In 1869, Russell Conwell, an American Baptist minister, was traveling in the Middle East, and his Arab guide shared a story: A man wanted to become rich so badly that he sold all his property and traveled the world in search of diamonds, only to find none. Alas, the new owner of the land discovered […]
What is the most important factor in offering advice? In this article from our sister company, the AdvisoryEDGE Forum, we share the most important factor in offering advice. Hint: It’s not whether you are correct or not! If you’re finding too many failed proposals and languishing quotes in your system, you may be looking at […]
Great sales training relies on strong fundamentals. Here’s a refresher!
Onboarding new sellers is an underrated factor in sales success. In fact, your speed in onboarding is one of the TOP ways you can impact your number this year (assuming you will hire a salesperson this year). What is Onboarding? We tend to think of onboarding in the traditional sense – making sure sellers are […]
The last presidential election in the United States brought created an awareness of “echo chambers.” What is the sales version of the echo chamber? Where is the echo chamber most harmful to sales leaders? And most importantly,what can you do about it? How can you avoid the echo chamber? An echo chamber is essentially a […]
I recently traveled to a client’s 2019 sales meeting to conduct a workshop with sales leadership. I love sales meetings because they’re wonderful opportunities to build sales culture. At the conference registration desk, the client thoughtfully provided me with a “swag bag” they were handing out to all meeting attendees. Nestled in the bottom of the […]
Coaches, here’s the number one reason it pays to employ a consultative coaching method: Coaching is modeling. What do I mean by this? Coaching = Modeling When you Engage reps and start with their needs, you’re modeling the consultative sequence you want reps to follow – start with the Real Needs, not your assumptions. When […]
Industry Insights, Sales Enablement Insights, Sales Training
You Need Flipped Sales Training – Here’s How to Do It
The flipped classroom is a hot topic in education today, to the point you would think it’s a new phenomenon. While credit for the origin of today’s flipped classroom goes back to a couple of high school teachers in 2007, technology has been transforming and upending the learning process since the invention of writing – […]
Sales Development System, Sales Enablement Insights, Sales Training
Smarter Sales Training Starts with Smarter Learning Objectives
Once upon a time, a private company in the aviation industry approached us because the VP of sales wanted “closing skills training.” His evidence: CRM data showing abnormally long sales cycles for their industry, plus personal experience in the field with sales reps following up but not closing. We came into the situation after the […]
Sales Enablement Insights, Sales Management, Sales Training, Uncategorized
It’s Time to Transform Sales Training
The sales training industry is way overdue for transformation. How we know? First, we’re veterans of the sales training industry, and we’ve both spent time on the inside of multiple sales training vendors. And we’ve found the vast majority of client engagements last two years or less. Second, most companies who invest in sales development […]
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