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7 tips for sales pre-call planning. Top sales performers are always getting better – call planning is one simple way to execute on that idea. Read More

Companies want sales reps that can function as trusted advisors who can provide fresh insights and new ideas for solving business problems. There is a decreasing need for sales reps that function strictly as product facilitators. Read More

Training sales leaders is expensive and involved - so companies have to get it right the first time. This blogs shares 4 common mistakes that distinguish success from failure in sales leadership training efforts. Read More

One of the biggest traps for sales managers is coaching to their favorite plays – that is suggesting what they did in a similar situation. First that was then and this is now – lots of things have changed in the world of sales. Second, we all have our own strengths and weaknesses, so your sales r Read More

Networking isn’t easy. Nonetheless, networking is critical in Sales. Whether formal conferences, informal association meetings, or other networking opportunities, salespeople must network – it’s one of the ways to generate leads. So if you are going to do it – do it smart – make the time worthwhil Read More

Just leaving sales reps to their own devices to “figure it out” regardless of the situation surely doesn’t lead to optimal performance. What is the optimal balance? Read More

Consulative selling and selling consultative are not the same. IIn 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. Read More

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. Read More

Too many salespeople spend too little time selling and too much time doing stuff that either needs not be done or should be done by others. So let’s not make the problem worse by spending the sales time available pursuing bad business. Read More

Companies need to establish a culture where learning is viewed as an ongoing process for which the individual salesperson assumes personal responsibility. Read More