Instead of taking a reactive approach, suppose that a proactive sales communications system provided a step-by-step guide to understanding and managing the customer’s decision-making process, using a proven model of buyer decision-making that applies to every customer....

A satisfied customer will stick with you until a better, more satisfying offer comes along. And your competitors are always looking for ways to make a better offer. Loyalty programs can be copied. Loyalty itself cannot....

People who are skilled at generating loyalty understand that loyalty must be earned. Beyond that, however, real masters of loyalty creation know that loyalty itself must be marketed and sold, just like any more tangible product....

Every company wants more loyal customers. Your organization is no exception. And you’re probably pretty clear about why that’s a goal....

Some 30-year sales veterans can honestly tell you that they still learn something new every day. No matter how formidable the sales skills they already possess, they just keep on getting better....

In the last issue of this newsletter, I began to describe our new online sales-coaching tool, Plan to Win + Replay the Call. It is a mobile application that allows the sales manager to act as a real-time coach to guide every salesperson through every sales call, using and refining skills learned in ...

If you have trained your salespeople in Action Selling, you are already way ahead of the game. But now, what is the optimum thing you could imaginably do to supercharge that training and squeeze the most value out of it? How about this: Suppose you had a mobile online tool that would allow you to [&...

How can you know if a sales training program actually delivers on its promise of improvements in skills and knowledge? And how can you know that trained salespeople are actually using their new skills to generate new revenue and other measurable evidence of better performance? As I have explained in...

Sales training traditionally has been a “spray and pray” undertaking: You sprayed on some training and prayed that your salespeople put it to use in ways that benefited the company. After all, it wasn’t as if we could tie training directly to specific changes in on-the-job performa...

Can you prove that a sales training program actually delivers on its promise of improvements in skills and knowledge? I can. As I have explained in previous editions of eCoach, my company, The Sales Board, has been using a validated instrument to reliably measure factors pertaining to Action Selling...