Building Confidence**Zig Ziglar, another famous salesperson and motivational speaker, once said, "Timid salesmen have skinny kids." This is a humorous way to state a profound truth: confidence in selling is critical. Sales training programs boost self-confidence, enabling salespeople to face potential clients more assertively and negotiate deals more effectively.A research study conducted by the Sales Readiness Group confirmed that well-trained salespeople are 50% more likely to meet or exceed their sales quotas than untrained peers.**Developing Professionalism**Jordan Belfort, the 'Wolf of Wall Street', emphasized, "The only thing standing between you and your goal is the story you keep telling yourself as to why you can't achieve it." Sales training programs assist in shedding these self-limiting beliefs, fostering professionalism.IBM's Smarter Workforce study showed that employees in the top 25% of business units who received extensive training had a 23% higher income than those in the bottom 25% with less training.**Improving Communication**As Jill Konrath, a sales strategist, noted, "Your biggest competitor is the status quo. Your prospects are afraid of change and will delay making a decision as long as they can." Sales training helps salespeople effectively communicate value propositions and overcome client inertia, thus triggering a change.According to a report by the American Society for Training and Development, companies that offer comprehensive training enjoy a 218% higher income per employee than those without formalized training.**Creating Resilience**Tom Hopkins, a sales training pioneer, once asserted, "I am not judged by the number of times I fail, but by the number of times I succeed. And the number of times I succeed is in direct proportion to the number of times I can fail and keep on trying." Sales training cultivates resilience and adaptability, critical traits for enduring the inevitable ups and downs of the sales profession.Data from the National Sales Executive Association indicates that 80% of sales require five follow-up calls after a meeting. Without the resilience to persist in the face of rejection, many sales opportunities could be missed.In conclusion, sales training is an essential investment in your business. It empowers your sales force with the skills, confidence, professionalism, communication ability, and resilience necessary to close deals and drive your company's growth. The measurable difference in income between trained and untrained salespeople further underscores the paramount importance of comprehensive sales training.We aim to help individuals and organizations to raise their bars and be on a journey of continuous improvement. Therefore it is important that you know your own values and align yourself with a company that shares those and has a culture that you can get behind.Are you ready to Raise Your BARS and be the person you want to become?We want you to become the best version of yourself and to do that you have to break away from the limiting beliefs that other people impose on you and step into your greater self.We invite you to join our Facebook group, Raise Your  Bars  - Personal Growth Solutions, and if you are ready to reprogram your current belief systems, click here to watch our free webinar where we introduce the 5-Shifts or visit our website by clicking here.

This episode features Ray Makela who talks about building high-performance sales teams through effective sales training programs. He is a business development executive, entrepreneur, and technology leader with over 25 years of management consulting and sales experience.Ray is the managing director and CEO at Sales Readiness Group. He is responsible for managing profitable growth and client success. Ray is dedicated to helping mid-to-large-sized companies build effective sales teams and equip them with the knowledge and tools to be successful in their sales performance. To learn more about Ray, go to http://aha.pub/RayMakela. To get in touch with him, visit https://www.salesreadinessgroup.com.Mitchell Levy is the Global Credibility Expert at AHAthat, the first AHA leadership (Thought Leadership) platform on the market for thought leaders, experts and companies to unleash their genius to the world. His passion is helping entrepreneurs, business owners and C-Suite Executives get known as thought leaders & become best-selling authors with the AHA platform. He is an accomplished entrepreneur who has created 20 businesses in Silicon Valley including four publishing companies that have published over 800 books. Mitchell is an international best-selling author with 60 business books, has provided strategic consulting to over 100 companies, has advised over 500 CEOs on critical business issues, and has been chairman of the board of a NASDAQ-listed company.Visit https://www.credibilitynation.com to learn more about the Credibility Nation community.Visit https://www.ahathat.com/author to learn how you can become an Amazon best-selling author in 4 months.

