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“First, focus on training that will produce the greatest business impact. Next, build training around a common challenge your sellers face. Like qualification. When sellers chase poorly qualified opportunities, they waste time on bad fits – and under-serve best fits. Focus on your key constraint. Provide a concise lesson on how to resolve the problem. Model good and bad responses. Encourage the group to record short videos modeling effective approaches. Engage the crowd. Seek 20% lesson, 80% crowd-source.” David Bauders, CEO, SPARXiQ


LinkedIn Profile


SPARXiQ provides truly unique training on the critical sales skills that differentiate top performers from the rest in today’s modern marketplace. Providing Hollywood- quality video training content paired with engagement exercises and learning support, SPARXiQ offers virtual sales training that is as impactful as it is enjoyable. www.sparxiq.com


AREAS OF EXPERTISE • Full-cycle consultative selling • Negotiation


• Relationship building • Sales coaching


“Look for the root cause of your sales performance or productivity issues. That will guide you toward the right solutions and behavior changes. Successful virtual sales training requires interactivity and engagement with skill-based activities. The biggest fallacy about training is that people learn when we talk. Instead, they learn when they do.” Julie Thomas, President and CEO, ValueSelling Associates


LinkedIn Profile ValueSelling Associates is the creator of the ValueSelling Framework® , the practical


and proven sales methodology preferred by sales executives around the globe. Increase your sales productivity and realize immediate revenue growth through our customized training, reinforcement, and consulting. At ValueSelling, we keep it simple and drive results.


www.valueselling.com


AREAS OF EXPERTISE • ValueSelling Framework • Vortex Prospecting • Competitive differentiation • ValueSelling account planning • Coaching the ValueSelling Framework/Vortex Prospecting


SELLING POWER JANUARY/FEBRUARY 2021 | 23 © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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