Tag - executive sales training

29
Aug

4 Sales Training Pitfalls & How to Avoid Them

Winning teams are always looking for ways to improve.  For sales organizations, that means investing in sales training and sales coaching programs. Many such companies who have made the switch to training in Customer Aligned Selling and have seen improvements in their results; though some haven’t seen as dramatic an increase in sales as they …

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25
Jul

7 Habits of Valued Advisor Reps

Renowned sales expert Neil Rackham wrote what many still consider to be the definitive guide to sales, SPIN Selling.  First published in 1988, this book was the “sales bible” for two decades. But the author now acknowledges that the original edition of the book is out of date.  Many of the techniques it taught no …

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11
Jul

What’s Wrong with Sales Quotas

   Between 2010 and 2013, the greatest emphasis of sales force change was in the area of compensation and quota setting.  That’s according to Mark Donnolo, founder of The SalesGlobe, a sales consulting group in Atlanta.  During those two years, in over 100 large companies that participated in his research, almost every vice president of …

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27
Jun

Why Your Sales Reps Must Follow the Platinum Rule

We’ve all heard the Golden Rule of Business: “He who has the gold makes the rules.”  That’s especially true in sales!  Your customers have the gold you’re after, so you must play by their rules. To do so, you must also apply the Platinum Rule: “Do unto others as they would have you do to …

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10
Aug

What matters most to a business owner – Revenue, Expenses and Risk

Revenue, Expenses and Risk is What Matters Most If you are a business owner, at the end of the day, you measure your success in 3 ways in terms of affecting profits and business continuity: 1) Did you increase or protect revenue? 2) Did you reduce or control expenses? or 3) Did you reduce or …

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17
Mar

How to Grow Your Business in a Volatile Business Environment

You’re probably familiar with Proctor & Gamble, or P&G, as the company is known. It’s a multinational manufacturer of products that help people care for babies, wash dishes, brush their teeth, and simply smell better. Its brands include Bounty paper towels, Mr. Clean, Pepto-Bismol, and Old Spice, the purveyor of ubiquitous and strange advertising. P&G …

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13
Mar

Empower Your Executives to Live Out Your Corporate Values

“If you are working on something exciting that you really care about, you don’t have to be pushed. The vision pulls you.” —Steve Jobs, co-founder, chairman, and chief executive officer of a little outfit named Apple. Jobs was nothing if not passionate about Apple and the products it produced. He was instrumental in starting the company …

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