In this episode of Enterprise Sales Development podcast, we speak with Greg Steward, Vice President Of Business Development at Sales Readiness Group. Greg gives a practitioner's view of a lot of the things that have worked for him as an SDR for years. He shares some of his tricks of the trade when it comes to cold calling and how he coaches for uniformity and consistency. Listen to hear the story behind his handstands that are a unique part of his brand. WHAT YOU'LL LEARN The story behind Greg's handstands How he coaches a group of leaders for uniformity and consistency Fundamental cold calling techniques or strategies How he approaches leaders vs coaches How he helps sales reps understand the difference between who they're talking and how to approach them at varying levels The impact model His thoughts on gamification and incentives when instilling a new coaching program QUOTES “I think coaching exists only within a framework.” -Greg Steward [04:09] “Giving a script or a framework is the starting point, but working with individuals is a matter of repetition and getting through the kind of the slog of ‘Hey, you're gonna have to suck a little but, and you're going to find your way through.'” -Greg Steward [07:47] “I don't think that in most cases, it's worth going after the quantity if you know how to do quality.” -Greg Steward [18:52] “The more you can be giving or providing value on the front end, the better opportunity you have to create openiness.” -Greg Steward [22:41] “If you're hitting the results, I don't care about the activities, but if you're not hitting the results, then we need to look at the activities and find if there's a gap in the activities. Then we need to performance council that or performance manage that. If the activities are there, but the results aren't, then that's a coaching issue that we need to get into.” -Greg Steward [31:34] TIMESTAMPS [00:00] Intro [00:30] Meet Greg Steward [02:37] Greg's handstands [03:51] Coaching to provide consistency [06:20] Fundamental cold calling techniques [12:59] Selling to executives and the impact model [15:29] Create relevance at scale and quality vs quantity [22:15] How SRG provides coaching support and handles challenges [27:25] Using gamification and incentives [30:42] Performance plans vs growth plans and skills vs will [36:33] Steps to understand why people aren't performing as well [38:12] Business development trends [39:23] How to contact Greg and how SRG help RESOURCES Selling to Key Executives Stop Asking Boring Questions to Increase Customer Satisfaction by David Jacoby CONNECT Greg Steward on LinkedIn Email Greg Steward Sales Readiness Group website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter

This week's episode is entitled "Virtual Sales Training: How To Support Your Now Entirely Virtual Team" and our guest is Ray Makela, CEO and Managing Director at the Sales Readiness Group.  I ask Ray, what's the advice you're giving to your client around how to adapt their selling strategy right now? I think this is the time to check in, to build the relationship and hopefully collaborate .... but it's certainly not a time to push to close the deal... I think we do need to be sensitive to how they're showing up and how we're showing up. And I think we want to maybe frankly do a little less challenging and a little bit more consoling these days because it's a long game. And if there was ever a time to pay it forward and say, "How can we help? Let's kind of take the deal off the table for a moment. But how can we help you or what can we do to support you?" I ask Ray to talk a little bit to the tension between getting close to the end of the quarter and hitting their numbers. How do you address that tension? Listen in NOW or read the full transcript on our blog starting Mon. 3/30/20 Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to Sheena.

Do you know the best way to improve your sales team? 6 questions. 7 minutes. Pure insights. Episode 10: Improving selling skills will improve the performance of your sales team. Wise words from Ray Makela, CEO of the Sales Readiness Group.

Listen to these successful thought leaders on how they present themselves and their crafts as experts in their fields. Michael Griego is a a world-class sales expert, trainer, speaker, and author. He is the president and founder of MXL Partners, a provider of high-impact sales process consulting, sales messaging, sales management, and sales organization effectiveness training. Michael has conducted sales management consulting for companies around the world and has led sales training for thousands of salespeople in companies ranging from Silicon Valley startups to Fortune 500 firms. Michael is dedicated to helping high-growth companies hit revenues they cannot afford to miss. Connect to Michael on LinkedIn: https://www.linkedin.com/in/michaelgriego/ Lynn Hidy is the founder of UpYourTeleSales LLC. She helps inside salespeople and managers increase their telesales and advance their careers by building new skill sets through training and behavioral reinforcement coaching. When working with inside salespeople, their joint efforts typically produce a 19% increase in telesales in six months, without counting improvements like reducing stress and meeting personal goals. Lynn helps them find ways to move from good to fantastic! Connect to Lynn on LinkedIn: https://www.linkedin.com/in/lynnhidy/ Ray Makela is a a business development executive, entrepreneur, and technology leader with over 25 years of management consulting and sales experience. Ray is the managing director and CEO at Sales Readiness Group. He is responsible for managing profitable growth and client success. For over a decade, Sales Readiness Group has helped companies drive better sales performance by working with their sales teams, particularly the sales managers, to improve critical skills that are necessary for consistent and upward-trending sales. Ray is dedicated to helping mid- to large-sized companies build effective sales teams and equip them with the knowledge and tools to be successful in their sales performance. Connect to Ray on LinkedIn: https://www.linkedin.com/in/raymakela/ Global Credibility Expert, Mitchell Levy is a TEDx speaker and international bestselling author of over 60 books. As The AHA Guy at AHAthat (https://ahathat.com), he helps to extract the genius from your head in a two-three hour interview so that his team can ghostwrite your book, publish it, distribute it, and make you an Amazon bestselling author in four months or less. He is an accomplished Entrepreneur who has created twenty businesses in Silicon Valley including four publishing companies that have published over 800 books. He’s provided strategic consulting to over one hundred companies, and has been chairman of the board of a NASDAQ-listed company. Mitchell has been happily married for thirty years and regularly spends four weeks in Europe with family and friends. Visit https://mitchelllevy.com/mitchelllevypresents/ for an archive of all the podcast episodes.   Connect to Mitchell Levy on: Mitchell Levy Present AHA Moments: https://mitchelllevy.com/mitchelllevypresents/ Thought Leader Life: https://thoughtleaderlife.com AHAthat Radio: https://AHAthatRadio.com LinkedIn: https://Linkedin.com/in/MitchellLevy Learn more about your ad choices. Visit megaphone.fm/adchoices

