Win Spectrum Podcast

Data drives all areas of business, so why shouldn't that apply to sales training? In this episode, Charles and Dan talk about what's wrong with most approaches to sales training and how to better measure results that actually drive sales.

Ever wonder what Win Spectrum would do if they only had one hour to change the trajectory of a company's sales? In this episode, Charles and Dan accept that challenge. 

They show how a company can "weaponize" their content to make it instantly actionable in the field and discuss why it is so critical to equip sellers with content that is ready for use.

They dive in to 4 specific focus areas that dramatically change the buyer-seller relationship: 1) Questions,  2) Messaging , 3) Insights, and 4) Stories. 

When companies deliver excellent content and sellers understand how to put it to use, remarkable things happen for the company, the seller, and the customer.

Most organizations specialize in winning a very narrow band of deals that they have built their selling processes around. These are the easy deals with companies most likely to do business with them. Where organizations get stuck is when they build so much structure around that narrow deal band that they are unable to win deals outside of it. In this episode, Charles and Dan explain the thinking behind the Win Spectrum, and how organizations can expand their own Win Spectrums to close other kinds of deals.

Sales organizations often talk about sales process and methodology, but basic sales skills are often overlooked in their reps, or simply assumed. Without those basic skills, none of the process and methodology will help your bottom line, and you might instead be putting reps out on their own when they're not ready. In this episode, Charles and Dan look at what sales leaders can do to better gauge the skills of their team and strengthen them so that they're ready for repeatable processes.

When lives are on the line, you don't want a  seller who "attended a seminar." You want someone who has honed their sales skills to perfection. In this episode, Charles and Dan break down some preconceptions about the standard approach to sales training, and push listeners to consider if they're actually preparing their team for real world sales situations, or are they setting them up for failure?