If you ask most training suppliers for objective evidence to backup their claims about a program’s virtues or its impact on business results, they will answer evasively and then change the subject. We love it when we’re asked to support our contention that sales people who certify in Action Sell...

Here is a message I got from a sales training client who sells industrial pumps: “One of our potential customers is a company that gets bids for pumps from three different suppliers, then pays an engineer to evaluate the bids and recommend the best buy. If they allowed us to jump in as a fourth [&...

When your company interacts with its customers, how well does your left hand know what your right hand is doing? To what extent are your people all on the same page and pulling in the same direction? For that matter, how well do your company’s own managers understand what the sales force is do...

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.” “Call u...

“Wow, that guy is the ultimate salesperson!” Over the years I have come to hate that phrase. Why? Because whenever I hear it, the salesperson in question is someone with the “gift of gab.” And he’s talking up a storm. Truth be told, the gift of gab never was a particularly effective sales ...