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Archive for the ‘Sales Training’ Category

TIPS training offered to curb alcohol-related problems – NNY360

Posted: July 7, 2020 at 8:42 pm

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LOWVILLE The United Prevention Coalition of Lewis County UP! is offering Training for Intervention Procedures TIPS to local bars and restaurants.

The nationally recognized skills-based training program is designed to prevent intoxication, underage drinking and drunk driving in establishments. The program instructs servers on how to recognize the stages of intoxication

According to Coalition Coordinator Cassie Forbus, the training can improve business and community relations.

The training empowers servers and bartenders, Mrs. Forbus said. It teaches them to recognize the sign of alcohol impairment and to prevent overserving and alcohol related incidents. We know during the ever fluid changing of rules and regulations during COVID-19 that businesses are looking for help in keeping their patrons and the community safe. With tourist season in full swing, new hires being brought on, and the possibility of outdoor areas being established, it is more important than ever that restaurants and bars can serve safely, ensure they are checking for underage drinking, and keeping the overall community safe.

Letters to the establishments and coalition members are following up by visiting the bars and restaurants to put a face to the cause.

We want them to know that we are here to help and to offer this free TIPS training to their business, the coalition coordinator said. We are big supporters of our local businesses, and we want to help them to ensure that their staff is well trained and ready to handle situations involving alcohol. We are here to offer resources to them to limit teens access to alcohol and to help them continue to thrive economically in these uncertain times. The coalition is not prohibition and against alcohol, we are dedicated to seeing the risk factors (such as availability) for underage youth eliminated. TIPS training can be very expensive for a business, so offering the course to them for free is a win-win in our eyes! TIPS certification demonstrates a commitment to prevent alcohol-related problems and a desire to be a part of the solution in societys fight against drunkenness.

The UP! Coalition is offering the four-hour training and all the materials for free to local establishments.

The Responsible Alcohol Sales training provides information about laws and penalties; the importance of avoiding sales to minors and how to recognize false IDs; proper management techniques and policies to encourage compliance with the law and tips on how to refuse a sale safely.

To arrange for training, contact Mrs. Forbus at or by calling 315-376-2321.

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TIPS training offered to curb alcohol-related problems - NNY360

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July 7th, 2020 at 8:42 pm

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Product-based Sales Training Market SIZE BY APPLICATION, TYPES, END-USER, REGIONAL ANALYSIS AND FORECAST 2020 TO 2025 – Jewish Life News

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A report on Product-based Sales Training market compiled by Brand Essence Market Research provides a succinct analysis regarding the values and trends existing in the current business scenario. The study also offers a brief summary of market valuation, market size, regional outlook and profit estimations of the industry. Furthermore, the report examines the competitive sphere and growth strategies of leading players in the Product-based Sales Training market.

In 2018, the GlobalProduct-based Sales Training Marketsize was xx million US$ and it is expected to reach xx million US$ by the end of 2025, with a CAGR of xx% during 2019-2025.

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Key playersof the Product-based Sales Training market are ASLAN Training and Development, DoubleDigit Sales, GP Strategies, Miller Heiman Group, Altify, CommLab India, Cohen Brown Management Group, Carew International, Janek Performance Group, Kurlan & Associates, Mercuri International, Richardson, RAIN Group, Sandler Training

Product-based Sales Training Market Segmentation:

Product Type: Blended Training,Online Training,Instructor-Led Training

Application: Consumer Goods,Automotive,BFSI

Region Coverage (Regional Production, Demand & Forecast by Countries etc.): North America (U.S., Canada, Mexico) Europe (Germany, U.K., France, Italy, Russia, Spain etc.) Asia-Pacific (China, India, Japan, Southeast Asia etc.) South America (Brazil, Argentina etc.) Middle East & Africa (Saudi Arabia, South Africa etc.)

