ALSO CHECK OUT our PODCASTS for sales executives, sales reps, and sales trainers.
In today’s “Do more with less” economy, senior executives are taking a step back and looking at many of their programs and asking their teams, “What’s the business impact?” From sales kickoff activities to enablement programs and new hire training programs, they’re looking for justification...
The world of buying and selling continues to evolve. From our past client work, here are the top expectations that buyers are levying on salespeople. Understanding these expectations is a critical step in becoming a differentiated seller. Buyer Expectation 1: “Take More Responsibility” Buyers must make the right purchasing...
In the course of our work across the human capital enablement landscape, we talk with a lot of learning leaders about their challenges in building a bridge to the sales organization. Many sales trainers we talk to have become partners to the business units, but most...
We’ve all heard it before. It’s a numbers game! You just have to keep at it! You should be making at least 50 calls a day and scheduling 10 appointments a week! Gotta keep filling that funnel…..Ugh! The problem with this type of sales strategy is that...
Many client-facing, revenue-generating employees in sales and service organizations are continuing to struggle communicating the value of their products and services to their customers. In many of our client companies, sales leaders and their managers often face an ongoing struggle to help their sales people...
Every once in awhile in one’s professional career, we get to witness something new and exciting that could change the landscape of how they will work going forward. It’s happening right now in the ever evolving sales profession, and we would like to share what we're seeing. What’s going...