Many salespeople seem to believe that consultative selling and solution selling are the same thing. They’re right––to a point. But there’s a lot more to
Hopefully it goes without saying that a minimum requirement of salespeople is that they are motivated to achieve. Of course we know that this also
In today’s highly commoditised global market, if a company doesn’t have a sales value proposition then it is unlikely they will be successful and achieve
Many people find this hard to believe, but in most cases sales training doesn’t work – at least not by itself anyway. Research shows that
Think of sales training like a crash diet – it might work wonders at the time, but if you don’t continue working on it after
There have been all kinds of leaders through human history. Some good, some bad, some neither. But no matter their qualities, the one thing they
What happens after sales training is just as important as what happens before and during. In order to get the most out of training, you
The journey that a buyer takes to evaluate and make a purchase has changed significantly over the past 10 to 20 years. Unfortunately, the sales process
Having no future sales visibility is the number one challenge that CEOs face. We’ve already detailed why an established pipeline is critical to the success
There’s no ‘quick fix’ when it comes to improving sales performance. A good sales training strategy requires careful thought and long-term planning – it’s pointless to