All Episodes

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.

July 25, 2023

82 I Q&A: The Pre-Work Dilemma: Strategies for Unprepared Attendees

with

We've all had it happen: despite our best efforts, there's always some attendees who show up without completing the pre-work. In this episode, Liz and Rachel answer a listener question on how to approach this pre-work dilemma in advanced training for sales reps. Should the content be re-taught? Listen in to find out!

March 8, 2023

62 I Executive Insight: Field Trainer Incentive Programs are NOT Career Development Tools

with

Not every great rep makes a great field trainer. It's easy to poise field trainer incentive programs as the next step in a rep's career, but it's so much more than that!

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.

August 3, 2022

31 | The Wide World of Sales Training with Barbara Samaha

with Barbara Samaha

What immediately comes to mind when you think of Sales Training? It could be new hire training classes, or training on new products.