Prospecting is the top-rated difficulty among most salespeople, followed by the steps involving negotiations & closing. One of the most critical elements to prospecting is effective research. When done meticulously, it can be game changing and can accelerate success significantly.
A good way to go about measuring the ROI from IT Sales trainings includes first outlining the outcomes expected from training, proper measurement of baseline numbers, focus on behavioral changes along with developing a broad analytical perspective. Finally, in the case of online sales trainings, closely monitoring the LMS activity also helps significantly.
The B2B technology sales realm is characterized by its own set of unique complexities. Fairly long sales cycles involving multiple decision-makers with fluctuating emotions throughout precisely describe its intricate reality.