Table of Contents

1 Report Overview 1.1 Study Scope 1.2 Key Market Segments 1.3 Players Covered 1.4 Market Analysis by Type 1.4.1 Global Product-based Sales Training Market Size Growth Rate by Type (2014-2025) 1.4.2 Topical Products 1.4.3 Botulinum 1.4.4 Dermal Fillers 1.4.5 Chemical Peels 1.4.6 Microabrasion Equipment 1.4.7 Laser Surfacing Treatments 1.5 Market by Application 1.5.1 Global Product-based Sales Training Market Share by Application (2014-2025) 1.5.2 Hospitals 1.5.3 Dermatology Clinics 1.6 Study Objectives 1.7 Years Considered

2 Global Growth Trends 2.1 Product-based Sales Training Market Size 2.2 Product-based Sales Training Growth Trends by Regions 2.2.1 Product-based Sales Training Market Size by Regions (2014-2025) 2.2.2 Product-based Sales Training Market Share by Regions (2014-2019) 2.3 Industry Trends 2.3.1 Market Top Trends 2.3.2 Market Drivers 2.3.3 Market Opportunities

3 Market Share by Key Players 3.1 Product-based Sales Training Market Size by Manufacturers 3.1.1 Global Product-based Sales Training Revenue by Manufacturers (2014-2019) 3.1.2 Global Product-based Sales Training Revenue Market Share by Manufacturers (2014-2019) 3.1.3 Global Product-based Sales Training Market Concentration Ratio (CR5 and HHI) 3.2 Product-based Sales Training Key Players Head office and Area Served 3.3 Key Players Product-based Sales Training Product/Solution/Service 3.4 Date of Enter into Product-based Sales Training Market 3.5 Mergers & Acquisitions, Expansion Plans

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About us: Brandessence Market Research and Consulting Pvt. ltd.

Brandessence market research publishes market research reports & business insights produced by highly qualified and experienced industry analysts. Our research reports are available in a wide range of industry verticals including aviation, food & beverage, healthcare, ICT, Construction, Chemicals and lot more. Brand Essence Market Research report will be best fit for senior executives, business development managers, marketing managers, consultants, CEOs, CIOs, COOs, and Directors, governments, agencies, organizations and Ph.D. Students. We have a delivery center in Pune, India and our sales office is in London.

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Product-based Sales Training Market SIZE BY APPLICATION, TYPES, END-USER, REGIONAL ANALYSIS AND FORECAST 2020 TO 2025 - Jewish Life News

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July 7th, 2020 at 8:42 pm

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Two New Publications Support the Safety and Efficacy of Slynd (drospirenone) tablets, 4 mg – PRNewswire

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FLORHAM PARK, N.J., July 7, 2020 /PRNewswire/ -- Exeltis USA, Inc., a division of Insud Pharma, today communicated that 2 new articles published in Contraception and The European Journal of Contraception & Reproductive Health Care,reviewed the US Phase III clinical study involving Slynd (drospirenone) tablets 4 mg, a novel estrogen-free oral contraceptive in a physician and patient communication letter.

The publications highlighted the safety and efficacy of drospirenone 4 mg, similarly to the FDA which approved the Slynd NDA in May 2019. The first in Contraception, "A one-year prospective, open-label, single arm, multicenter phase 3 trial of the contraceptive efficacy and safety of the oral progestin-only drospirenone 4 mg using a 24/4 daily regimen" (Kimble et al; February 21, 2020), indicated that drospirenone provides a contraceptive option for the majority of women regardless of blood pressure and BMI. The second, "Estrogen-free oral contraception with a 4 mg drospirenone-only pill: new data and review of the literature" (Palacios et al; April 21, 2020), published in The European Journal of Contraception & Reproductive Healthcare-, concluded that drospirenone 4mg has shown contraceptive effectiveness similar to that of currently available COCs (combined oral contraceptives), very low cardiovascular side effects and a favorable bleeding pattern.

"We are pleased to see the Slynd clinical study results being reported in renowned journals," said Randi Rievman, Senior Director, Marketing and Sales Training for Exeltis. "The data validates what we have known for some time: Slynd is an attractive option for many women who want or need an estrogen-free oral contraceptive. It offers the right balance of safety and efficacy to address the needs of many women, especially for those who may not be good candidates for othercurrently available oral contraceptive options."

In addition to these findings, Exeltis USA President Salustiano Perez added, "Slynd is further differentiated in the market because it is an estrogen-free oral contraceptive product that provides a 24 active plus 4 inactive tablet dosing regimen and allows a 24-hour missed pill window."

