Insights, page 13
A practitioner library on targeting, qualification, deal progression, stakeholder work, manager coaching and methodology adoption.
Sales Training Platforms: Features and Selection
Evaluate sales training platforms against learning needs, practice formats and manager involvement. Check the fit with existing tools and team routines.
The Sandler Sales Method: Process and Practice
An introduction to the Sandler sales method and its structured approach to customer conversations, qualification and agreeing how the buying process will work.
MEDDIC Sales Training: Qualification and Deal Reviews
Understand the MEDDIC qualification framework and how to train a team. Apply the questions to actual deals and review the evidence behind the answers.
Miller Heiman Sales Training: Methods and Application
An introduction to Miller Heiman sales training approaches, including Strategic Selling and account planning, with considerations for applying them in a team.
Sales Performance: Measures, Reviews and Improvement
Assess sales performance using results, pipeline measures and observed work. Identify where tools, process changes or coaching could address a specific problem.
LMS for Sales Training: Requirements and Selection
Choose an LMS for sales training by reviewing content delivery, practice, reporting and integrations. Consider how managers will support learning on the job.
Problem-Solving in Sales: Discovery and Evaluation
Use problem-solving in sales to understand the customer's situation, test assumptions and evaluate possible responses before proposing a product or service.
Strategic Sales: Methods and Account Decisions
Compare approaches to strategic sales and consider how they support account and deal decisions. Choose practices that fit the way your customers buy.
Value Selling: Customer Outcomes and Supporting Evidence
Build a value selling conversation around the outcomes the customer needs. Check the assumptions, costs and evidence behind the proposed business case.
Solutions Selling: Needs, Fit and Implementation
Understand solutions selling through research, diagnosis and proposal development. Check whether the offer addresses the problem and how it will be used.
Consultative Selling: Questions, Advice and Agreement
Use consultative selling to understand customer needs and offer relevant advice. Review the skills and steps involved in moving from discovery to agreement.
Customer Success in B2B: Responsibilities and Reviews
Plan B2B customer success around onboarding, ongoing value and renewals. Define responsibilities and use account information to identify where help is needed.
See how Sales43 would work for your team
Request access and The Sales Arc will arrange a walkthrough.