Sales as a Story

By Warren Shiver

“Poets, priests, and politicians have words to thank for their positions” – The Police

There is a recent trend (fad?) in sales training around storytelling – it’s the “whiteboard selling” of this decade. Certainly storytelling is nothing new, as it’s probably one of the oldest forms of communication. As found on Wikipedia: “Storytelling is the conveying of events in words, and images, often by improvisation or embellishment. Stories or narratives have been shared in every culture as a means of entertainment, education, cultural preservation, and instilling moral values. Crucial elements of stories and storytelling include plotcharacters and narrative point of view.”

Continue Reading

10 Sales Facts You Cannot Ignore This Year

By Symmetrics Group

The world of sales is changing. Here are 10 sales facts you need to know to stay ahead of the game.

Continue Reading

View of a Former Buyer: Episode 3 - Trainers

By Doug Ferreira

This is the 3rd and final episode in the series in which I have shared my thoughts and ideas regarding some of the critical roles in the sales effectiveness world… all roles that I have had the distinct pleasure to play. We have addressed those who sell sales effectiveness solutions and sales training, as well as those who buy these solutions. In this final segment, I would like to talk specifically to my current peers – my sales training and coaching colleagues.

Continue Reading

View of a Former Buyer: Episode 2 - Buyers

By Doug Ferreira

In the first blog post in this series, we embarked on a journey to discuss my view points on best practices for different players in the sales effectiveness solution “selling cycle,” including those who sell these solutions, those who buy these solutions, and those who deliver these solutions…all roles that I have played myself.

Continue Reading

View of a Former Buyer

By Doug Ferreira

Episode 1 - Sellers

There are thousands, probably 100’s of thousands, of sales trainers walking our wonderful planet at this given moment. Certainly, a large number of us have had a point in time in which we “carried a bag,” some for many years, others maybe for only a brief moment. Many agree that while not a hard prerequisite, having “pounded the pavement” in one’s past gives the sales trainer a unique point of view and some credibility while in front of a bunch of seasoned sales pros.

Continue Reading

The Love and War of Generational Selling

By David Szen

How can you equip your sales force to sell across generations? Here is your field-tested cheat sheet.

Continue Reading

6 Challenges Diets & Sales Organizations Share

By Symmetrics Group

What does your sales organization have in common with the average diet? Here is advice to tip the scale in the other direction.

Continue Reading

'Transforming' vs. 'Tweaking' Your Sales Force

By Warren Shiver

We have found that many sales training companies use the word “transformation” when they’re really only talking about tweaking the existing organization mostly through training, not holistic transformation. Depending on your case for change and the gap between your capabilities and desired results, rolling out sales training or a new tool might be the perfect solution.

Training could affect the change you need. Training could also prepare a sales force for an eventual transformation initiative or reinforce a transformation you have recently undergone. But training alone is not transformation.

Continue Reading

Maximize Your Sales Training Efforts

By Debi Jackson

In my career as a sales training professional, I have seen sales training programs fail time and time again, because they are not reinforced. Participants leave the training eager to leverage new knowledge and test new skills, but if the content is not reinforced, the participants quickly forget what they learned and return to old habits.

Continue Reading

Does a Kickoff Matter?

By Doug Ferreira

Another plane ride filled with random thoughts, and on this flight home I started thinking about football! No surprise, given we are in the middle of the greatest football event on the planet, the World Cup, but it is the currently idle and completely off the radar American version I am thinking about tonight. How did my fickle brain find its way to this topic?  Well, let me explain…

Continue Reading
New call-to-action
New Call-to-action
New Call-to-action