Slyndis indicated to prevent pregnancy among females of reproductive potential. Slyndis contraindicated in females with conditions that predispose to hyperkalemia (e.g. renal impairment, hepatic impairment, and adrenal insufficiency). Other contraindications include presence or history of progestin sensitive cancers, liver tumors, benign or malignant, or undiagnosed abnormal uterine bleeding. Slyndmay cause side effects including hyperkalemia, thromboembolism, bone loss, cervical cancer, liver problems, ectopic pregnancy, high blood sugar, changes in menstrual bleeding or depression. Discontinue Slyndif a thromboembolic event occurs or there are acute or chronic changes in liver function. For full important risk and use information about Slyndplease see full Slynd Prescribing Information.

About Exeltis:

Exeltis is a fast-growing division of Madrid-based Insud Pharma, an integrated health sciences group. It has developed a leading position in the women's health sector, where it continues to discover, develop, produce and seek new medicines and medical devices to improve the health and wellbeing of women around the world. With a geographical footprint spanning over 40 countries, Exeltis employs over 4,000 professionals supported by a global production network. Exeltis strives to provide care for women throughout their lives. Exeltis offers a broad portfolio of products to respond to patients' needs in Women's Health including contraception, pregnancy, birth, and menopause and has expanded its reach in recent years to Central Nervous System (CNS), ophthalmology and endocrinology. In addition, to learn more, please visit us at

For more information on Slynd and Important Risk Information, please visit

Slyndis a trademark of Exeltis USA, Inc.


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Two New Publications Support the Safety and Efficacy of Slynd (drospirenone) tablets, 4 mg - PRNewswire

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Welcome to the New Age of the Jewelry Sales Rep – INSTORE MAG

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I ALWAYS JOKE that being in the jewelry business is like being in the mafia. Once you get in you can never get out! I was brought up in the business: My family had a jewelry store, and my father actually started at the age of 20 as a jewelry sales rep on the road. Through the decades, our industry has seen many changes, but one side of the business that has not evolved is the role of the road rep the salesman or woman on the road for manufacturers or brands. The way my dad sold 40 years ago is still how many salesman sell today. Show up to a retail store, show your product, write an order and move to the next store. I believe the COVID-19 outbreak will force road reps to change. Theyll need to reinvent themselves if they want to continue and succeed. Sales reps can no longer sell the way they used to. In order to be successful, they must transition to become specialized inventory, sales and marketing consultants. As retailers begin to reopen, they must be stricter than ever to make sure they have the right product, vendors and turn. Here are some ways sales reps will evolve:

I personally love data and run it all day long. Data never lies! For sales reps to make recommendations on what product the retailer should purchase, they have to know the data. What are the top sellers? What have jewelers sold and not replenished? What has the retailer special ordered but never stocked? Data brings a new level of sophistication to the selling process. The days are over when retailers are open to looking at only what is new for the season. They want to know how well your product turns, what has proven to sell across the U.S., the age of the current inventory.

Sales reps need to tell retailers whats special about their products. The job isnt over once you write the order. Without a story or a reason to sell, why would a sales associate show your product over another vendors? The two ways I recommend streamlining this to the sales teams are to either set up a Zoom sales training session or have the brands marketing department develop a training program that can be emailed to the retailer. If retailers dont see a good turn on the products you sold them, it is 100 times harder to sell the retailers on why they should keep the products rather than return them. Remember the next time you write an order that the stores sales team needs information and training to sell.

I think weve all been surprised at how productive online meetings can be on platforms such as Zoom. We all know, especially for sales reps with larger territories, that you can connect with more retailers than ever by using Zoom or another meeting platform. Prior to the COVID-19 pandemic, it was very hard to see retailers multiple times in a year. But now you can make up for this lack of visits with online meetings. They dont have to be long to be productive. A quick 30-minute Zoom session can include information on topics such as marketing tools, product performance data and on-hand reports. Another productive medium of remote communication is via SMS messaging. According to Mgage, the average response rate for a text message is 45% versus an email response rate of 6%. Text messages could consist of videos showing new products, a simple Hey, how are you? or even no business, just a funny image to brighten the day.

We have seen retailers compete with online ecommerce sites by transitioning to virtual sales calls. My hope is that we see manufacturer reps adapt to this new way of doing business. It will result in better sales for all.

