![]() How well does Gartner do? Reasonable Conclusions. Just as every client has different expectations for their investment of time and money, they also have their own set of competencies and experiences that determine if sales training can be easily applied to their unique selling environment.Īny thoughtful and experienced sales training organization, however, should be able to help prospective clients understand what they will and won’t get from the training they complete. After all, sales training is ultimately a very personal experience. Anyone approaching this question honestly must acknowledge that there are as many answers to this question as there are people who have received training from CEB, now Gartner. Are the conclusions accurate and does the training work? Here is where the analysis gets messy. ![]() But, do we really care about this lack of originality as long as the researcher’s conclusions are accurate and the training works? I would, in fact, wager that every serious book or training program written about consultative selling in the last 45 years recognizes the value of challenging buyers’ beliefs and assumptions as a way to create value. There are not many new, fundamental insights into how people buy or what great salespeople do.
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