How To Make Product Knowledge Training Effective

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When a sales organization has an opportunity to get their salesforce together in one place, they desperately want to give them product knowledge. This is a very good idea, but it is often executed in a way that makes it more likely that the salesperson will sell product instead … [Read more...]

If You’re Not There, Neither Are Your People

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I spoke to five different sales organizations in January this year. Three of these sales organizations were engaged in a sales transformation. I want to describe the difference between one of those organizations and the two others. Leaders Engaged In the first two … [Read more...]

Training and Coaching Is (Not) Expensive

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It costs money to provide your people with professional training. The better the training, the more money it costs, as you would expect. The bigger and the more important the outcomes, the more you are likely to spend. Coaching costs money, too. Really good coaching costs much … [Read more...]

More Is Not Better. Better Is.

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More clients. More sales. More profit. And how do we get there? More calls. More email blasts from marketing. More clients. More prospects. More transactions. More faster, too. “More” is not “better.” “Better” is better. But more seems easier, doesn’t it? Want more clients, … [Read more...]

Build Great Salespeople

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I had an interesting email exchange with two people I trust and admire very much. It was about my Sunday newsletter (you can sign up here). They were concerned about last Sunday's newsletter, in which I had written about the two most important factors when it comes to sales … [Read more...]

An Easy Answer for Choosing a Sales Process or Methodology

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Anonymous wrote to me to ask me which sales process or methodology I use. She’s asking this question because she wants to know what she should adopt and her sales practice. I don’t know anything about Anonymous or her business, so it would be criminal for me to make a … [Read more...]

Sales Is a Numbers Game (But Not the Numbers You Think)

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“Sales is a numbers game,” they say. Then they propose that, “if you want better numbers, just make more calls.” And when low activity is the problem, this might be a reasonably good answer. But most of the numbers that really matter aren’t captured in any format in which a … [Read more...]

They Are Not You (A Note to the Sales Leader)

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You were a great salesperson. You were truly special. Selling came easy to you. You were born with the ability to create rapport. You like people and they like you. People have always trusted you, and you’ve always taken on more responsibility than was expected of you. You built … [Read more...]

When To Take Your Team Off the Field (A Note to the Sales Leader)

When You Take the Team Off the Field (A Note to the Sales Leader)

When you take your team off the field make sure it is achieve the right outcomes. Too often sales organizations take their sales teams off the field to accomplish things that are better accomplished some other way. They take them off the field to cover administrative or … [Read more...]