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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

You’re Buying People’s Knowledge, Not Just a Training System

Posted by Jamie Shanks on Sep 18, 2019 9:00:00 AM


Buying Knowledge

I was recently on a call with a prospective customer working on a global project scope, and they asked me a question that made me stop and think.

They asked me what makes us at Sales For Life bold and different? It was a unique question that quite frankly, I wasn’t used to answering. Here at Sales For Life, we rarely encounter alternatives to modern, digital selling because our competition has always been the status quo, or alternative training programs. But in this case, they identified a firm that they knew about, and wanted to know what sets us apart.

In my humble opinion, when executives are choosing a training system for their employees, it’s not the system itself that should be the deciding factor. The system itself is a tool – and if you’ve been following our blog, you know that a tool is simply an accelerant to executing a sales play or sales objective.

What makes a training system unique? It’s the people. People help you execute your sales plays, and help you understand the challenges, pitfalls, and the corporate dynamics. While the training program has been pre-designed like a software, it’s ultimately the people that wrap everything together.

If you’ve identified that your team needs to build out a new sales methodology, or introduce new skills and capabilities training, the most important thing is to have trust in the people you bring on board.

And that’s how I answered the question. What sets us apart is the people you’ll be working with. At Sales For Life, the two core people you end up working with are myself, as the architect of sales plays (my job is to reverse-engineer sales objectives at the corporate and business unit levels down to coach able sales plays), and Amar Sheth,who has trained over 350 global customers to pull through the sales plays and to coach the sales leaders and sellers to apply them..

In summary, when you’re making a decision to bring in a system, systems are powered by people. Do your due diligence about the people you’ll be bringing in – they’re the people you’re going to work with for one to multiple years. You have to like working with them, and know that they have your best interests at heart at all times—ultimately, those are the most valuable considerations when trying to build a training system. It’s not the system itself.

Jamie Shanks

Jamie Shanks

About the Author

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

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