To Win Sales, Find Best Value Needs

“Commodities” used to mean things like wheat. Now yesterday’s technological miracle becomes today’s commodity at blinding speed. Regardless of your industry, chances are that your competitors sell wares identical or very similar to yours. This...

Sales Training in Action: A Speedier Sales Cycle

“When we chose sales training programs and sales coaching based on the Action Selling system, my hope was that we would be able to translate a higher percentage of our pipeline into business,” says Lori Meredith, director of sales for Knowledge Learning...

Can Sales Training Accelerate Your Sales Cycle?

Why do so many deals take so long to close? And what part do salespeople themselves play in dragging out the sales cycle? It’s hard enough just to get business out there. If salespeople make the process take longer than it should, that’s a serious problem....

Sales Training in Action: Do You Understand Your Own Sales Process?

How’s your sales process working? Let me clarify. I don’t mean your sales system. If your sales training programs and sales coaching efforts are based on a comprehensive system (such as Action Selling), then you already have a roadmap for conducting every...

Sales Training in Action: Speed Up Your Sell Cycle

Thomas Petroleum, a fuels and chemicals supplier based in Texas, got a couple of pleasant surprises after it supercharged its sales team’s selling process with sales training programs and sales coaching based on the Action Selling system. One surprise was that...