Research-based and field-tested sales training ideas that help you develop your team so they can prospect more effectively, close more sales, retain more customers, deliver more value and earn more money.

Seven signs of a culture that’s hostile to training

Seven signs of a culture that’s hostile to training

September 17, 2014 by

I’ve blogged before about the challenges of delivering effective sales training. They’re the same challenges facing anything worth doing in business: Tight budgets. Competing priorities. Knowledge gaps. In organizations that truly believe trained salespeople deliver more value than untrained ones, these challenges are viewed as problems to be solved, not reasons to do nothing. Unfortunately, [...]

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Helping reps manage their pipeline

Helping reps manage their pipeline

September 10, 2014 by

We recently conducted a survey of salespeople and managers to see what they’re struggling with these days. The results may offer some guidance on where you should be putting your focus for training. Here are the top challenges, with the percentage of of respondents calling it a “significant” or “critical” challenge: Prospects have a solution [...]

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Customer-service training lands VA in hot water

Customer-service training lands VA in hot water

September 3, 2014 by

Dear Philadelphia Office of Department of Veterans Affairs: I would like to invite you to subscribe to this blog. It’s free. And if you’d been a subscriber, you might have read my August 13 post about the public-relations hazards of bad training. The one that asked: “Would you be comfortable if your organization’s customers saw [...]

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When training goes bad: the Comcast saga continues

When training goes bad: the Comcast saga continues

August 13, 2014 by

In an earlier post, I reported on an overeager Comcast customer-service rep’s misguided efforts to save a customer from defecting. And I wondered whether it was a case of training gone awry. I mentioned a well-established technique — the Five Whys — that we teach in our own sales-training platform, and I fretted that perhaps [...]

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