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Sales Training Blog

5 Tips for Sales Professionals to Elevate Their Business Acumen

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..

Summer Reading to Build Business Acumen

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..

Communication - A Tune Up On Tuning In.

"The largest misconception about communication is the illusion that it has taken place.”  George Bernard Shaw

Confirm for Deeper Discovery

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..

Survival of the Fittest: Thriving in a Dynamic Sales World

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..

Sales Training and Performance Olympic-Style

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..

When the Weather Outside is Frightful, Build Your Pipeline With Warm Calls

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..

On Value: Making the Case for Being Worth It

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..

Power Up for Your Best Year Yet!

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..

The Art of Asking Insightful Open-Ended Questions

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..