VP of Editorial

Michael is a former Senior VP at Domus Inc., a Philadelphia advertising and interactive media agency. Boyette has written professional and consumer books for Simon & Schuster, Pocket Books, Henry Holt and other publishers and was Group Publisher at a leading newsletter company, overseeing its sales and marketing titles. In addition, he’s managed marketing programs for such clients as Dupont, Lutron and Therma-Tru Doors. He is a graduate of the University of Florida College of Journalism.

Recent Blog Posts

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.

The case for off-the-shelf sales training

Michael Boyette

A 2012 CSO report on sales training ROI contained an interesting footnote. The report compared the effectiveness of different approaches to sales training, and concluded (among other findings, which are summarized here and here) that “commercial” (that is, off-the-shelf) sales training content is more effective than content created internally. Of course, that’s good news for…

First rule of changing attitudes: Don’t talk about attitudes

Michael Boyette

One of the hardest things for any sales trainer is changing a learner’s negative attitudes. Maybe reps aren’t engaging. Maybe they disparage the product, or talk trash about customers. Attitudes like these are like cotton stuffed in their ears. Whatever you’re trying to teach is not going to get through. But tackling “bad attitudes” directly…

Why is it so hard to train salespeople to shut up?

Michael Boyette

Salespeople have been taught over and over to talk less and listen more. And yet they still have trouble zipping their lips. Acccording to one study, the average salesperson talks over 81 percent of the time in a selling situation. It’s not a lack-of-knowledge problem. It’s an impulse-control problem. Most salespeople understand why it’s bad…

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