Category Archives: Sales Training

Sales performance – average is over

What customers buy, how they buy, and what they are willing to pay for it is changing. This means that how companies train salespeople, how sales managers coach their sales teams, and the role that self-motivation plays in developing salespeople is more important than ever. Continue reading

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Sales training – more of the same never results in something different

Sales training – for success in today’s transformational markets, do something different rather than simply doing a better job doing what you are doing. Continue reading

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Sales training – managing a conundrum

Sales training programs – criteria for selecting effective sales training. Continue reading

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A 2026 excursion to the future of sales training

2016-2026 will prove to be one of those “hold on to your hat” periods that ushers in significant changes in all aspects of sales training. Companies that adapt their sales training will see the results in revenue and market share. Continue reading

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Sales alert: millennials are here

Sales training for Millennials, to be successful, must consider their experience and expectations – and they differ from their colleagues. Continue reading

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Sales training – it’s time to play beat the clock

Salespeople today must know more and know it at a higher level of proficiency then in days of yesteryear. Companies simply cannot do what needs to be done if all the sales training is conducted in the classroom. Continue reading

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Sales training: it isn’t about – if it ain’t broke don’t fix it

Sales training will never develop a better track record unless we do a better job determining the strategic reason why we are doing the training in the first place. Continue reading

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Sales training myopia of tech start-ups

Tech start ups must consider sales training when launching their new product. Key to success, beyond early adopters, is not only the product itself – but the skill of the sales team to sell the new product. Continue reading

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How to optimize your sales training investment

Stop organizing sale training around topics, like negotiation, sales strategy, account management and focus on client strategic initiatives – for sales training success. Continue reading

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Don’t lose sales you should win – connect the dots

Often a sale is lost even when the solution is a good fit because the sales person fails to make the connection between the solution and the customer needs. he seller gets Step 1 right – they develop a good understanding of the customer’s needs. They also provide a good description of the solution so Step 2 is okay. But they leave it to customer to connect the dots as to how the solution can effectively address the needs.
The remedy? Sales people must take Step 3 by verifying that the customer perceives the connection between what they need and what is being proposed. It is particularly important in major sales where the need structure is multi-layered and the solution has multiple components.
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