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July 31, 2010 12:12 AM
The greatest truths are the simplest. Often, they touch what we know or believe, but with an economy of words and a clarity that cuts through all the B.S. and makes us realize the wisdom.
July 31, 2010 12:12 AM
When people say, "You need to practice your presentation beforehand," exactly what you should be doing to best prepare yourself may not be so obvious. In this, the first of two installments, we provide you with a few ideas for filling in the blanks.
July 31, 2010 12:12 AM
When people say, "You need to practice your presentation beforehand," exactly what you should be doing to best prepare yourself may not be so obvious. In this, the second of two installments, we provide you with a few ideas for filling in the blanks.
July 31, 2010 12:12 AM
We're all assaulted with misguided or unwanted pitches on a daily basis. Even "do not call" listings don't keep the telemarketers at bay. And there are lots of strategies for dealing with intrusions or long-winded pitches. So how do we make sure we don’t inflict the steamroller selling blues on our own clients and prospects?
July 31, 2010 12:12 AM
Pity the poor Webinar. So much promise and potential, both for presenter and audience…and yet, so many truly horrific results.
July 31, 2010 12:12 AM
If you were in the audience, which would you rather experience: a boring recitation or a compelling conversation? No contest, right? So why do so many people lean toward "boring recitation" in their presentations?
July 31, 2010 12:12 AM
Sometimes a single question makes all the difference.
July 31, 2010 12:12 AM
Could you describe in only two words what your product, service or company is about? It sounds simple, but this is not an easy exercise. The payoff, however, can be tremendous.
July 31, 2010 12:10 AM
How to help generate leads wisely and efficiently.
July 31, 2010 12:10 AM
How to help generate leads wisely and efficiently.
July 31, 2010 12:10 AM
Even with optimism and spending slightly up going into 2010, significant challenges still exist with respect to bringing sales teams up to their full productivity potential. If sales training is to have a real impact on sales performance improvement, a number of obstacles must first be overcome.
July 31, 2010 12:10 AM
There’s real value to be gleaned from other people's insights, especially when they aren't in sales. Quotations bring things out of our own sales-centric worlds and provide us with the potential of seeing things from a truly different perspective. Here are a few favorites.
July 31, 2010 12:10 AM
Sales leaders who believe there is little to no relationship component in their sales approach are often wrong. Conversely, sales leaders who believe that relationships are a significant and critical component to their sales approach often sacrifice the value from other critical factors, such as industry and business knowledge, or competitive selling. Getting the balance right is no easy task.
July 31, 2010 12:10 AM
A lot has been written about how employers look at a job candidate's Facebook or MySpace page, searching for any potential red flags.
July 31, 2010 12:10 AM
Top performers are not determined by DNA, but rather, by practice and perseverance. Indeed, practice is underrated by some who ostensibly wish to achieve mastery.
July 31, 2010 12:10 AM
Leading training firms provide real value to their clients, but none is right for every situation. If you're seeking assistance from a sales training company, make sure you completely understand all of your own requirements and carefully match them against the capabilities of your long list of providers. This all takes time and energy, but now, more than ever, you can't afford to make a mistake.
July 31, 2010 12:10 AM
CEOs have charisma, business savvy, and intelligence. But they also have an unfair advantage over sales reps: the ability to offer up the resources of their entire company to salvage a faltering deal.
July 31, 2010 12:10 AM
I recently received an angry e-mail from a sales rep who had attended one of my Webinars, geared toward sales management. Having struggled at his job as of late, what this rep really needed was advice applicable to him. Fair enough.
July 31, 2010 12:10 AM
Although Ireland is suffering through the same recession as us, Enterprise Ireland (the country's department of commerce) continues to invest. That investment in many hundreds of companies run by smart, hardworking, and determined CEOs will continue to leave Ireland in the best possible situation now and in a better position than many coming out of the recession.
July 31, 2010 12:10 AM
If you want a real boost in sales effectiveness, get your sales methodology built, train your people on its use, and support them in their effort.
July 31, 2010 12:10 AM
If you want a real boost in sales effectiveness, get your sales methodology built, train your people on its use, and support them in their effort.
July 31, 2010 12:10 AM
Coaching is an absolutely critical process for building and maintain a highly effective sales team. Ride-alongs are literally and figuratively where the rubber meets the road when it comes to coaching sales reps.
July 31, 2010 12:10 AM
Until now, few sales trainers and buyers of sales training have been willing or able to provide credible business justification for investments in training. That has to change—and soon.
July 31, 2010 12:10 AM
What's a sales plan without a list of events, activities, calls, meetings, and tactics?
July 31, 2010 12:10 AM
Without the right strategy in place, you're doomed to failure.