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Welcome to the New Age of the Jewelry Sales Rep - INSTORE MAG

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July 7th, 2020 at 8:42 pm

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Voters Will Decide The Fate Of The Sales Tax That Helps Fund Fort Worth Police – KERA News

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The half-cent sales tax that generates tens of millions of dollars for the Fort Worth Police Department is on the ballot in this months election. Voters will have the power to end the tax or renew it for another 10 years.

The fate of the Crime Control and Prevention District tax is on the ballot as Proposition A for the July 14 election. Early voting goes until July 10.

The CCPD was established in 1995 in response to high crime rates, according to the city. It provides more funding on top of the $267 million in the current police budget. According to the city, the tax generated about $80 million in the 2019 fiscal year.

The tax was renewed for five-year terms in 2000, 2005, 2009, and 2014. However, it has come under renewed scrutiny with the racial justice protests following the killing of George Floyd. Fort Worth protest group Enough is Enough is calling for an end to police funding from the CCPD.

Sgt. Manny Ramirez, the president of the Fort Worth Police Officers Association, said the funding is vital to keeping the city safe. He pointed to the community programs it funds, like positions for neighborhood police officers who attend community meetings.

Calls for defunding the police departments around the nation, those should not project onto Fort Worth, because we are very, very different and were very unique, he said. Weve done more with less for a long, long time.

Some have criticized the CCPD for funding programs they say have nothing to do with crime prevention. Equipment replacement, like getting new vehicles and motorcycles, takes up the biggest chunk of the funding.

Ramirez said equipment upgrades are necessary for crime prevention, too.

Whenever you look at the tools of the job, the tools of policing, the more police vehicles that we can purchase, the more officers we can put out on the streets, the more recruit classes that we can fund, those all go towards making our community safer, he said.

The CCPD also gives 6% of its funding to community groups with similar goals. One group that got funding is the domestic violence prevention nonprofit Cheryls Voice, founded by LaTasha Jackson-McDougle.

Jackson-McDougle said at first, she was skeptical about getting rid of the CCPD tax.

I was kind of like, What the heck is wrong with you people? We need this, all these organizations need this, she said.

Now, she said she wants to see it voted down, reworked and put back on the ballot in November.

The police department already has, like, $267 million. This is just saying, no, you cant have the extra $80 million. We need to sit down and figure out what more can we do with this 80 million, Jackson-McDougle said. Not saying they cant have some money, but $80 million is a lot.

She said she wants to see more money going to social workers and nonprofits. Some should also go towards police training and mental health resources for officers themselves, she added.

City officials have said they will look to move around some of the CCPD funding in the upcoming budget cycle, to give more money to community groups, as well as the police departments mental health crisis intervention teams.

At a City Council work session in June, Mayor Betsy Price said to expect a lot of redirection of those funds.

You have to remember that if we dont pass CCPD, we do not have that money in our budget. If it fails, the money just goes away, Price said, addressing the public.

If the CCPD gets voted down, its current term will end on September 30, but the city can collect the tax through December. The tax could be put back on the ballot in November, according to a city spokesperson.

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Voters Will Decide The Fate Of The Sales Tax That Helps Fund Fort Worth Police - KERA News

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July 7th, 2020 at 8:42 pm

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Education & Training Market by regions, type and application with sales and revenue analysis report and forecast to (2015-2027) – WhaTech…

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Education & Training Market research report provides the details about Industry Chain structure, Market Competition, Market Size & Share, SWOT Analysis, Technology, Cost, Raw Materials, Consumer Preference, Development & Trends, Regional Forecast, Company & Profile and Product & Service.

The GlobalEducation & Training Marketanalysis study was conducted in five stages, including secondary research, primary research, expert advice on subject matter, quality control and final review.

ReportsnReportshave recently added a report titled Education & Training Market Report to our extensive database of reports. Our team of experts has curated the report by considering industry-relevant information related to the leading vendors, distributors, and service providers to collect industry-focused insights.

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Download a Sample Copy of Report

Education & Training Market Regional Analysis:

United States, Europe (Germany, UK, France, Italy, Spain, Russia, Poland), China, Japan, India, Southeast Asia (Malaysia, Singapore, Philippines, Indonesia, Thailand, Vietnam), Central and South America (Brazil, Mexico, Colombia), Middle East and Africa (Saudi Arabia, United Arab Emirates, Turkey, Egypt, South Africa, Nigeria), Other Regions

The research report, titled Education & Training Market, mainly includes a detailed segmentation of this sector, which is expected to generate massive returns by the end of the forecast period, thus showing an appreciable rate of growth over the coming years on an annual basis. The research study also looks specifically at the need for Education & Training Market.