Host Matt Heinz discusses with Norman Behar, among other things, how to get a new sales manager up and running in 90 days or less.  Norman Behar is CEO & Managing Director at the Sales Readiness Group and co-author of:  The-High Impact Sales Manager.   Brand-new sales managers are out to prove themselves, but few have the basic sales management skills.  Maybe, eventually, they will read enough books or stumble on some of the right questions to ask, but in the episode, Norman Behar. This book draws on over 30 years of personal experience and our proven sales management training methodology. What makes this book unique is that it is highly practical and provides sales managers with the systems, processes, skills, and techniques to: Hire the best people and hold them accountable. Manage sales performance by focusing on the underlying behaviors that drive results. Manage the sales pipeline and produce accurate sales forecasts.  Provide personalized sales coaching that results in better skills and hire win rates. Lead, motivate, and inspire their sales team. Drive Better Performance from Your Sales Team: Sales Readiness Group Your sales team needs training that sticks. We've designed our training to create sustainable change in sales behaviors and improve results.  Training programs are not single events, but part of an overall sales training system that will help your team produce better performance.

Joining us for this episode is Norman Behar, CEO & Managing Director at Sales Readiness Group and co-author of:  The-High Impact Sales Manager.   This book draws on over 30 years of personal experience and our proven sales management training methodology. What makes this book unique is that it is highly practical and provides sales managers with the systems, processes, skills, and techniques to:  Hire the best people and hold them accountable. Manage sales performance by focusing on the underlying behaviors that drive results. Manage the sales pipeline and produce accurate sales forecasts.  Provide personalized sales coaching that results in better skills and hire win rates. Lead, motivate, and inspire their sales team. Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!  

This week Norman Behar, Founder & Managing Director at Sales Readiness Group joins us as we focus on content and best practices. Sales Readiness Group has been around for a long time. They've been recognized as one of the top twenty sales training companies in the country by Selling Power magazine and featured as the Sales Training Company to Watch List by trainingindustry.com. Lots of accolades for the team.  They just released a new report (The Salesperson's Perspective on the Impact of Sales Training) that I'm actually pretty excited about. It isn't just about training and best practices but really showcases salespeople's perspective on the impact sales training can have. One of the questions that often comes up from sales leaders is, "Okay, so we've done sales training in the past, but sometimes it's been effective." Sometimes it has a lasting effect, but in many cases, it doesn't necessarily have a lasting effect, and so we wanted to better understand what's really important to salespeople and what's the business impact associated with sales training. We know that companies are investing more than ever in sales training. There was a stat by Training Industry showing sales training now is estimated at a 2.5 billion dollar market globally, and it's grown by one billion over the last seven years. So, you've got these two--I'm going to call almost mixed signals coming out. Sales leaders who are saying, "Is there really a strong correlation between great sales training and business results?" And at the same time, you have this huge increase in spending, so obviously we think companies are pretty smart. They wouldn't be spending more if it wasn't impacting their business, but we wanted to really get the sales rep's perspective and understand what is it that makes for a great training program and how does it actually impact business. And we had some pretty interesting results.   Listen in now and find the full transcript on the Heinz Marketing blog starting Monday, 8/20 at 6am PST.    

Norman Behar, CEO & Managing Director at Sales Readiness Group, joins me for the second time on this episode of #Accelerate! Also listen to Norman’s first episode, #318.

In this episode, we discuss the failings of corporate sales training, and why they are so disconnected from today's buyers. Ray Makela, Chief Customer Officer of the Sales Readiness Group, a leading B2B sales and sales management training company, joins me on this episode.

Joining us for this episode is Norman Behar, CEO & Managing Director at Sales Readiness Group and co-author of:  The-High Impact Sales Manager.   This book draws on over 30 years of personal experience and our proven sales management training methodology. What makes this book unique is that it is highly practical and provides sales managers with the systems,processes, skills, and techniques to: Hire the best people and hold them accountable. Manage sales performance by focusing on the underlying behaviors that drive results. Manage the sales pipeline and produce accurate sales forecasts.  Provide personalized sales coaching that results in better skills and hire win rates. Lead, motivate, and inspire their sales team.