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Sales Training in Action: Why Timing is a Vital Sales Skill

How often have you gotten into trouble because the timing of your sales process was off? Bad timing can ruin a golf…

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Sales Training: A Secret Recipe for Growth

What is Your Sales Differentiation Strategy?It is one thing to explain the sudden, spectacular growth of enterprises like Facebook or Google. When…

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Sales Training in Action: How Sales Skills Can Be the Key to Corporate Growth

How does a company not only grow but sustain its growth? Or, let’s ask it this way: If you get right down…

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Sales Training’s Greatest Side Benefit: Confidence

Confidence is a feeling of certainty that you will succeed at some endeavor.  It is a tremendous inner resource that some salespeople…

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Sales Training In Action: How’s Your Confidence?

“A lot of the folks who enter the accounting profession are introverted, and selling is not natural for any of us,” says…

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Is Your Sales Training a Project or a Process?

"If you can't describe what you are doing as a process, you don't know you are doing." This was famously spoken by…

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Sales Training in Action: You Need a Process, Not a Project

When you invest in sales training, what would be the ideal return on your investment? Using  various tips and techniques from sales…

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Fire Your Tailor

Why Tailored Sales Training is Not the Answer I have consulted with hundreds of companies over the years, and I can’t tell…

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Sales Training in Action: The fatal flaw in ‘tailored’ sales training

Envision Imaging of Dallas operates a multi-state network of world-class imaging centers that provide MRI Scans, CT Scans, and other medical services. …

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Why Redefine Sales Training? Because the Stereotype Is in Our Way

When I tell people that I’m in the sales training business, more often than not they say, “Oh, you’re a motivational speaker.”…

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Sales Training in Action: The ‘Born Salesperson’ Stereotype Is Just in the Way

If you imagine a “born salesperson,” what do you see? Most people would picture a charming, fast-talking extrovert with charisma to burn.…

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Why Redefine Sales Training?

Because It’s Not Just for Salespeople Anymore “Nothing happens until somebody sells something.” “Everybody sells.” “You are always selling.” How many times…

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Why Redefine Sales Training? Because Outside Sales Reps are Disappearing

In the 1980s IBM decided that it couldn’t afford to market its new personal computers (PCs) using its existing outside sales force—the…

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Can You Measure the ROI From Your Sales Training?

When you invest in sales training programs or sales coaching initiatives for your company, what would you most like to achieve? Sure,…

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Sales Training in Action: How Much Money Are You Leaving on the Table?

How much business has your company left on the table over the years because your salespeople weren’t performing up to their full…

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Sales Training in Action: The Nontraditional Sales Force

Fluke Calibration is part of the Test and Measurement segment of Danaher Corp., an $18.3 billion company.  When Mark Martin, North American…

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Sales Training in Action: Training the “Inside” Sales Force

Cord Blood Registry is the world’s largest cord-blood bank, storing newborn stem cells for families that bank them for clinical tests and…

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Cut the Gab

“Wow, that guy is the ultimate salesperson!”Over the years I have come to hate that phrase. Why? Because whenever I hear it,…

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Sales Training in Action: Quit Telling and Start Asking

The "gift of gab" is the most overrated sales skill I know. Salespeople who think that success depends primarily on their silver…

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Send in the Sales Coach

Think about the elite salespeople who land those mega-deals that make headline news. I’m talking about the multimillion or billion-dollar deals that…

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Sales Training in Action: How Sales Coaching Changes the Game

Here is a true story about a guy I'll call George. George is vice president of sales for a company in the…

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Turn Stalls Into Sales With Better Sales Training

You have done everything right. You established rapport with the customer, you identified a need for your product, you asked good questions,…

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Sales Training in Action: How to Turn Stalls Into Sales

Just when you think you have a sale in the bag, the customer hits you with a stall: "Let me think about…

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Sales Training – SalesFails Series: Episode 13 – Assumption Junction!

https://youtu.be/BK9GDO6Do7M Think you know how to sell? Don't make these common selling mistakes. Our free sales skills assessment will reveal your selling…

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Want Quantum Growth? Supercharge Sales Skills

A supercharging effect occurs when training in the Action Selling system is extended beyond the sales force to all employees in an…

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