Sales Training Workshops and Selling to the Old Brain(LONG POST)

August 14, 2017

Do you want to have a greater influence on people and earn significantly more money, without doing a lot of extra work? Perhaps it’s time to revamp your selling style. And I am going to suggest doing it in a way you might not have heard of. It’s going to require a bit of a shift for you, unless you majored in psychology.... read more

Tips to Keep Business Sales Training Relevant and Fun

August 2, 2017

Top sales training programs come in various guises. Some are 3-day affairs which you must travel to, while others come in DVD format with workbooks which allow you to train in your own conference room. Subject matters run the gamut from basic presentation skills to advanced neuro-linguistic programming theories.... read more

Inside Sales vs. Outside Sales – Make the Right Fit with an APQ Sales Aptitude Assessment

July 28, 2017

There has been some discussion as to whether the distinction between inside sales and outside sales is still valid, or whether this is an outdated model. Some suggest a hybrid approach, where a salesperson performs both inside and outside functions, is the solution. This jack-of-all-trades salesperson might exist, but I still believe that categorizing salespeople into inside farmers versus outside sales hunters will still bear fruit in the foreseeable future.... read more

Competing in Washington Is Tough! Businesses Need Sales Training to Grow

July 19, 2017

Doing business in Washington DC can be a lot of fun and very lucrative. Many decision makers exist who can directly turn the cash spigot on for entire industries, or even individual companies. However, it can also be extremely difficult, and many firms stagnate over time or have difficulty getting started in the first place.... read more

5 Reasons Robots Will Never Replace B2B Salespeople

June 29, 2017

Every so often, some media pundit raises the alarm about automation and robotics decimating jobs. Then I receive comments at our sales training seminars from attendees who question their job security when marketing automation is becoming the norm and the Read More

20 Tips the Top Sales Training Programs Should Teach You

June 27, 2017

Not going to beat around the bush here…follow these 20 tips top sales training programs should be teaching for greater sales success! Some of them are my own, others I have collected through the years from very smart people.

Customized Sales Training Seminars Boost Your ROI by 50%

June 19, 2017

As you research sales training seminars for your firm, you might wonder whether investing in a completely customized curriculum is worth it. Or, perhaps you should save a few bucks and get an off-the-shelf program and be done.

Top 10 B2B Sales Trends for 2017

May 29, 2017

Well, 2017 is moving along at a fast clip, and hopefully you are meeting your sales goals thus far. If not, there is still plenty of time to make some adjustments. To that end, I’ve noticed a few emerging trends Read More

Hiring the Top Salespeople – Tips for Success

May 18, 2017

In 2007, 52 percent of job turnover was employee driven (quitting) and 48 percent was employer driven (layoffs, firings) per the Job Openings and Labor Turnover report issued by the Bureau of Labor and Statistics. Today, one decade later, this Read More

Build Your Own Business Sales Training Program

May 9, 2017

Cookie cutter business sales training programs may not work for your company. In this post I will give you a few pointers for how you can “build your own training” for your staff, whether you intend to deliver it yourself Read More

5 Benefits of Small-Group Sales Training Workshops

April 29, 2017

You don’t need a massive group to conduct successful sales training workshops. In fact, those huge mega-seminars with 30-foot projection screens and the fancy light shows might be counter-productive and a waste of money.

Find The Sales Gene with APQ Sales Aptitude Assessment

April 6, 2017

Is there such a thing as a “sales gene?” Well, if we speak of sales ability being part of someone’s “DNA,” then certainly we should be able to break that down further to find THE vital component.

What is Emotional Intelligence (EQ)? – Hot Business Sales Training Topic

March 24, 2017

The concept of emotional intelligence continues to gain traction among business sales training experts. As I have cited in previous posts, surveys and studies online point to HR professionals prioritizing applicants with higher emotional intelligence rather than traditional IQ.

The 3 Simplest Closes Sales Training Seminars Should Teach

March 16, 2017

Some sales people have turned closing into an art form. They seem to dance with prospects, rather than try to beat them into submission. They ask the right questions, artfully – maybe even seductively– steering the conversation towards the mutual Read More

How to Ask for Referrals from Top Sales Training Programs

March 12, 2017

“Average salespeople just don’t ask for referrals.” Kyla O’Connell, Senior Sales Trainer for Asher Strategies, shares this truth and a few other tidbits on referrals in this video below. Watch it (it’s less than 2 minutes long) and then continue Read More