Category Archives: Sales Training

Salespeople – lesson from entrepreneurs – An STC Classic

Salespeople need to do a better job at managing their pipeline and their time – they must learn to pivot. Continue reading

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Sales training – what’s the biggest challenge?

Companies spend billions of dollars on sales training all totaled up. So, what’s the biggest challenge companies face with sales training? It’s developing and applying metrics to their sales training effort. Continue reading

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Sales excellence – listening is not a spectator sport

Active listening is critical to sales success. Here are 7 active listening best practices. Continue reading

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Our most popular sales blog posts …

Sales training and sales best practices compiled into the Best of the Best – Sales Training Connection newsletter. Continue reading

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The future of sales training

Richard Ruff of Sales Momentum along with Richard Young and Martha Neumeister of Pipeliner CRM discuss the future of sales training. Topics ranged from future predictions to how you can maximize your sales training investment to the relationship between sales training and CRM systems. Continue reading

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Sales success – just how important is grit?

Grit is perseverance and passion for long-term goals – and may be the missing link for sales success. Continue reading

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Sales leadership programs – four common mistakes

Many industries are going through transformational changes in what they buy, how they buy and what they are willing to pay for it. Such changes cannot be ignored on the sales side of the table. And the changes are not about a little adjustment here and a little fine-tuning there. It is about fresh insights and new ideas planned and executed skillfully – that requires new leadership from the top. And, unfortunately the required sales leadership training is involved and expensive – so you have to get it right the first time.
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Sales management – coaching for the Lombardi trophy

In the big leagues, great sales coaching is more about helping people to learn – then telling them what to do. Continue reading

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Consultative selling and selling consultatively – don’t confuse them!

Consulative selling and selling consultative are not the same. In 2015 and beyond your sales team will need to be able to sell consultatively at a very high level of competency in order meet customer expectations and to differentiate you from the other guys who have gotten the message. Continue reading

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Why hold sales training off-site?

Off-site sales training cost more money. Yet, it is more effective than when sales training is conducted at a company’s site. This blog shares the reasons why. Continue reading

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