Search

If your sales training investment is not achieving the outcomes you expected, you are in good company. It happens pretty often. The problem probably isn’t the training program you chose. You probably made one (or more) of five common faulty assumptions about your sales training initiative. Did You Assume Training Doesn’t Require follow-up? A lot ...

The search for solid salespeople itself requires a healthy dose of salesmanship. Much like the presentations you’ll be hiring salespeople to deliver, recruitment pitches should be approached with a progression of goals in mind. Follow the widely accepted AIDA formula – Attention, Interest, Desire, Action – to improve your sales hiring success rates and chances ...

The growing concern is will sales remain human? Our beliefs about combining artificial intelligence and human selling are in the beginning phase.

In our last article we discussed the fact that automation and algorithms are created by humans, and so, therefore, can be biased. For our final article on the subject of automation and where it’s taking us, we want to examine the human’s role in the automated society, and how important it is for us to ...

Sales organizations are often challenged to be successful. They craft a strategically brilliant sales plan that would make the pundits proud. It’s replete with industry and competitive analysis, internal strengths, weaknesses and a set of objectives that are time bound with accountabilities assigned. Then they launch their plan but are disappointed in the results they ...

eLearning has made an unwavering mark in the world of academics, but what about the corporate world? We all know that training and learning in corporate structures are as important as in academia. So why do we not integrate the modern ways of learning with employee training? Learning management systems, or LMS with eLearning course ...

Before we go completely overboard into an automated society, one crucial factor needs to be sorted out: the bias of data and algorithms.

In the discussion of automation and machine learning, there is certainly one crucial question, for sales and for everyone: is the future dominated by humans or machines? Or, both together in harmony? I truly believe there will be such a decision, and it will have to be made in the not-too-distant future. As we discussed ...