Sales Training To Grow People. And Grow Businesses
From the category archives:
Are sunk costs sinking you? Seth Godin blogged today about that very topic. I’ll address it to sales people and sales organizations.
Biggest problem is when you have invested hours/weeks/ years in a laboriously long selling cycle and nothing is happening. But rather than pull out, you persevere—thinking that maybe, just maybe, you’ll get lucky.
Pull Out [...]
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[This is the second in a two-part series on selling to the military. Todd Rogers is our guest blogger today. Todd is a recruiter in a fascinating field—science and defense contracting. His thoughts and experience can be of great help to ALL B2B salespeople.]
In the last post, I focused on how it works when the [...]
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The first of a two part series on selling to the military.
[As part of our Guest Blogger series, Todd Rogers—not the volleyball player—has agreed to contribute. Todd is a recruiter in a fascinating field—science and defense contractors. He shares his observations of how we can all learn from the BIG defense contracts and how they’re [...]
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This whole bail out plan amuses me. The market tumbles today (Tuesday) because MSNBC says, “There weren’t enough details in the plan sold so investors unloaded stocks.”
Which reminds me of “how to sell a concept.”
When you a sell an idea or a concept (bail out package), you actually don’t need a lot of details. What [...]
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My daughter, Kara, had an ACL injury this year and is now in recovery phase. She’s come back fine, but the doctor has noticed a spine alignment problem. Partly due to favoring her leg–and partly due to poor posture.
His words: “You might not have any pain right now, but if you do nothing, someday, your [...]
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Our trainers, Bryan Neale, Brooke Green and I sat in a room last week and talked about 2009. Less ’strategic planning’ and more ‘future of training.’ One thing we concluded is that our selling system might be outdated–along with the hundreds of other sales programs.
Not to the point of trashing it. But to the point [...]
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A few days ago I read an article by Paul Bracken, Professor of Management at Yale in Futurist Magazine. In the article he addressed how learning is changing — and leaders need to be much more flexible and adaptive as we head into tumultuous times.
He maintains that the prime learning tool to be used [...]
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(This is Part One of a five-part series)
Last week, I had the honor to speak at the National Medical Alliance sales conference in Dallas. My client, Jeff Worrell of Advantage Medical, is one of the founders of the alliance and asked me to talk to their network about some modern selling strategies.
I always start speeches [...]
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To some of you who are extremely product focused, that question may sound odd, but it’s really not.
I spoke last week at the National Medical Alliance conference, which is an amalgamation of medical supplies/equipment distributors who call on physical therapists. We did several role plays where we stressed the importance of finding out “a doctor’s [...]
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In our sales training seminars, we’re often asked, “What can I do to differentiate myself?” This seems to be an extremely common issue for salespeople. With the accessibility of GOOGLEized information, prospects already know a lot about you and your company before you ever talk to them live. The problem is, the information they find [...]
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