01
2013
The number one reason why most sales calls fail (and what you can do to avoid it!)
Believe it or not, a surprising number of sales professionals still rely purely on luck and good social skills when attempting to sell at an executive level. Unfortunately, good fortune and a winning personality, while certainly helpful, are not proven strategies for delivering consistently successful results. In fact, when some 10,000 C-suite executives were asked in a recent survey to reveal their major hesitation in…
03
2012
Let your sales people video their best customers and find out what they think!
I had the pleasure of attending a presentation here in Atlanta called “Collaboration tools for remote training teams”, hosted by the Atlanta Chapter of the Technology-Based Learning group. The group is made up of people who are involved with corporate training and Robert Gadd was the presenter. Robert is President of OnPoint Digital which provides innovative e-learning solutions and rich-media content that is delivered to…
11
2012The Top-20 challenges salespeople face
Sales directors and managers spend much of their time thinking about what types of advice, tools and support they can give to their teams in order to improve productivity and performance. That got me thinking. To provide the most effective support for salespeople, you first need a detailed understanding of what challenges, problems and issues they face on a regular basis. So I made a…