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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…
Revealing risks: Sales booster or sales killer?
How to frame your upselling message for maximum success
Sales presentations: Why more ISN’T better when it comes to benefits
Downselling: Proving you have the customer’s interests at heart
What happens to the sale if your buyer gets internal pushback?
How the emotional impact of money can ruin a sale – and what to do about it
Building rapport with buyers: How the questions you ask can create it – or destroy it
Best time to ask for a referral? Listen for warm words from your buyer
How to avoid bad hires for sales positions: Can this person really do the job?
Why telling a story can help you close more sales
Customer Retention: Is your radar picking up the iceberg dead ahead?
How successful salespeople think about failure
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