Tag Archives: Sales Training

Coaching and Developing Great Salespeople

Wanted: Great Salespeople! All of us are looking for great salespeople to close business, grow revenue, and help drive our companies to success. What are some of the qualities of great salespeople? Professional and personable Responsive and lives up to … Continue reading

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Prepare Questions…Not Presentations

The sales meeting begins. The salesperson starts talking through a PowerPoint presentation slide deck (which took him several hours to complete) telling the customer how great the salesperson’s company and products are. 30 minutes later the presentation is complete. And … Continue reading

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Ten Ways to Grow Sales Now

Despite the improving unemployment rate and positive economic indicators, many B2B companies are stuck in slow and no growth modes. How can these companies re-kindle growth and increase sales?

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Five Questions to Ensure a Successful Sales Call

In his book, Spin Selling, Neil Rackham defines the four outcomes of any sales call: Win – the customer makes a firm commitment to buy Advance – the sales process moves forward towards a decision Continuation – the sales process … Continue reading

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To Sell More, Sell Less

Today’s customer is overwhelmed with too much information and not enough time and attention span to digest it all. As such, the best salespeople have evolved and simplified their sales approach to be more responsive to over-burdened and over-saturated customers. … Continue reading

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Let’s Train Our Sales Managers

The all too common refrain in sales and sales management is: When you promote your star salesperson into a sales management position you lose a good salesperson and gain a lousy sales manager. But why? Why do we have so … Continue reading

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High Impact Selling – Timeless Sales Advice

My re-reading of William T. Brooks’ 1988 book, High Impact Selling: Power Strategies for Successful Selling, reminded me that the keys to successful sales have been known for years. They just need to be implemented and followed. Fundamentals of High … Continue reading

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