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The report mainly studies the size, recent trends and development status of the Education & Training Market, as well as investment opportunities, government policy, market dynamics (drivers, restraints, opportunities), supply chain and competitive landscape. Technological innovation and advancement will further optimize the performance of the product, making it more widely used in downstream applications.

Moreover, Porters Five Forces Analysis (potential entrants, suppliers, substitutes, buyers, industry competitors) provides crucial information for knowing the Education & Training Market.

The content of the study subjects, includes a total of 13 chapters:

Chapter 1:Provides an overview of Education & Training Market market, containing global revenue, global production, sales, and CAGR. The forecast and analysis of Education & Training Market market by type, application, and region are also presented in this chapter.

Chapter 2:Is about the market landscape and major players. It provides competitive situation and market concentration status along with the basic information of these players.

Chapter 3:Provides a full-scale analysis of major players in Education & Training Market industry. The basic information, as well as the profiles, applications and specifications of products market performance along with Business Overview are offered.

Chapter 4:Gives a worldwide view of Education & Training Market market. It includes production, market share revenue, price, and the growth rate by type.

Chapter 5:Focuses on the application of Education & Training Market, by analyzing the consumption and its growth rate of each application.

Chapter 6:Is about production, consumption, export, and import of Education & Training Market in each region.

Chapter 7:Pays attention to the production, revenue, price and gross margin of Education & Training Market in markets of different regions. The analysis on production, revenue, price and gross margin of the global market is covered in this part.

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Chapter 8:Concentrates on manufacturing analysis, including key raw material analysis, cost structure analysis and process analysis, making up a comprehensive analysis of manufacturing cost.

Chapter 9:Introduces the industrial chain of Education & Training Market. Industrial chain analysis, raw material sources and downstream buyers are analyzed in this chapter.

Chapter 10:Provides clear insights into market dynamics.

Chapter 11:Prospects the whole Education & Training Market market, including the global production and revenue forecast, regional forecast. It also foresees the Education & Training Market market by type and application.

Chapter 12:Concludes the research findings and refines all the highlights of the study.

Chapter 13:Introduces the research methodology and sources of research data for your understanding.

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Education & Training Market by regions, type and application with sales and revenue analysis report and forecast to (2015-2027) - WhaTech...

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July 7th, 2020 at 8:41 pm

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Security Awareness Computer-Based Training Market 2020 Size, Share, Sales Revenue, Business Trends, Emerging Opportunities, Demand, Key Companies…

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Security Awareness Computer-Based Training Industry 2020 Global Market Research report presents a widespread and elementary study of Security Awareness Computer-Based Training business at the side of the analysis market size, share, trends growth, revenue, production and 2025 forecast. This report also gives you the analytical data of market, like consumption volume, and Security Awareness Computer-Based Training Market price structures throughout the forecast amount from 2020 to 2025.

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Security Awareness Computer-Based Training Market 2020 Size, Share, Sales Revenue, Business Trends, Emerging Opportunities, Demand, Key Companies...

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July 7th, 2020 at 8:41 pm

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Sales Training Market Repository of Analysis, Information for Every Facet of the Industry Bulletin Line – Bulletin Line

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The recent report on Global Sales Training Market Size, Status and Forecast 2020-2026 offered by, comprises of a comprehensive investigation into the geographical landscape, industry size along with the revenue estimation of the business. Additionally, the report also highlights the challenges impeding market growth and expansion strategies employed by leading companies in the Sales Training market.

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In market segmentation by manufacturers, the report covers the following companies- Action Selling,Aslan Training and Development,The Brooks Group,BTS,Carew International,DoubleDigit Sales,Imparta,IMPAX,Integrity Solutions,Janek Performance Group,Kurlan & Associates,Mercuri International,Miller Heiman Group,RAIN Group,Revenue Storm,Richardson,Sales Performance International,Sales Readiness Group,ValueSelling Associates,Wilson Learning .

