I know a corporate training manager who calls Action Selling ® the "secret sauce for sales success". David Winkler, training manager for Fortune 100 Company CHS Inc. of Inver Grove Heights, Minn., reasons like this: Just as a secret sauce in cooking brings out the best in food, sometimes with ex...

Whoa! You’ve done everything right, you’re cruising toward a major sale, you think it’s in the bag, when suddenly, for no reason that seems to make much sense, the customer balks and the deal goes up in smoke. What just happened?...

The Action Selling ® system lays down some rules that are unfamiliar and even counterintuitive to many veteran salespeople. These rules happen to be true, which means that if you break them, you will suffer....

When you invest in sales training for your company’s salespeople, what would you most like to achieve? Your list of goals might include better prospecting skills and an improved ability to secure new business. But what about the customers you’ve already got?...

When you invest in sales training for your company’s salespeople, what would you most like to achieve? Your list of goals might include better prospecting skills and an improved ability to secure new business. But what about the customers you’ve already got?...

You have done everything right. You established rapport with the customer, you identified a need for your product, you asked good questions, you made your presentation, you asked for commitment…but instead of a “yes,” you hear a stall: “Let me think about it.”...

Sales training always has been a critical job responsibility for every sales leader. But in today’s selling environment, it is no longer enough just to be responsible for seeing to it that the sales force receives some training. If sales leaders want to be successful, it is now critically importan...

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?...

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....

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 ® training since 1995....