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Sales Training is DEAD - Long Live Sales Training 4 Oct 2012 | 08:57 pm
Learning how to become an effective sales person on the job, as opposed to learning through comprehensive sales training, is certainly a viable option, with a few provisos. If you are the sort of per...
Universal Employment Skills 25 Jan 2012 | 07:03 am
Is having a job or reliable income dependent on luck of the draw or the skills a person equips him or herself with? I suppose that each person's response may be dependent on their circumstances. Thos...
Debt Crisis Sales Impact 8 Oct 2011 | 12:05 am
"Tell the truth and get others to tell the truth" said Norman Swartzkoff in his public speaking engagements after the first Iraq war. Current day politicians might be accused of failing in this respec...
Telephone Sales Conversion Statistics - Nonsense or Reality? 19 Jun 2011 | 01:57 am
Perhaps unsurprisingly, there is a lot of scepticism about claims that telephone sales people calling new prospects for the first time (cold calling?) can achieve high conversion rates. If you want to...
Are Sales People More Motivated by Fear or Reward? 13 Jun 2011 | 12:33 am
A variation on this question came up in a discussion group recently. From a sales management and a sales training perspective, this is an important question. How can sales managers help people to inve...
Sales Training Needed for the Online Equivalent of Body Language 9 May 2011 | 03:48 am
Selling has to take account of the way people buy and all the evidence suggests the way we buy, both as an individual and on behalf of a company, is rapidly shifting. A group I was in front of last w...
Sales Training for Story Telling 22 Apr 2011 | 03:21 am
You might think that sales people don't need to be taught to tell stories, especially if you interpret the term to mean being economical with the truth. In this case I want to emphasises that sales p...
The New Sales Sense is Digital – Sales Training Must Keep In Step 5 Apr 2011 | 08:42 pm
Shortly after listening to Joe Navarro’s narration of his book, The Power of Body Language, someone in an online discussion expressed horror at the risks of being misled online. This made me ponder th...
Keeping Sales People Where They Prefer to Be 17 Mar 2011 | 01:20 am
The debate about the value of customer relationship marketing systems rages on in forums and discussions the world over. Sales people should know their process and reporting criteria well enough to o...
What Makes an Extraordinary Business Consultant 9 Mar 2011 | 12:55 am
Just like beauty, we know a good consultant when we meet one. Your perfect consultant may not be mine. Personalities and needs do come into it so perhaps the main things that universally good sales or...
