September 24, 2024
139 I Case Study: Commercial Product Launch
with
In this episode, Liz & Rachel discuss a recent commercial product launch they worked on in partnership with a company and the other consultants the company had hired. During their conversation, they cover their key learnings from the experience and the action steps they (and the company) took to ensure all deliverables were consistent, on-brand, and on time.
September 26, 2023
91 I Q&A: What’s the best sales process?
with
We often get asked, "What's the best sales training process?" The truth is, we're process agnostic. We just want a sales process that works for you and your organization. In this episode, Liz and Rachel share their best practices for selecting a sales process to fit your needs.
September 20, 2023
90 I Case Study: Developing an Objection Handling Playbook
with
Cumby Consulting recently partnered with an organization to identify why reps weren't closing sales for the long term. Over the course of 6 weeks, Cumby Consulting partnered with focus groups to uncover the need, brainstormed with key stakeholders to identify objections, probing questions, and key messaging, and deployed a Sales Playbook for reps to use in preparing for conversations with their customers. Listen in to hear what they learned along the way!
September 12, 2023
89 I Executive Insights: Time for *Another* Sales Process?
with
Executives, is your new VP of Sales requesting a change to the Sales Process? How do you know when to let her do her thing and when to ask her to jump into what the company is already doing? Tune in as Liz & Rachel discuss the questions they'd ask the VP of Sales when requesting a process change.
September 5, 2023
88 I Navigate Sales Processes & Overcome Objections with Dante Salvetti & Ryan Lange
with
Join Liz as she sits down with sales experts Dante Salvetti and Ryan Lange, who together offer years of invaluable experience in the industry. From prospecting to closing deals, their practical tips and insights are applicable for sales professionals at all levels. Tune in to learn how to successfully navigate complex sales processes and effectively handle objections today.
March 1, 2023
61 I Creating a Lasting Field Sales Training Program: Insights from Tim Lew
with
Liz is joined by Tim Lew to discuss the crucial topic of building a successful and lasting field sales training program. Throughout the interview, Tim shares his insights on collaborating with all stakeholders to create a consistent and engaging training program that follows adult learning principles. He emphasizes the importance of selecting the right leaders to run these programs and delves into why it matters for the success of the initiative.
August 31, 2022
35 | The Tools & Technology of the Trade
with Liz & Rachel
There are so many tools & technologies out there to enhance your training programs, so where do you start?
August 24, 2022
34 | Sales Training Frequency & Duration
with Liz & Rachel
One of the biggest training misconceptions out there is that training is a one-time event, usually narrowed down to the new hire training class. Myth busted!
August 17, 2022
33 | Product Training vs Sales Process Training
with Liz & Rachel
Knowing the in's and out's of your products is vital for any sales rep. Equally as important is how to get your product into the hands of the physicians - and that's where the sales process comes in.
August 10, 2022
32 | Training the New Hire vs the Experienced Rep
with Liz & Rachel
Generally speaking sales reps are a fun and energetic crowd to be around. Knowing their motivations and personality traits is a good start to designing a training program, but let's take it one step further.
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