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.

Let me show you how to do it…badly

Let me show you how to do it…badly

July 28, 2015 by

We all the know the power of a good example. But what about a bad example? Sales trainers tend to split on this question. Some believe that bad examples show reps what to avoid. Others think that there are countless ways to screw up in sales, and offering examples of what not to do only […]

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Can we teach salespeople to shut up and listen?

Can we teach salespeople to shut up and listen?

July 21, 2015 by

As sales trainers, we spend a lot of time teaching salespeople WHAT to do. But one of the most challenging skills in sales involves NOT doing something: talking about yourself and your product. Every salesperson has been told to talk less and listen more. And yet research shows that salespeople continue to dominate sales conversations. […]

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