Sales Training in Action: The Question as Art Form

Selling is both science and art, of course, but where does one end and the other begin? Here’s why the answer matters: While it is crucial to practice the science of selling, it’s only when you master the artistic, creative part that your performance takes...

The Art of Selling

Several things about selling are still terribly exciting to me. One, of course, is landing a deal. Another is seeing the moment, following great sales training, when salespeople realize that they haven’t just gotten a little better at their job, they have made a...

Sales Training in Action: Transform Your Hiring

How’s your batting average in hiring new salespeople? Since the cost of a poor hiring decision in the sales field commonly runs to six figures, it’s kind of an important thing to get right. So what would you say if I told you that great sales training...

Why Not Hire Greatness?

When you hire salespeople, you probably look first and foremost for experience in your industry, product knowledge, and a strong background in sales. After all, history repeats itself, right? But do you seriously believe that the best salespeople are always the ones...

Sales Training in Action: Fixing Mistakes, Step One

What is the first step toward fixing a sales mistake that alienates customers and costs you business? You have to recognize that you did, in fact, make a mistake. And you have to know what the mistake was. That’s one way that great sales training can come in...