Training and development

I was working with a client yesterday on knowing “what next?” with their prospects and clients. It’s a huge part of controlling the sales process.
What we discovered is that my client is clear about what they THINK is going to happen, but they haven’t shared it with their customer!
How do you know if you’re all [...]

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I know we have a large number of readers to this blog that are also account executives/sales professionals, so you’re welcome to read this and apply it to yourself.
I can’t tell you how many phone calls we get from sales managers/CEOs who complain that their people just can’t communicate the value of their products, and [...]

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Here’s something that’s pretty politically incorrect. I’m not much for making controversy, but is anyone else sick of hearing people whine and moan about the world passing them by?The autoworkers in Detroit want government relief to help “bring Detroit back.” People who made bad decisions on their mortgages want government bail out…as do the greedy banks. [...]

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As sales trainers, we are challenged by our clients to come up with big ideas. Bryan Neale, Brooke Green and I spend a fair amount of time in ‘creative discussion.’ So, if you hire us, you get all of our eyes, ears and minds to help you solve a problem. We actually have worked quite [...]

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Over the next few weeks, we’ll be offering up some sales training tips for you trainers/sales managers who take that role in your company.
 Never start any sales training unless your team has bought in to it.
I know this sounds like heresy. “Why on earth would we want the inmates running the asylum?” (as one of [...]

 Ebook: Download

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How many of you are familiar with Cesar Millan, “The Dog Whisperer” (www.cesarmillaninc.com)? If you are an animal owner and you don’t know who he is, you need to.  I have developed an addiction to his practice of dog psychology and his show on The National Geographic Channel.  Our family has a new puppy, Buster, [...]

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I sent an email to my list recently promoting a Free Teleseminar called AskCaskey. It’s on February 7 (Thursday at 12:00 EST). You can get more information at www.askcaskey.com).
I tell about a call I had last year that had about 100 people on it. One guy asked a question about how to handle a certain [...]

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by Bryan Neale
Ask 100 sales managers if their sales force is UNDERPERFORMING and you’ll get more YES’s than you might think. So, what to do about them? Below are 7 traditional fixes and some alternatives that we feel will work better.
1. Blame Them
INSTEAD: Engage in self analysis. Ask yourself, “How am I a part of [...]

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