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The Sales Readiness Blog

Ray Makela

Ray Makela is CEO and Managing Director at Sales Readiness Group (SRG). He oversees all client engagements as well as serves as a senior facilitator on sales management, coaching, negotiation and sales training workshops. Ray has over 20 years of management, consulting, and sales experience and writes frequently on best practices for coaching and developing sales teams.

Sales Training

COVID-19 has accelerated the move from traditional classroom-based sales training to virtual training. Participants' experience with virtual has been mixed. The unfortunate and inconvenient truth is that virtual sales training has struggled for years to produce the desired outcomes and return on investment that many programs promise. Challenges include lack of participant engagement, poor retention of concepts, and failure to create lasting behavior change in the real world.

Remote Selling

Is your team ready to sell virtually? Training for virtual selling is about a lot more than just slapping the name “Virtual” on the front of an existing selling skills program. It needs to address more than just the technology and a virtual meeting room application. It’s about adopting a different mindset, a different skillset and a different way of showing up for your customers. In a previous blog, we discussed the importance of the three E’s of Virtual Selling: Energy, Empathy and Engagement. Those qualities are critical to how you differentiate yourself in a virtual call. Nevertheless, there are many other items that can help ensure you’re prepared and ready for a virtual sales call. We’ve put together a short checklist and training program that will guarantee you’re ready for the Virtual Selling world.

Remote Selling

These days, we receive a lot of inquiries about how to help sales reps improve their ability to engage with clients effectively—given the constraint of not being able to meet in person.

Virtual Training

We recently hosted a webinar with Sam Herring from Intrepid by Vitalsource to discuss how to make the pivot to Virtual and Digital Learning.

Sales Training | Virtual Training

Many of our clients are concerned about how the evolving COVID-19 outbreak and related travel bans will impact their business, sales, and training initiatives.    In the video below we address best practices in virtual and on-demand training. 

Prospecting

We all want to get access and sell higher, yet it’s difficult. CXO’s are busy, and often protected by a gatekeeper. But the payoff is larger deals, more strategic relationships, longer term relationships and the ability to insulate yourself from the competition.  The question is, how do you get the meeting, and what do you do when you get there?