Sales Management Content

I often hear from readers/listeners - telling me sob stories about the miserable sales development their company is forcing them to go through. Sorry about that.  It’s not unusual for training companies to go about the whole training gig in the worst way.
In fact, I suggest to companies that unless you’re going to do it [...]

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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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With the podcast that we do (www.advancedsellingpodcast), we get a lot of questions on what we think of sales training. Well, it’s kind of like asking the chef if the food’s good in the deli next door. You kind of know what his answer will be.
Most of the time, these questionners are wondering because they [...]

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  ===JUNE 2 ADVANCED SELLING PODCAST===  (15 Minutes)
Tom Searcy (www.thewhalehunters.com) joins me for a discussion on pursuing the large account–the whale. Tom has a ton of background on this topic from first hand experience. He built a company that sold to Fortune 500 companies and realized quickly that the same principles used with small account [...]

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Since we train business sales organzations, I thought I’d devote one post to the notion of sales training. (This applies not just to the sales team, but to the technical team, the executive team and the customer service team. All need good training).
I realize a lot of sales managers (VPs of Sales and the like) [...]

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Sometimes a client will ask a question that I don’t know how to answer. I had just such a situation last week, which prompted me to write this and add an Audio.
“What is The Ideal Sales Process?”
As long as I’d been in training I don’t think I’d thought about that–from the very beginning (in the [...]

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What do you really need to be good at to earn more income in selling? After many hundreds of hours of reflecting, I’ve come up with “7 Core Competencies of the High Performing Sales Team.”  I’ve even attached it to this post.
How to Use It                             [...]

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