Consultative Sales Certification
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Consultative Sales Certification
Sales Certified professionals are more respected in the industry and the certification helps them to be more successful.
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4 Questions to Ask When Buying Sales Tools - Business 2 Community

4 Questions to Ask When Buying Sales Tools - Business 2 Community | Consultative Sales Certification | Scoop.it
When organizations invest in sales tools, it’s certain that they’ll need a CRM – as well as tools that provide analytics about seller-side activities. However, when it comes to emerging sales t…
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What is the "Consultative Sales Process" and How Does it Benefit Tech Companies?

What is the "Consultative Sales Process" and How Does it Benefit Tech Companies? | Consultative Sales Certification | Scoop.it
  What is Consultative Sales and why is it important in the tech industry? Well, Consultative Sales is a sales methodology where the account representative focuses on the client’s pain(s) and ...
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www.getsalescertified.com

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5 Ways Serious Games Can "Level Up" Your Sales Reps -

5 Ways Serious Games Can "Level Up" Your Sales Reps - | Consultative Sales Certification | Scoop.it
Sales people live in the moment. They need to hit this month’s numbers. They have a demo in 10 minutes. Their manager wants an update on their biggest account.
Monika D'Agostino's insight:

Games are important to keep sales people engaged, that's why we have them incorporated in our Consultative Sales Certification Program. www.getsalescertified.com

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Incentives: The Fool's Gold Of Sales Management - Business 2 Community

Incentives: The Fool's Gold Of Sales Management - Business 2 Community | Consultative Sales Certification | Scoop.it
As I was reading through a pile of sales magazines recently, it struck me how much emphasis is placed on motivating salespeople.
Monika D'Agostino's insight:

It's not about working hard, but working smart, especially in sales. Know who you target, be focused and manage your pipeline well.

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Storytelling To Raise Capital - Forbes

Storytelling To Raise Capital - Forbes | Consultative Sales Certification | Scoop.it
On one hand, there is a tremendous amount of wealth in search of strong, unique opportunities. On the other hand, raising capital in every field is extremely competitive.
Monika D'Agostino's insight:

Stories are a powerful business tool

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Why Certification and not just Advertising Sales Training?

Why Certification and not just Advertising Sales Training? | Consultative Sales Certification | Scoop.it
Read why ad professionals need certification in addition to general advertising sales training
Monika D'Agostino's insight:

Agreed. Certification sets you apart from your competition. GET SALES CERTIFIED - www.getsalescertified.com

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Fill Your Funnel - Shorten Sales Cycle Norwalk Workshop 11-7-14 - Powered by Infusionsoft

Fill Your Funnel - Shorten Sales Cycle Norwalk Workshop 11-7-14 - Powered by Infusionsoft | Consultative Sales Certification | Scoop.it
Focus on lead generation as an integral part of sales strategy.Learn to identify qualified prospects,refine Unique Selling Proposition.Identify & engage decision makers.Develop messaging that resonates with your audiences.Implementation utilizing your CRM system.Learn to develop flexible and personally adaptable scripts and cue cards.Practice your targeted messaging.Utilize social media.Maximize your CRM as your rain-maker.
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Join me to learn how to fill your Sales Funnel

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Consultative Selling Is An Artform - Times of IT

Consultative Selling Is An Artform - Times of IT | Consultative Sales Certification | Scoop.it
A wise man once said, “Questions are the Answer”. And that is what Consultative Selling is all about questions and more questions. But not just any questions. Having a structure which leads to a positive decision is critical.

 

Monika D'Agostino's insight:

Sell Value, not benefit and features.Most sales staff are trained to believe that the best way to sell a product is to educate the user on the product. #getsalescertified.com

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There's No Crying In Sales | LinkedIn

There's No Crying In Sales | LinkedIn | Consultative Sales Certification | Scoop.it

Via Zars Media
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Deadline For The Women In Sales Awards Is Tomorrow At 11:59pm. Don't Forget To Send In Your Nominations.
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Zars Media's curator insight, September 24, 2014 10:48 AM

Deadline For The Women In Sales Awards Is Tomorrow At 11:59pm. Don't Forget To Send In Your Nominations. wisawards.com

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What You Don’t Know About Sales Can Hurt Your Strategy

What You Don’t Know About Sales Can Hurt Your Strategy | Consultative Sales Certification | Scoop.it
How sales can help you along all four paths to profitability.

