Five fresh ideas to get a meeting with a big shot

Michael Boyette

Chances are, you’ve heard of some over-the-top gimmicks to get a meeting with a highly important prospect. For example, you might send a valuable gift with something missing — a display case for three autographed baseballs with only two baseballs, or a remote-controlled something or other without the remote. If the bigwig takes a meeting…

How do you convince salespeople that they need to change?

Michael Boyette

I once went to work for an organization (which shall remain nameless here) that had a long-established and well-defined process for bringing in new business. The CEO oversaw it personally. It ran like a well-oiled machine. But it was a machine that didn’t produce anything. Being the new guy, I thought perhaps I was missing…

Want training to stick? Train salespeople like first responders

Michael Boyette

Imagine you’ve trained salespeople on a tough sales skill — say, how to engage a prospect in the first 20 seconds of a cold call. Everyone has rehearsed the new technique and can’t wait to hit the phones (okay, I said it was imaginary). You listen in on some calls and everything’s going great. People…

Five not-so-bold predictions for sales training in 2016

Michael Boyette

As we begin a new year, do you feel the ground shifting under your feet? I do. And I believe that 2016 will be a watershed year for sales training. Specifically, I think sales trainers need to be thinking about five key trends that will drive sales training in the coming year: 1. It will…

Thanks for a great 2015; on to 2016!

Michael Boyette

It’s been a remarkable year for online sales training and Rapid Learning Institute. Here are some of the people who made it happen.