Try to bulldoze your way through a mere "influencer" to get to the ultimate decision maker, and you might find out that while the lower-level person can’t make the deal, she can sure kill it....

"If you can't describe what you are doing as a process, you don't know what you are doing." So said management theorist W. Edwards Deming, the world's leading expert on quality improvement....

"We increased our sales growth six times faster following Action Selling training and grew margins at the same time," exclaims Craig Rand, director of quality and training for Wesco Distribution, a multinational electrical distribution and services company in Pittsburg....

Since 85% to 90% of us aren’t born sales leaders, we need to be developed. That takes training, followed by reinforcement and measurement....

Only a great sales culture can generate consistently great performance. A truly great sales culture is one in which excellent performance just keeps on getting better....

A process is a set of linked actions that are taken to create a desired outcome. Like Total Quality Management (TQM) or Six Sigma, the Action Selling Leadership Process is a set of linked actions designed to function within an overall sales system to achieve continuous improvement....

Not many companies understand process improvement better than BergenKDV. This is a Top 100 certified public accounting firm with deep expertise in efficiency....

Many think that some people come into this world with a natural capacity to lead. You either have it or you don’t, and if you don’t there is nothing you can do about it. If great sales leaders are only born, do the rest of us have a shot? My research on the topic shows […]...

DSG used the principles of Action Selling to build itself into one of the largest regional suppliers in the industry. Action Selling has become the operating system for developing a quality sales and service organization that customers love to work with....

Anyone in the sales training industry can make big promises. But is there actually a research-backed pathway to boost performance dramatically and achieve record-breaking sales?...