Via Zars Media
Monika D'Agostino's insight:

And remember, you don't Know what you Don't know.#consultativesales

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Six Stages for Better Consultative Selling

Six Stages for Better Consultative Selling | Consultative Sales Certification | Scoop.it
[Reading time: 7 minutes]IntroductionHow do you sell your businesses products or services? You probably have a sales methodology of some kind, whether you know it or not.
Monika D'Agostino's insight:

Everybody is in sales!#getsalescertified.com

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Sales and Marketing Management Made Simple: A CEO’s Guide

Sales and Marketing Management Made Simple: A CEO’s Guide | Consultative Sales Certification | Scoop.it
Sales and marketing management tips for the CEO. (Sales and Marketing Management Made Simple: A CEO’s Guide http://t.co/v9k0jISC7T)
Monika D'Agostino's insight:
I like the idea of a commitment between sales and marketing, so they actually work with each other!
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Monika D'Agostino's curator insight, August 12, 2014 10:09 AM
I like the idea of a commitment between sales and marketing, so they actually work with each other!
Monika D'Agostino's curator insight, August 12, 2014 10:10 AM
I like the idea of a commitment between sales and marketing, so they actually work with each other!
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A Smart Sales Process: 5 Reasons Why Your Reps Need to be Consultants

A Smart Sales Process: 5 Reasons Why Your Reps Need to be Consultants | Consultative Sales Certification | Scoop.it
Reinventing the sales process. Here's 5 reasons why you need to train your reps to be consultants, not salespeople.
Monika D'Agostino's insight:

Having a well-trained sales force is crucial to your company's success, as well as its future prospects.#getsalescertified.com

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Monika D'Agostino's curator insight, August 5, 2014 9:47 AM

Having a well-trained sales force is crucial to your company's success, as well as its future prospects.

Monika D'Agostino's curator insight, August 5, 2014 9:47 AM

Having a well-trained sales force is crucial to your company's success, as well as its future prospects.

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Consultative selling and selling consultatively – do not confuse them

Consultative selling and selling consultatively – do not confuse them | Consultative Sales Certification | Scoop.it
Every once in awhile in any field it is useful to get down into the weeds – explore language, word usage, and other things that go bump in the night. In this
Monika D'Agostino's insight:

As VPs of Sales and Sales Training Directors sit down to explore the training needs for 2015, we would suggest that meeting customer’s expectation in 2015 does indeed require your sales team to be able to sell consultatively. If one buys the notion, then the 2015 sales training for most companies needs to be more than just a little adjusting and upgrading here and there. While it is it is easy to learn tips and tricks; it is extremely difficult to learn to sell consultatively. #getsalescertified.com

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Consultative Sales Academy -

Consultative Sales Academy - | Consultative Sales Certification | Scoop.it
Consultative Sales Academy - http://t.co/UqjcXLN6YK
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How to overcome the fear of Cold Calling

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50 Free Resources to Learn about the Consultative Selling Process

50 Free Resources to Learn about the Consultative Selling Process | Consultative Sales Certification | Scoop.it
We've compiled the most comprehensive free, online training resources to help you and your sales team learn about the consultative selling process.
Monika D'Agostino's insight:

With all the competition/resources we made it to #48. Glad to be included!

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Sales Managers – Are You Ready for 2015? - Business 2 Community

Sales Managers – Are You Ready for 2015? - Business 2 Community | Consultative Sales Certification | Scoop.it
According to Bain & Company, B2B sales executives have seen a tremendous disruption in recent years – and there’s every reason to believe the trend will continue. In most B2B markets the buyi…
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Consultative Selling requires Leadership by Patrick T. Malone

Consultative Selling requires Leadership by Patrick T. Malone | Consultative Sales Certification | Scoop.it
For decades, experts have said that leadership is an intangible that is un-measureable. But if you look at any great leader, you see that leadership is clearly measurable. Sales leaders are determined by their customers.
Monika D'Agostino's insight:

Sales leadership is merely getting wholehearted customers for a given course of action

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Report: Millennials seek brands that are inclusive, friendly

Report: Millennials seek brands that are inclusive, friendly | Consultative Sales Certification | Scoop.it
And they do want to have fun, according to an extensive new study on Millennials by WPP's Mindshare. They have grown up during times of economic uncertainty and post 9-11 malaise. As a result, 72% say
life is too short to be uptight. Translation: they want brands to express humor and fun.

Via Sara Duane
Monika D'Agostino's insight:

No surprise there. Everybody likes humor and fun, but Millennials even more.

