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 you how many times I’ve heard the comment, “Our business is different.”  I understand, and I agree. But I would take...

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 what you are doing.” So said management theorist W. Edwards Deming, the world’s leading expert on quality improvement. All work involves a process. That includes sales...

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 can summon whenever they need to. It can give you a massive edge in making sales calls, meeting with C-level decision-makers, and...

Sales Training: A Secret Recipe for Growth

It is one thing to explain the sudden, spectacular growth of enterprises like Facebook or Google. When a start-up company succeeds with a brand new idea or technology, or when it takes off like a skyrocket in an emerging market, we are impressed but not mystified....
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