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Do you train salespeople just to sell better? If you answer yes, you are taking a very shortsighted view of the role of sales. Yes, sales should be proficient at practicing the detailed “movements” of the sales function, but it must be done with purpose. Sales training is a strategic issue; it should always be ...

You’ll listen better and be listened to if you practice these TIPS from Tony: Let others tell their own stories first. By letting them speak first, you save time. When their interests are revealed you can tailor your discussion to their particular needs, goals, and objectives stop wasting time volleying of sentences that takes much ...

Having recently become single, I of course get excited when someone asks me out to dinner, especially using the magic words, “I’m treating!” “Now, this is promising. Looks like someone really likes me!” Alas, however, my enthusiasm becomes dampened with these additional words: “I’m treating because I want to pick your brain.” Don’t get me ...

Sales is the department that drives all the other departments. Without revenue, there is nothing to ship, install or invoice. So why is it that this important department is often the last one to be systematized? Can you imagine your accounting department not having systems for paying employees, vendors and the government? Or, how about ...

1. PRODUCT AND SALES TRAINING ARE ONE In interviewing buyers, one of the biggest complaints we hear about is the “walking product brochure.” Reps that aren’t customer issues oriented and are hyper focused on product are dead in their tracks. Customers can gain product knowledge in a myriad of ways. It’s the responsibility of the ...

There are enough rules out there today about social selling that they could fill several volumes–and do! To keep you on the straight and successful, here are 10 truisms that, if you consistently bear them in mind, should be of great assistance. It’s Goes Well Beyond Sales – for your company to truly support social ...

An informal survey of salespeople and managers on the quality of sales training reveals that it's terrible. How do you transform it?

Been thinking that revenue targets would be easier to crush if your new hires would ramp up to speed more quickly? You’re spot-on, my friend. Best-in-class onboarding (or new hire training) programs go well beyond the standard “Welcome to the company” orientation and dive into actual job training. But most programs stop after introducing reps ...