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Legitimacy: Building Better Sales Teams with Certification

Legitimacy: Building Better Sales Teams with Certification | Consultative Sales Certification | Scoop.it
New blog: Legitimacy - Building Better Sales Teams with Certification http://t.co/dqkFcfFoIu
Monika D'Agostino's insight:

Certification is key to adding credibility to your team#getsalescertified.com

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The Truth About Selling Steel: Communication & Engagement - Steel Market Update (blog)

The Truth About Selling Steel: Communication & Engagement - Steel Market Update (blog) | Consultative Sales Certification | Scoop.it
The Truth About Selling Steel: Communication & Engagement
Steel Market Update (blog)
Providing Value: Much has been written about value added sales and consultative selling.
Monika D'Agostino's insight:

Of course. Selling Value. It doesn't matter if you are selling Steel, or any other product or service. Leading with Value instead of Features or Benefits is the key.

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Sales success for women - raconteur.net

Sales success for women - raconteur.net | Consultative Sales Certification | Scoop.it
The changing role of sales is well suited to women who offer valuable skills to complement those of their male colleagues, says Professor Lynette Ryals, pro-vice-chancellor of education at Cranfield University

Via Zars Media
Monika D'Agostino's insight:

Which poses the question. Women in Sales, are we Equal? http://www.consultativesalesacademy.net/2013/04/women-in-sales-are-we-equals/

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Zars Media's curator insight, September 17, 2014 5:32 AM

And If You Have Not Nominated For The Women In Sales Awards, There Is Still Time To Do So. Go To www.wisawards.com To Nominate.

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Is Your Cost of Sales Too High?

Is Your Cost of Sales Too High? | Consultative Sales Certification | Scoop.it

 

CEOs are often in the middle of a tug-o-war between sales and finance. The CSO believes the answer to solving the sales problem is increasing headcount. In contrast, the CFO looks at the cost per head, quota attainment and believes cutting heads is the answer.  

 

 

This scenario plays out often as companies review budgets and do annual planning. Does the situation ring true for you? If so, you’re not alone.  Oftentimes companies are looking at the wrong metrics and need to broaden the view.


Via The Learning Factor, Monika D'Agostino
Monika D'Agostino's insight:

http://www.themeasurementstandard.com/2012/08/sales-metrics-what-are-we-really-measuring/

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The Learning Factor's curator insight, August 14, 2014 5:45 PM

Often times companies are looking at the wrong metrics to determine the right sales force size. Find out if you should increase headcount or cut it.

Monika D'Agostino's curator insight, August 15, 2014 10:20 AM

Excellent article on sales metrics. Here is an article of mine that was published a while back on this topic. http://www.themeasurementstandard.com/2012/08/sales-metrics-what-are-we-really-measuring/#getsalescertified.com

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Selling to the Real Buyer: The “Old Brain”

Selling to the Real Buyer: The “Old Brain” | Consultative Sales Certification | Scoop.it
Traditionally, sales reps are taught to secure a meeting with the real decision maker when working to close the deal.

Via Zars Media
Monika D'Agostino's insight:

Especially important in an Enterprise Sales scenario: It’s not logical or rational in making purchasing decisions, which is exactly why sales professionals need to pay attention to it and adjust their sales strategy accordingly.#getsalescertified.com

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How To Boost Your Sales Reps' ROI - Forbes

How To Boost Your Sales Reps' ROI - Forbes | Consultative Sales Certification | Scoop.it
How To Boost Your Sales Reps' ROI
Forbes
Do you have a one-dimensional pay plan for your sales force? Many companies don't put a lot of emphasis on sales incentive pay plans.
Monika D'Agostino's insight:

Your salespeople have to make enough money to be happy. If they don’t make enough to meet their needs, they’ll leave. This is true for any profession, but keep in mind that sales people encounter more rejection than anybody else. #getsalescertified.com

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Monika D'Agostino's curator insight, August 8, 2014 8:18 AM

Your salespeople have to make enough money to be happy. If they don’t make enough to meet their needs, they’ll leave. This is true for any profession, but keep in mind that sales people encounter more rejection than anybody else. #getsalescertified.com

Monika D'Agostino's curator insight, August 8, 2014 8:19 AM

Your salespeople have to make enough money to be happy. If they don’t make enough to meet their needs, they’ll leave. This is true for any profession, but keep in mind that sales people encounter more rejection than anybody else. #getsalescertified.com