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What’s the worst thing you can possibly do during the first 20 seconds of a cold call? Talk about your products and your company. Seems odd, doesn’t it? You and…
New ways to communicate create new opportunities – but also new challenges – for salespeople. And it’s hard to know what the rules of engagement are. When businesses first began…
Every salesperson knows that customer relationships are built on trust. But there’s a little-known element of trust that many salespeople overlook. In this Quick Take, you will learn: The true…
Some sales are straightforward: You know who the decision maker is and how he or she will make the decision. But most sales – especially big sales – are anything…
You need to be flexible in sales. The better you adapt your behavior to the situation, the more success you’ll enjoy. But there are certain rules you can’t break, if…
The thing about hiring salespeople is that they’re going to try to sell you on themselves, because selling is what they do. And that’s fine, as long as they really…
Scott Odom, VP of Strategic Accounts at Clover Imaging Group in Düsseldorf, Germany, deployed the RLI Selling Essentials online sales program in Clover’s European operation. Within three months his team…
When it’s OK to give a customer a gift – and when it’s not
Skeptical buyers believe you when you get graphic
Cold calling: How to nail – or blow – that first impression
Talk less, earn more: A good mantra for salespeople
Angry customer? Why that’s actually good news for you
Study: Gestures that really convey trust – and distrust
Hitting Your Sales Goals: ‘Goal intentions’ aren’t enough
Why it pays to get all tangled up with your customers
What prospects REALLY want from you
The surprising power of anchoring your price
How to engage prospects who want to tune you out
How saying ‘No’ at the right time influences your buyer to say ‘Yes’
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