If you’ve ever taken a golf lesson, you know the drill. Before providing any instruction, the golf pro will always ask you to take a few practice swings first. Why? Well, it should be obvious. He/she wants to see your swing first, before deciding what is wrong, and what parts of your swing need correction. The sam...
It struck me the other day how so few people recognize the depth and complexity of Salesforce.com. I suppose its partially because Salesforce does a pretty good job at marketing themselves as somewhat easy to install and use. Don't get us wrong. Salesforce is a fantastic CRM and can dramatically improve your organization's resul...
As a sales training company, we get called upon often to help sales teams sell more. Before any training "solution" is implemented however, we like to perform an assessment on the sales team, in essence, to see what we've got to work with. While it's true, mos...
Are you doing the same thing again, and again, again? Like Bill Murray in Groundhog Day, who wakes repeatedly to the harmonies of Sonny & Cher on the radio, only to have to face the same agonizing day over and over and over again, many sales leaders submit themselves and their teams...
Thinking of training the sales team? Wonderful. However, before you engage the services of an outside firm, or even an internal training department, make sure that these four scenarios are put to bed first. 1. Training is done in the midst of turmoil....
Any marketing person will tell you that sex sells. Well, we’re here to tell you that sex doesn’t sell; sex simply gets your attention. After your attention has been aroused, it’s one of the other two primary motivators, or dominant buying motives, that drives you to buy. Those two dominant buying motives are ...
Once in awhile, we see an organization’s open invite to salesforce training firms to submit their proposals for a salesforce training assignment, with a list of all of the required criteria. The fallacy of such an exercise continues to amaze us. RFPs and the Consultative Sales Approach Think...
Something a little different for this post. Life (and blogs) shouldn't always be about serious topics, like performance improvement, right? We need to take a break once on awhile. Hence, we give you, the SalesForce Training Top 10 Greatest Sales Movies...Ever!! And no, none of these won the Oscar for Best P...
As much as sales managers and HR professionals wish it were so, proper salesforce training entails far more than just running workshops for a day or two. Sales training is about changing behavior and improving performance. But who should ultimately be responsible for leading the charge – Sales or HR/Training? The Sales vs. H...
Why should a prospect believe what you say? Just because you, the salesperson says that your solution can do what you say it can, doesn’t always mean that your prospect is going to believe it. After all, you’re the salesperson…you get a nice commission check for making the sale. In fact, every time you give the prospect a fac...