Always Be Curious With Sales Training On Demand By Barry Rhein
- by Elay Cohen
- November 28, 2017
- Sales Skills
SalesHood - Sales Enablement Platform
Barry Rhein is a good friend, advisor, and mentor. He also happens to be the master of sales training. Over the span of thirty years, Barry has trained hundreds of thousands of sales professionals and is credited with producing billions of dollars in revenue and shareholder value.
Mastering curiosity and discovery is proven to lead to increased revenues, better relationships, and a stronger competitive differentiation.
Barry and I met over ten years ago when we brought him into Salesforce to help teams close bigger deals faster by applying his proven Selling Through Curiosity™ training and methodology. Barry and Selling Through Curiosity quickly became staples in the sales culture and sales process at Salesforce just like it had at many other successful Silicon Valley technology companies: Ariba, Cisco, Citrix Online, Hewlett Packard, and Oracle to highlight a few.
“What hurts salespeople is you don’t know that you don’t even know. Not knowing that we’re at risk puts us at risk” – Barry Rhein
What if there was a way for you to understand your customers better than anyone else?
What if you could set yourself apart from the competition quickly and win all the business?
What if there was a way to eliminate surprises during the buying cycle? How powerful would that be?
For years, Selling Through Curiosity was delivered in person. In fact, it was the only way to deliver training. Being in person had its benefits:
But, there were also downsides to in person training:
In 2013, Barry and I decided to collaborate using SalesHood to deliver his proven Selling Through Curiosity methodology and best practices more effectively, efficiently, and at a lower cost. It was the perfect marriage of in person & virtual learning; it brought together collaboration, best practice sharing, real deal application, ongoing reinforcement, with less time out of the field, and no need to travel.
Companies of all sizes are able to deliver, reinforce, and measure world-class sales training anywhere, anytime, and on any device.
Selling Through Curiosity is rich with content, sales best practices, self-paced and team based reinforcement exercises, opportunity reviews, and certifications. This new way to deliver Selling Through Curiosity is proven to deliver results in days and weeks versus months and years.
We also incorporated a turn-key sales process to drive reinforcement in deals, forecasting, and coaching 1:1s.
Here’s the complete curriculum that’s now available on demand:
Ask your friends at Bloom Energy, DOMO, FinancialForce, Host Analytics, Iterable, Intacct, and more how Selling Through Curiosity is generating record breaking revenue growth.
“Every sales leader worries about taking their teams out of the field. We had our best quarter ever with SalesHood and Selling Through Curiosity.” Joe Fuca, President, Worldwide Field Operations, FinancialForce.
To transform how you sell:
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.