Category Archives: Sales Training

Trends in the world of sales – podcast

Sales trends – podcast Continue reading

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The Etch a Sketch Sales Force

As sales teams reinvent themselves, sales training needs to move to center stage. Continue reading

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Sales training for meeting buyers’ expectations in 2016

Sales training initiative should be viewed as a process not a single event that are highly customized with sales management actively involved. Continue reading

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Sales training – too important to be owned exclusively by training

The more cooperation that exists between sales training and the Sales business unit, the more likely the sales training will have an impact on business results. Continue reading

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Online sales training – it’s time for a second look

Recent years have seen tremendous disruption in how customers buy. And if buyers change how they buy – salespeople need to change how they sell. Customers need fresh ideas and creative insights for addressing a set of needs and opportunities that are … Continue reading

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Sales training and national sales meetings – an odd couple – An STC Classic

Sales training and national sales meetings both are important. But when done together, they are indeed an odd couple that does not get along so well. This blog discusses the reasons why and alternatives. Continue reading

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Sales mastery 2015 – a horse of a different color

According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. If buyers change how they buy – salespeople need to change how they sell. Continue reading

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Sales call planning – keep it simple, yet effective

Sales call planning is key to sales success – tips on pre-call planning and post-call planning. Continue reading

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Sales success – a different take on winners and losers

Sales success requires building confidence – and according to Rosabeth Moss Kanter, resilience is the key. Continue reading

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Sales management coaching – start with receptivity

When it comes to sales coaching – most sales managers don’t do it enough, many times it is water off a duck’s back, and sometimes it makes matters worse. This post describes techniques to provide more effective sales coaching feedback. Continue reading

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