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Sales Training Market Repository of Analysis, Information for Every Facet of the Industry Bulletin Line - Bulletin Line

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July 7th, 2020 at 8:41 pm

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How To Get Into Sales: The Sales Career Paths Of 3 Pros – Built In

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A healthcare professional, an international English teacher and an artist with military experience what do they all have in common?

They all found their way into careers in tech sales.

Unlike for many professions, theres no singular path into sales. Its blend of career growth potential and translatable skills make it an attractive option for both recent college graduates and working professionals eyeing a career change. Wondering what to do with that philosophy, psychology or English degree?Hop on the phone, and turn those communication skills into commission.

Excelling in sales, however, is another story. It takes more than the gift of gab or the ability to strike a gong (although more power to you, if thats your jam) to rake in commission.

With the rise insales technology, the profession has only become more competitive and data-driven. Hitting quota requires mastering email cadences, customer research and complex CRM systems. In some cases, a salesperson might have to play the parts of engineer, marketer and customer support on a call to explain the nuances of a complicated product to a customer.

But mastering those skills can lead to an array of job options, whether thats as an account executive closing deals, an account manager working with existing customers or a sales enablement lead coaching others to success.

We spoke with three salespeople about the paths they took to get into sales, and how theyve found success.

Selam Degefu, Account Executive, Intercom:I was working in healthcare and had applied to work for the Centers for Disease Control and Prevention, only to find out that they had discontinued the project I wanted to work on. Without that job, I didnt want to be working in healthcare much longer. That was when my mentor brought up the idea of working in tech sales. I didnt even know what the job involved, but after doing a little more digging, I became interested. I liked that there was an opportunity for growth, which was something I didnt have in the healthcare field.

Andrae Washington, Sales Enablement Lead, Onna:My first experience in sales came in 2016, when I was living in Shanghai, China. I was helping to run an English tutoring company with a group of other expats, and we had to get parents to invest in the company. The process was like raising a seed funding round. Then I moved back to the United States in 2017.

I wanted to get into tech, but I didnt have any connections. Sometimes this job traffics in a space that minorities arent connected to. Most of my friends are lawyers, accountants or doctors. Im educated, I have military experience, but I would never have traveled in the tech circle. Thats when I connected with SV Academy, which helped me get my foot in the door at my first company, Sisense.

Danielle Ruffin, Sales Consultant, Kin Insurance:I taught English at a university in South Korea for 10 years before moving back home to Chicago, where my skills werent as in-demand. So, I bought a car on Craigslist and started delivering groceries. I turned that into a mini business and went from delivering groceries to packages to doing paratransit. By the end of 2019, I just wasnt seeing any real growth, so I started looking at other options. Thats when I came across re:Work, a nonprofit that specializes in helping people from disadvantaged communities like mine find opportunities in tech sales.

Ive always had an interest in sales and had applied to sales jobs in the past, but I wasnt even able to get an interview. So, I applied to re:Work and entered the sales training program in 2020. Its an eight-week program, but I was able to get my first interview with a company in the third week and my first job offer by the fourth.

Washington:Whenever youre on the phone, you should always understand what the customers goal is for the conversation and what you want from them. When you think of how to position your company, its helpful to know what they think about the product. If they think were an e-discovery tool and Im trying to sell them the e-discovery solution, I dont want to talk to them about our enterprise search function and confuse them. Conversely, if they dont think we can do e-discovery and thats what they want, then what I need to do is educate them. When youre describing the product, try to keep it open-ended so that you dont close off opportunities.

Degefu:My manager says its like going to the doctor. The doctor wont just look at you and prescribe medicine, he asks you how youre feeling, where the pain is, and what you are there to fix. Its the same in sales. In order to solve a complex problem, we have to understand what the customer is even trying to solve and why they need to solve it. You need to start with a good discovery. I also like to ask customers what other solutions they have tried. Once you understand the issue, then you can prescribe the solution with your product.

Ruffin:The first step is understanding the product yourself. I know its rudimentary, but for something like insurance, which is very complex, being able to understand it enough that you can explain it carefully takes time. I found listening to how other people explain it to be very helpful as well. Most of my customers have no background in insurance, so I try to keep it as simple as possible and use concrete examples.

