Category Archives: Sales

What Makes Good Training Part 2

To me, the answer to “what makes good training” is “whatever training achieves behavior changes that allow the desired results of the training to be met.”  (And, yes – it must be measureable!) Maybe I make things too simple. But at the risk of making things too complex, I think you need to use basic […]

Read More

What Makes Good Training Part 1

Answering this question reminds me of a joke I heard about the mathematician, an accountant and the economist applying for the same job. The interviewer calls in the mathematician and asks, “What do two plus two equal?” The mathematician replies, “Four.” The interviewer asks, “Four, exactly?” The mathematician looks at the interviewer incredulously and says […]

Read More

Creating an Adaptable Company Overview

Creating adaptable, and attention grabbing, company overviews can be a tricky task. You have to talk about yourself, your company, your goals, your experience, etc. etc., add graphics, match your color schemes, and make sure it all looks cohesive. You also have to ensure that it does not look like you put everything together at […]

Read More

Why an Objection is a Good Sign

Objections during the sale are inevitable. Every sales person will have to overcome them at some point in their career. Your job, as the sales professional, is to not only overcome each objection, but also use them to your advantage. It would help to start with defining what an objection is. Objection– a logical concern […]

Read More

The Importance of Agendas and Expectations

What do sales professionals want most? More sales, of course. What do sales professionals focus too much of their energy on in order to get more sales? Their close rate, close strategies, and how to get more prospects to the closing stage. There’s nothing wrong with improving your close rate or your close strategies, but […]

Read More

Which Strategy is Right for Your Business?

Inbound or outbound marketing? Cold calling or social selling? Direct advertising or social media advertising? Direct mail or email? The list goes on… There are so many marketing and advertising agencies that swear by one strategy or another. Why do we have to choose only one? Honestly, we don’t. As a business owner, it is […]

Read More

Entrepreneurs- Blaze Your Own Trail, and Plan for the Future

As an entrepreneur or business owner, you know that there are countless paths to take on your quest for success. Each time you approach a fork in the road you have a decision to make. Do I go right? Do I go left? Do I blaze my own trail? In today’s business terms, these decisions […]

Read More

Breaking Free from Typical Sales and Marketing Training

Some people dread training. For those who have had sales training, marketing training, or even new-job training before, you’ll know that typical talking-head videos, plain YouTube videos, and scheduled classroom sessions don’t always fill the need. Training is boring. Lackluster. It does not always engage the learner, test the learner’s abilities, or offer a truly […]

Read More

The Fairness Issue, and Why Managers Play Favorites

For some of the more experienced businesspeople out there, it is no secret that managers play favorites, especially sales managers. Some managers believe that spending more time with their best team members is more effective than spending more time with the weaker team members. No matter which philosophy you agree with, there are viable arguments […]

Read More

1 Huge Mistake in Sales Training

Preparation in sales can rarely be overdone. Whether you’re attending a weekly sales meeting, delivering a sales pitch, writing your company overview, phone prospecting, social selling, or developing a strategy, some degree of preparation is invested in the process. One huge mistake some salespeople make is devoting more time to learning how to execute the […]

Read More

%d bloggers like this: