When it comes to business acumen, how well does yours measure up to a busy executive’s expectations? Do you have a firm grasp on their industry? Their specific business issues? Such deep..
Sales Training Blog
A sales professional I know landed one of the biggest deals of his career when he least expected it: while vacationing in Hawaii with his family. He was sitting poolside, watching the kids, when..
"The largest misconception about communication is the illusion that it has taken place.” George Bernard Shaw
Let’s go old school with a quote from the Greek philosopher, Socrates: “Life is full of questions. Idiots are full of answers.” More than 2000 years later, his standard of reasoning holds true..
I’ve been in B2B sales for over 20 years, as a sales rep, sales manager, sales leader, consultant, and trainer. With my career spanning the information-technology revolution, I’m reminded every..
I love the Olympics. The competition is fantastic and more than the competition, I love to hear the stories of the talented athletes. The journeys of hard work, adversity, triumph and their..
Blustery conditions are expected in Pyeongchang, South Korea for the opening ceremony of the 2018 Winter Olympics. Even so, the athletes will surely be donning their country colors with pride and..
As 2017 came to an end, there were a few key purchasing decisions I was considering. The time had come for our firm to upgrade our infrastructure and technology platforms. Going through the..
For most of us working in a sales role, the end-of-year is a crazy time. We’re busy closing the quarter, and often, the fiscal year. The pressure is huge as we make sure revenue is delivered by..
Insightful open-ended sales questions keep you i control of the sales conversations. Imagine you have the meeting. You have been trying to schedule it for a long time. It is with a high-level..