Looking back, it is amazing how much top sales training programs have evolved in response to changes in the business climate – most of which has been driven by advances in technology.
Is having a high IQ necessary to become a successful salesperson? Or is emotional intelligence the key ingredient?
Scripts have long played a role in sales training, although opinions vary as to their usefulness. On one hand, especially for inexperienced people, they provide a roadmap to follow during a sales call. On the other hand, they can be relied on too much, resulting in the robotic delivery which characterizes many telemarketing calls.... read more
While the basics of sales are universal, the more you can tailor a corporate sales training curriculum to match the local business environment, the better.
A lot of managers find it hard to hire good salespeople. Many of the people they bring into their ranks are not motivated, careless with customers, or otherwise liabilities. It is one of the biggest problems for any company and Read More
When you invest in sales training seminars, you expect to get a good return on your money, which is why you need to choose the best sales training seminars for your staff. For most, this means you need to see an ROI through an increase in revenue and profit. There are also intangibles, such as improved morale, greater efficiency, and stronger brand perception.... read more
In this post I will do something a little bit different. Rather than give you MY top tips for picking the best sales training seminars, I will provide some of the best from other professionals in the sales training space.
Most sales training workshops do a good job of covering the basics of selling, such as prospecting, qualifying, presenting, handling objections, and closing.
Corporate sales training continues to evolve, and you want to make sure you stay ahead of the curve, right?
Every time there is a new president, the business climate in Washington DC shifts somewhat. With the surprise victory of Donald Trump, the shift might be several magnitudes greater — based on his campaign promises to shake things up quite Read More
Imagine owning a crystal ball that could predict with a great deal of certainty whether a new employee had “the right stuff” to make it in sales. That would make life as a recruiter or sales manager much easier, wouldn’t Read More
You can set trends, or you can follow them. If you do the latter, you will constantly chase developments well after first adopters have soaked up most of the gains available from them. So, it behooves you to stick close Read More
Towards the end of each year I, along with many of you I am sure, reflect upon the accomplishments of the past 12 months. And each year, I am more and more grateful for the business I am in and Read More
The social media landscape shifts at lightning speed, and salespeople who rely on platforms such as LinkedIn for prospecting and building awareness about their companies are hard-pressed to keep up.
Time flies when you are having fun.... read more
John Asher was recently featured in December’s issue of MilliOnAir Global Magazine highlighting the Top 10 Skills of Super Sales People.... read more
Corporate sales training in Washington DC is available from many vendors and in multiple forms. There are one-day seminars, virtual conferences, and one-on-one coaching. There are plenty of big names, as well as smaller boutique firms, so it can take a while to identify and sort through them all.... read more
The top sales training programs in the world are consistently filled with both fresh faces and repeat attendees due to the results they deliver. A desperate, struggling company can be salvaged through effective sales training, and it is no understatement to say that training is one of the most important investments a company can make.... read more
Corporate sales training can cover a wide range of topics. The basics, such as how to make a successful presentation, to advanced concepts, such as mirroring the tone and body language of the prospect to better connect with them. There are literally thousands of things which can be taught.... read more
Corporate sales training can evoke images of a boring lecturer, pacing back and forth in a hypnotic fashion, occasionally writing notes on a large pad or clicking through a dull PowerPoint. This is usually interrupted by at least two instances where the hapless presenter says “whoops” because he has run out of ink, or because he has to restart the PowerPoint after a crash (and you get to enjoy his cluttered desktop icons while he sorts things out with the tech guy).... read more
Salespeople are well-known for mixing business with pleasure. We take prospects and clients out for nice lunches, mingle with buyers at conferences all over the country, and take celebratory trips with sales staff members and executives when our company has had an especially good year.... read more
All too often a sales manager will hire a candidate on shallow premises, such as a polished appearance and impressive resume. Many assume that if an applicant can sell themselves into a job, they surely can sell whatever widgets a company offers. This hit-or-miss approach usually fails, and the sad part is that it often carries a steep, hidden price tag.... read more
Social media. A lot of salespeople resist investing too much time or money in it, or they aren’t successful using it to drum up business. Selling evolves with the times, and social media is an inexorable part of our daily existence and an increasingly important part of the sales profession.... read more
Coca-Cola, Nike, Microsoft, Apple, General Electric, and Disney. These are some of the strongest, most enduring brands on Earth. Yet, despite the potential for their products to practically sell themselves, each one of these companies uses corporate sales training programs extensively. Why?... read more
In the realm of sales and business in general, there is simply no denying it: we are living in an age defined by social media. Originally a tool used to connect friends and family, there are now countless business applications that use a social media interface and are competing for our collective attention. For anyone following online trends, it would seem obvious the site to do this most effectively has been LinkedIn.... read more
