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Storytelling allows you to translate your sales message from solely a feature pitch to a positive customer experience with business outcomes. Read More

As buyers change how they buy – salespeople need to change how they sell. As sales teams reinvent themselves, sales training needs to move to center stage. Read More

Many sales manager/sales rep strategy sessions are more backward rather than forward looking. They are strategy review sessions about what did happen as opposed to strategy sessions about what should happen moving forward.

Time is a valuable asset. We would suggest that time spent taking a fre Read More

The best elevator speeches are not speeches at all. They are short statements that enable you to engage the customer in a conversation. Read More

Sales training initiative should be viewed as a process not a single event that are highly customized with sales management actively involved. If results are to be optimized the sales leadership needs to come to the party. Everyone from the sales leadership team needs to be committed to the idea t Read More

To beat the completion in an undifferentiated market you must distinguish yourself by how you sell, not just by want you sell. You have to be the competitive Read More

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. Read More

Congratulations! You were a top salesperson. Now, you’re a newly appointed sales manager. The good news is you have the pivotal job for improving the sales effectiveness of your organization. The bad news – many perils and pitfalls are lurking in the shadows. Let’s take a look at 7 best practices Read More

Want an effective sales process? Begin by avoiding these two pitfalls. Here are two tips to avoid - lack of definitional clarity and unbridled compliance. Read More

Becoming trusted by your customers requires more than simply having information and insights. It requires the ability to participate with the person on the other side of the table in an engaging and compelling conversation. Sometimes those conversations are classic business discussions; sometimes Read More