Stop Wasting Money on Sales Training
If I hear, “Sales training doesn’t work” one more time, I think I’ll scream. If done well, sales training works fine, for what it’s designed to do. This may spark a semantics debate, especially with my friends in the sales consulting space and others with a performance-orientation, but to me, training – in and of itself […]
Continue readingJudgment – The Superpower of Selling Skills
It sometimes surprises people to learn what separates the top 4% of sales producers from the rest. Judgment is one of those surprising skills. In fact, it’s such a differentiator, that I consider judgment to be one of the superpowers of selling. Part of the 22nd Century Selling Skills In my presentation on 22nd Century Selling […]
Continue readingThe Four Pillars of Sales Value Creation
The concept of sales value creation has been getting a lot of attention again lately, in the sales blogosphere. It should. I don’t believe in metaphorical “silver bullets,” but the ability to create value when selling is as close as we may come to a silver bullet for our profession. We tend to forget that […]
Continue readingSEF Top Sales Education Programs for 2014
Elevate Our Sales Profession If you read this blog, you’ve read the words… “let’s continue to elevate our sales profession…” at the end of almost every post. I’ve been saying this for years, and believe it wholeheartedly. When I first came across the Sales Education Foundation (SEF), I was pleased and not surprised to see that […]
Continue readingBuyers are Buying Differently – What Are You DOING About It?
I know it’s important to continue to spread the word, but I’m almost tired of hearing about how buying behavior has changed. Yes, buyers are buying differently. Things have changed. The real question is… what are you DOING about it? We’ve all heard the stats, right? The Broken Record: Buying Behavior Has Changed Buyers are […]
Continue readingThe Path to Sales Growth through Customer Focus – Part 3
This post continues the previous discussions of enabling sales growth through customer focus. In my opinion, the journey toward sales growth starts and ends with our customers, so I’m not sure why our customers aren’t always the foundation of our sales processes, methodologies, and messaging, but I can testify that many companies still need improvement […]
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