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Is your company and/or sales team in a bit of a sales slump? I know it may surprise you to hear me say this, but sales training is not always the solution. Unfortunately, training is often pegged as the solution for everything. Obviously, I do often see where organizations could benefit greatly from training. Sometimes, [...]
I spend a lot of time with division heads, sales managers and salespeople, and it’s not unusual for the topic of sales training to be discussed — especially in context of how important it is or isn’t. Does sales training really deliver better outcomes for sales teams? I believe it does (I know, you expected [...]
We talk about the need to be productive, yet we find ourselves conducting sales meetings that are a waste of time. If people don’t leave the meeting and do something different than what they would have done otherwise, then the meeting is a waste. Focus of the meeting should not be on reviewing numbers and [...]
Over lunch recently, the topic turned to the voices we have in our head and how sometimes the voices are telling us negative things. What made this discussion interesting was who I was having lunch with. I was having lunch with one of the most successful salespeople I have ever met. The person is a [...]
Whether you are a salesperson or a sales manager, have you ever been involved in a big sales kickoff or training event — only to have the enthusiasm and results quickly disappear shortly thereafter? This is a common problem! But the good news is that it doesn’t have to be this way. You can achieve [...]
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