Category: Sales Training

How do sales professionals manage their time for maximum impact? What are the right activities to focus on, and which should not have quite as much focus? Are your priorities unclear or out of focus, leaving you in reaction mode and worried that you’re not focused on the right things? When we slow down to really think about how and where we spend our time, it’s easy to feel that “the whirlwind” is mostly in […]

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So you are about to embark on sales training? Congratulations! You and/or your company have made a decision to invest in your personal and professional success. You are committing valuable time and energy to the notion that skills training is worthwhile and that there are specific selling skills that make the difference between just getting and having breakout results. Regardless of what program you ultimately decide to pursue, you have made a wise decision. […]

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For many years sales leaders, consultants and professionals have all extolled the virtues of having a well defined sales process. I’ve been one of them for many years. But my thinking has begun to shift and I’m asking myself if we should even talk about sales process anymore. But let me back up a bit first. It’s been said many times, many experts, that buyer behavior is changing in fundamental ways. And it’s true! […]

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“What Sales Methodology do you subscribe to?” I was recently asked this question and really struggled to answer it. I think I mumbled something about being focused on the Buyer Journey, but of course that is not a formal methodology. Then I mumbled some more and then changed the subject. As my son would say… Major fail! Kind of embarrassing for someone in my position. While I have taken teams through SPIN Selling, Solution Selling, Challenger […]

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