The issues behind poor performance from sales people will be as varied as the kind of people you hire. However, by tackling the most common areas of trouble, you can see a big improvement in most of your people right away.... read more
At the end of the day, the goals of any sales training are going to vary depending on the needs of the client. And when it comes to varied and complicated markets, you’d be hard pressed to find a better example than Washington D.C. Like most capital cities, it is a hub of high powered business interests both civilian and government, with many specialized rules and regulations limiting how business is done. While the potential upsides of selling in this market are huge, without the know-how and skill set to navigate the D.C. market, your odds of success will be low.... read more
To put it simply, sales training works. The amount of money spent on sales teams annually is estimated at one trillion dollars, with much of it going to direct staff training. Would top companies invest so much of their resources if they weren’t seeing results? Can corporate sales training do the same for your business? And how?... read more
Games are an excellent way to get people interested in you and participate in whatever you are doing. There is something about the possibility of winning something, even if it’s just recognition, that fires up the spirit and increases involvement.... read more
Return on investment is an important concept every business professional will be intimately familiar with and it filters into many different aspects of managerial life. Marshalling resources and making the most out of what’s provided are needed skills, and this is especially true in regards to the hiring process.... read more
Certain things in life are just forgone conclusions.... read more
There are hundreds of volumes written on the subject of sales. However, if you were to ask a number of top sales professionals which books they found most useful, you would start to see some titles begin to repeat.... read more
As the old saying goes, “anything worth doing is worth doing well,” and the best and simplest way to do something well is to have a carefully thought-out plan to get you there.... read more
There are few names that truly require no introduction, and Dale Carnegie would be one of those few. While being most strongly associated with sales training, his influence is felt in many other arenas, and he is often quoted for his practical, everyday wisdom. Professionals from all backgrounds and many others such as students, community leaders and those seeking self-improvement have utilized lessons learned in books such as his seminal work, ‘How to Win Friends and Influence People.’... read more
Most sales managers lack truly effective ways of objectively measuring the potential of candidates, relying instead on their gut feelings when hiring. The cost of investing in the wrong person who ends up failing should make you want to ensure you make the right call the first time — and that takes data you cannot get from a resume or personal interview.... read more
Forbes Magazine recently published an article chronicling the ups and downs of a company in the midst of a hiring push. By not getting it right the first time and going through a period of trial and error, this company comes up with a new 3-step approach toward hiring and training that works consistently for them and finds the right candidates for the right jobs.... read more
In one of the most famous scenes in the classic comedy “Ferris Bueller’s Day Off,” the clueless teacher played by Ben Stein drones the innocuous phrase “Anyone? Anyone?” over and over again while discussing economic history. All the while the students look on, glazed over, barely conscious, some actually drooling.... read more
All city capitals are nerve-centers of activity and commerce, and perhaps the most important capital in terms of power and influence would be Washington D.C.... read more
Sometimes the simplest solutions can be the best. Sales executives are always on the lookout for ways to increase business, and sometimes the easiest solution is right in front of you.... read more
With the right sales training program in place, your company’s close rate and revenue are highly likely to increase. Finding that particular training program, one that ‘ticks the boxes’ for your business’ unique set of challenges, is another matter entirely. As you might have already experienced, not all corporate sales training workshops are created equal.... read more
If you’re like most of us, you may find it a little overwhelming to stay cutting edge — following every web marketing platform coming down the pike would certainly exhaust both your mind and your bank account.... read more
In this day and age, possible lawsuits seem to lurk around every corner. There is a reason why most of us have legal on speed dial and know exactly who to talk to — while bottom line profitability is of utmost importance that can come to a grinding halt if your business gets dragged through long and costly legal proceedings.... read more
Whether it’s by trying to be as engaging as possible, being focused on interactivity, or providing tips on innovative tools, I am always looking to increase the value and timeliness of my sales training seminars. Sales exists in a constantly changing landscape, and the best sales training seminars should be responsive to that landscape.... read more
Some things just get better with time. This is true of fine red wine, fancy cheese or simply a broken-in pair of jeans. However, did you know you can count corporate sales training among them? It’s easy enough to see Read More
There is no denying it – corporate sales training works. It’s a forgone conclusion that to remain competitive and to provide your sales team with the tools to meet and exceed sales goals you will need to invest in a Read More
Change is inevitable. As time marches on the tried and true gives way to the disruptive and cutting edge. You can either prepare for this or get out of the way. The sales landscape continues to evolve. Mobile technology, social Read More