Measuring the Impact of B2B Sales Training on Business Growth

In the B2B sector, where sales cycles can be long and complex, the effectiveness of your sales force is paramount. Sales training programs are often seen as a key investment in enhancing this effectiveness.  However, the real value of these programs lies in their measurable impact on business growth. The following is a guide on […]

From Classrooms to Boardrooms – Part 2

(This post is a continuation of the series started with Part I, here) In the first installment of this series, I reinforced the point that we in the corporate world can learn a lot from teachers and what they do every day, which was thrust upon me when I switched from a Fortune 50 management role […]

From Classrooms to Boardrooms – Part 1

Signing nurse passes.   “He’s looking at me weird!”  Complaining parents.   When we think of what classroom teachers go through on a daily basis, it may seem like their world is a million miles from what a typical corporate worker experiences.  At least, that was what I thought before I switched careers from a corporate leader […]

How fitness can affect your sales performance

Sales is an endurance sport. It requires skill, mental acuity, psychological and emotional resilience, and without question, physical stamina. Some of the biggest challenges we face as sales professionals are mental and physical fatigue. I love my morning coffee(s) just as much as the next person but unfortunately, that cup of Joe can only take […]

How To Turn Your Followers Into Sales

Perhaps one of the most overlooked revenue generating assets that your company isn’t leveraging to its fullest is its social media presence, especially within LinkedIn. While at a surface level, these platforms just look like a networking opportunity for Millennials and Generation Z to stay connected. The reality is though that the value of social […]

What does “No Thanks” sometimes really mean in Sales?

I was recently doing some shopping at a local “big box” store and while I was there, they were giving out free samples of various food items. Being one of those people who lives to eat (as opposed to those who eat to live), I usually do not miss an opportunity to stimulate my palate, […]

Only 10% Of Sales Professionals Are Experts At This

Perhaps you’ve heard the quip, “We were given two ears and one mouth for a reason,”  It is such a well-known quote because good listeners are difficult to find.  How difficult you may ask, well according to Psychology Today, research shows that only about 10 percent of us are good listeners. Here is why this […]

The Types of Questions Your Customers Are Tired Of Hearing

Not long ago we were having a training session with one of our clients as we worked through a small portion of our NeuroQuestioning Program.  It’s a program designed to help sales professionals and customer service individuals learn and understand how the brain reacts to specific questions when asked.  One exercise we have everyone work […]

Use This To Boost Your Sales Training

“The only thing worse than training your people and losing them, is not training your people and keeping them.”  Zig Ziglar Have you ever seen this famous quote by Mr. Ziglar?  While I agree with that statement 100%, have you ever purchased Sales Training for your people to then not see a lasting, measurable difference […]

Why Understanding This Can Eliminate The Need To Discount Your Price

Early in my career, I had the privilege of living in Europe allowing me the opportunity to travel to parts of the world that I had always wanted to visit.  One of these locations was the country of Tunisia. I distinctly remember a trip to one of the local village markets, and the best way […]