July 2007

We get asked all the time, “Where is sales training headed?” No crystal ball here, but I do see some trends that every sales manager and company president should be interested in.
As you formulate your selling strategies for the future, and sales training becomes part of that, you should look at how to deliver training [...]

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By Brooke Green
What’s the hold-up?
Almost daily, I hear that one of the hardest aspects of selling is waiting for the prospect to catch up with you.  “Why do they take so long to make a decision? “ “They said they needed help.  I laid out my solution to fix their problem.  So what’s the hold [...]

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I got a call from a client last week. She had just begun our program with her company and had heard us talk about “changing how you think” in order to get better results. We hadn’t yet gotten into the details of that, but since she called, I shared with her the five areas of [...]

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The game is selling. But the rules have changed. Cold Calling is out. Social media is IN. Convincing and persuading is out. Community and attraction are in.
As your company sits in board rooms and talks sales strategy, then think about Social Media as one leg of execution.

Definition: ‘Social media’ (SM). SM is the interaction that [...]

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