Washington:If youre in the marketing or business intelligence space, the ability to write even a little bit of SQL can be huge for leveraging analytics. But the most important thing is to commit to being an expert in the one tool thats going to bring you the most success. If you start at a company as a BDR and they have Sales Loft or Outreach, immerse into the training videos and learn the tips and tricks to customize the system. At the highest level, most of those tools are similar. So if you can become an expert in it, you can bring that value to your next job.

Degefu: Understand how to use Salesforce, at least at a very high level. Youre going to use Salesforce or a similar CRM whether you end up as an SDR, an account executive or customer success manager. You cant avoid it. The other thing is to understand how to use email cadences. Every company uses a different tool, but if you understand how to create an opportunity with email cadences, thatll help you be successful.

Ruffin:Learning email sequences and having a cadence of messages that you can set over the next seven days is huge. It keeps my name in front of them and makes sure that we stay top of mind throughout the sales process. Its also important to spend time learning about your CRM, and how you can use it to make your job easier. We dont have direct phone numbers, so Ive learned to use the notes section to flag customers who are mine. I also live and die by setting follow-up tasks in our CRM, which helps me simultaneously take on more leads and manage existing ones.

Degefu:Listening, more than anything, is what sets you apart from other salespeople. Are you quick to talk about your product, or are you listening to what the customer is saying? I always try to recap the conversation to make sure that I was fully listening. If I missed something because I was thinking about an exciting deal or solution, the recap creates an opportunity to circle back and make sure I have all the information I need.

Washington:If youre a BDR or an AE doing outbound sales to generate your business, its important to have soft eyes. You need to be able to look at someones LinkedIn and see how their skills and resume all connect together for an opportunity. You need to be able to listen to them on a call and figure out what their problem is and how you can solve it. No one is ever going to tell you the exact things you need to check off your list to qualify as an opportunity, so you have to connect the dots on your own. Then you have to be able to paint a picture for them of how your product can solve it.

Ruffin:Its important to understand that youre going to be in this constant state of evolution, and being comfortable with that growth. In tech, its kind of a given that things are not going to be the same a year from now or even a month from now. As a salesperson, being able to take constructive criticism, incorporate that into your process and evolve is so important.

Ruffin:Its always a challenge to find that pipeline stability. My target is to take anywhere from nine to 12 leads a day, which keeps my pipeline full while also giving me enough time to help everyone else in my pipeline. Then Ill look at my pipeline and see if there are any customers who I havent had any connection with for more than 30 days and mark them as lost. Marking my lost leads and maintaining a clean workflow keeps my head on straight and allows me to keep moving. I try to do that every week.

Washington:Theres more than one way to hit quota, but the three most successful ways Ive seen are the dog method, the product expert strategy and leaning on what you know. The dog method is like, Im hitting quota even if I need to burn through 75 contacts before lunch and another 75 after lunch. Then theres the product expert strategy, where you understand the product so well it gives you immediate credibility. The third way, which is what I did, is to lean on what you know. Once you get a deal, reverse-engineer all the steps you took to get that deal and do that again. And lean into the messaging and process your team gives you to start.

Degefu:If your quota is $300,000 for the quarter, you just have to make sure that every week youre bringing in $25,000. So using an Excel doc or whatever you can to keep track of your pipeline each week helps. If you miss your goal, then you know you have to make up for it next week. Good reporting will also help, so you dont have to go through all 100 reports every day. If you do miss your quota, understand that its normal early on and that it takes time to learn the software. Give yourself a grace period and learn from people who always hit quota.

Day in the LifeWhat Does a Customer Success Manager Do?

Degefu:I started at Intercom as a sales development rep, and then I moved on to be an account manager and then an account executive. What helped me find success was having a growth mindset and being able to adapt to change. You have to be up for the challenge. I was always ready to learn from every project that they gave. I always raised my hand to work collaboratively with product marketing and other teams outside of my role. If you have to go above and beyond your role, do it. Thats how you set yourself apart from others.

Washington:Lean into what youre good at. Im good at research, so I researched the hell out of these companies and who I was talking to so that the messaging felt targeted to that person. I did that at scale, so all I needed to do is call them when they opened the email. Its also helpful to have a mentor. They dont need to be someone whos 25 years older than you, they just need to have more experience in the industry and are at a different company. I can bounce ideas off my mentor and get honest feedback that I might not get in the workplace. That ability to be transparent and have a sounding board is so valuable in this career.

