I wrote, Changing The Questions, discussing how our questioning strategies tend … [Read more...]
Tag: Sales Training
Changing The Questions, Manager's Version
Changing The Questions Posted on March, 2019
We know questions are critical to our success as sales people. Sadly, we ask … [Read more...]
Sales People/Manager Churn Is Unacceptable! Posted on February, 2019
Over the past several weeks, I've been involved in a number of conversations … [Read more...]
Training And The Forgetting Curve Posted on February, 2019
Not long ago, I wrote a post, Sales Training And The "Forgetting Curve." It's … [Read more...]
What's The Most Pressing Part Of The Sales Process Today? Posted on January, 2019
Recently, I was having a conversation with a good friend and colleague. He … [Read more...]
Sales Training And The "Forgetting Curve" Posted on December, 2018
Every year, billions are spent in sales training. Yet all the data shows … [Read more...]
Are Our Customer Conversations Substantively Different Than Internal Discussions? Posted on November, 2018
The other day, I published a post, "Are Traditional Selling Skills Even Relevant … [Read more...]
Is There A "Schism" Between Sales Enablement And Sales? Posted on August, 2018
Perhaps I'm an alarmist, but I'm starting to see the early signs of a schism … [Read more...]
We Have To Have The Courage To Let Our People Do Their Jobs! Posted on July, 2018
Too often, as managers, we get in the way of our people doing their jobs--either … [Read more...]
The Questions Sales People Ask? Posted on July, 2018
Questioning is critical for sales people. Every sales training program focuses … [Read more...]
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