How to Beat Customer Apathy
Beat customer apathy with smart sales strategies Salespeople who know how to handle customer indifference are much more likely to bring in new business. [...]
First Kill All the Sales Managers
Do Sales Managers Add Value? A recent survey of more than 3000 salespeople reveals that the majority of sales managers are not driving business [...]
12 Strategies for High-Impact Corporate Training
For more than 20 years we have been developing and delivering corporate training programs, in a broad range of complex and competitive industries. We [...]
The Value of Mini-Presentations
What is a mini-presentation? A mini-presentation is a short (5-10) presentation that highlights one, and only one, feature that your company has to offer [...]
The Importance of Role-Playing
Vince Lombardi, the famous football coach, used to say, "Football is about blocking and tackling. The team that blocks and tackles better than their [...]
5 Principles of Successful Closing
Salespeople can get proficient in questioning their customers, but if they don't begin by asking themselves one question, all their open-ended and control questions [...]
Negotiation Skills Every Salesperson Needs
Every step of your selling cycle involves negotiation. Early in the cycle you are negotiating for time, access and information. Later you'll be negotiating [...]
The Consultative Selling Transition
One of the most common challenges for sales leaders who are working to drive growth in today’s complex, competitive (and often shrinking) markets, is [...]
How to Sell When Customers Aren’t Buying
"It was the best of times, it was the worst of times; it was the age of wisdom, it was the age of foolishness; [...]
What Employees Really Think of Your Training
Are your employees telling you what they really think of your corporate training initiatives? Probably not. Because you’re not asking the right questions, and [...]
How to Handle the Customer from Hell
How Do You Handle an Unreasonable Customer? We all have had customers from hell. They lie to us. They treat us like dogs. They [...]
Blended Learning is Hard, but (Sometimes) Worth the Effort
For many training professionals the term “blended learning” simply means combining live workshops with e-learning before and/or after the event to drive deeper understanding [...]
Why Most Business Communications Sucks
Effective business writing is a transferable skill you can use in any and every profession. But one of the most common complaints about [...]
Price. Quality. Speed. Results. Choose any Four.
You don’t have to compromise when selecting training resources for your organization. We work to incorporate a wide variety of learning media into every [...]
20 Telesales Tips
As a sales professional using the phone as your main method of communication, you perform a function that very few people in the world [...]
Customer Service: Can Low Energy Cause a Bad Attitude?
We all know how important it is for anyone in a customer service position to exhibit a customer-friendly attitude. Whether on the telephone or [...]
Cold Calling Tips
Have you ever wondered why some companies or trade representatives are not successful in sales? In many cases this can simply be attributed to [...]