Ruffin:I reached out to my HR manager and mentioned that I would like to have someone as a partner or mentor to help as we transitioned to working from home, and they set me up. Its been so helpful to have a partner to answer my questions, listen to my calls and tell me how I can save time or relay the information more succinctly to the customer. There have been times during this journey where Ive felt defeated, and my mentor has been able to give me some outside perspective, tell me that theyve been through the same thing and offer some tweaks.

Degefu:When I first went to interview for Intercom, I did a tour and was so struck because I didnt see one person who looked like me. The good thing was that they were open to making the team more diverse, and they ended up hiring more African Americans. Id say, speak up if youre noticing your team isnt diverse, or ask why? Theres nothing wrong with asking what we can do to attract more individuals who look like us in the recruiting pipeline. The tech industry needs diversity. The other thing you can do is look for teams that are more diverse with whomyou can share your experiences.

Washington:If you experience a microaggression or feel frustration, dont be afraid to stand up for what you believe in and what it is you think hurts you. It will only be to your disadvantage if you dont. You have to let it out in a professional way, whether thats to your mentor or someone at the company so that you can get counsel on how to move forward with it. If you just carry it, then its going to fester and then youre going to be perceived as the problem.

Ruffin:I spent 10 years of my adult life in a country where I looked different, spoke a different language and acted differently from the people around me, so its not uncomfortable for me to be in situations where I stand out. I was aware that Im older than most people in this industry, that Im female and Im not the same color as other people working in this industry.

I would say what makes tech special is that theres a progressive, forward-thinking way of doing things that transcends the product and gets into how we treat each other. Within my office, Ive been pleasantly surprised at the effort and genuine care that has been put into diversity, unity and inclusion. Diversity and inclusion is a core pillar of our culture, and its not something special that we do only on Fridays or something like that.

Checking Back In7 Ways to Make Sales Follow Up Emails More Effective

Responses have been edited for length and clarity.

Read more from the original source:
How To Get Into Sales: The Sales Career Paths Of 3 Pros - Built In

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July 7th, 2020 at 8:41 pm

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Gigamon Promotes Kaspersky Vet to Lead Channels and Alliances – Channel Futures

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She recently launched the Gigamon Playbook for the channel.

Gigamon has promoted Larissa Crandall, who was senior director of Americas channel, to vice president of worldwide channels and alliances.

Gigamons Larissa Crandall

Crandall led Gigamons North American enterprise channel business to double-digit growth. As VP of worldwide channels and alliances, she is responsible for driving global channel strategy. She will collaborate with the companys various go-to-market (GTM) and corporate teams to ensure a channel-first approach.

Gigamon delivers unified network visibility and analytics on all information in transit.

Crandall tells us she will also lead the alliances team, working to develop and grow partnerships. This will be a priority for Gigamon.

My top priority right now is to continue to support our partners during these uncertain times with demand-eneration programs, financial solutions, training and joint ecosystem-stacked solutions to help our partners navigate and thrive in our new normal, she said. Growing our ecosystem and alliances to build better together solutions for our partners and customers will also be top of the list, while partner experience will continue to be at the core of how we enhance our channel program.

Crandall recently launched the Gigamon Playbook for the channel, building creative demand-generation programs, and supporting training and enablement initiatives. As the pandemic unfolded, she worked on financing options for partners.

She also worked with Gigamons partner community to support customers in various ways.

In the last few months, the world has seen unprecedented change, which has forced Gigamon, like everyone else, to adapt and shift to the new normal, said Doug Woodley, Gigamons senior vice president of worldwide sales. Amid these challenging times, Larissa has played an integral role in providing our partner ecosystem with the solutions they need, including creative demand-generation initiatives and financing options. We look forward to seeing her grow in her new role, and are excited to see the continued growth and success of the Gigamon channel program.

Prior to joining Gigamon, Crandall was senior director of global channel sales at Scalr. Before that, she was Kasperskys senior director of channel sales for the Americas.

At Gigamon, she played a key role in doubling the companys channel team. This led to more revenue, channel-initiated business and community alignment.

Excerpt from:
Gigamon Promotes Kaspersky Vet to Lead Channels and Alliances - Channel Futures

Written by admin

July 7th, 2020 at 8:41 pm

Posted in Sales Training

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