Tag Archives: sales training blog

Etch a sketch sales force – implications for sales training

Companies must re-align their sales forces on a more regular basis than in the past not because their sales force is broken, but because it the right thing to do to stay better aligned with their customers. Continue reading

Posted in Sales Best Practices, Sales Training, Sales Training Best Practices, Sales Training Design, Uncategorized | Tagged , , , , , , ,

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Get serious about sales – start at the top

If you want to move from being good to being the best, top management must get serious about sales. Even a great sales team cannot do it alone. Continue reading

Posted in Sales Best Practices, Sales Leaders, Sales Training | Tagged , , , , ,

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Seeking sales advice in a 140 character world

Sales people must seek out others – including sales management – to brainstorm sales challenges and handle team-based selling and implementation issues. But with the time pressures that everyone faces inside corporations – particularly sales management – sales people too often are the recipients of quick, off-the-cuff responses that may or may not provide solid advice. The change in communication culture simply augments this problem. One significant consequence of this behavioral pattern is people who genuinely need advice on an issue will simply stop asking for it. If the input is repeatedly off-the-mark, why ask for it. Continue reading

Posted in Sales Best Practices, Sales Management Coaching, Sales Training, Uncategorized | Tagged , , , , ,

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Selling value – the power of a personal value proposition

winning is all about doing a better job helping the customer arrive at a more comprehensive view of their needs and a more compelling view of your solution. In short, it is about formulating and delivering superior value. Because of the increased importance of creating value by the way you sell, perhaps it’s time to add the notion of a Personal Value Proposition. Continue reading

Posted in Sales Best Practices, Sales Management Coaching, Sales Strategy, Sales Training, Uncategorized | Tagged , , , , , , ,

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Welcome to the Sales Training Connection

Welcome to the Sales Training Connection – a blog created for those wanting to explore new and innovative ideas in sales training. Continue reading

Posted in General Posts, Sales Training | Tagged ,

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