Archive for the ‘ Sales Training ’ Category

Dear Management: Do You REALLY Want Your Sales Team to Succeed?

This is an open letter to managers of every stripe, everywhere. No connection to any persons living or dead is inferred. The names have been changed to protect the innocent. Dear Upper Management, Whether you be the entrepreneur-owner of a small business, the CEO of a $1 billion publicly-traded corporation or anything in-between, please answer [ READ MORE ]

I: Salesman

I cite Five Fears that prevent most people from even considering a career in Sales in my 2004 book, The Greatest Job You Never Thought Of. For many, the most fearsome of these is: The Stigma of Being Called A Salesman. For the general public the word “Salesman” conjures up images of a sweaty guy [ READ MORE ]

Explaining The Sales Cycle

Many companies are less than forthright when discussing the length and makeup of their sales cycle with current and prospective salespeople. They fear that if their salespeople clearly understand just how long it will take before the first commission check hits their bank account – and how many hurdles will have to be jumped along [ READ MORE ]

Zen Selling

We’ve all known salespeople who seem to be the the marketing equivalent of “The Natural.” They know everything; about their offering, their clients, their prospects and their competition. They’re prepared for and calmly overcome every objection. They never get flustered or seem desperate, never take “no” for an answer. When they are faced with unavoidable [ READ MORE ]

The World’s Greatest Sales Team

This site was born out of frustration. Like most salespeople, over the years I’ve been frustrated with different aspects of every organization I’ve been associated with. Whether as an employee, independent contractor or consultant, it seems that invariably I find multiple, critical aspects of the sales process either ignored or poorly handled. Some of these [ READ MORE ]

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