Sales training is the interaction whereby one sales person improves and increases their sales knowledge, sales skills, to improve sales performance and achieve revenue targets. It can occur via live sessions with a sales trainer, via self-education through books and knowledge sharing with peers or via on an online sales training portal or sales training platform.

Where Negotiation Skills Training Often Fails

If you think your team needs "Negotiation Skills" Training, you could be making the biggest mistake EVER! First, people don't define what they mean by "Negotiation Skills" when it comes to sales training. Here is how to better define it, and be careful of buzz words. At the end of negotiation training, we want the team to be better at ___, ____, and ____. (Hint: Cannot be "closing more deals") Here are some examples. I have seen when it comes to negotiation training, it often means doing a better job of qualifying and discovery. The tactics in negotiations are many times the same in qualifying: How to use open/closed-ended questions, Psychological Mirroring, Emotional Labeling, earning [...]

Where Negotiation Skills Training Often Fails2019-08-27T19:38:44+00:00

Announcing our online sales training program!

What if? What if you're a sales rep looking to up your skills? What if you're a sales manager who wants your team to take ownership of upping their skills? What if you want a sales training program that is both onsite and online? Well, now you can have it all. Super excited to announce the launch of our online sales training program.

Announcing our online sales training program!2019-02-11T20:20:59+00:00

#MarketingIsDead and here’s how I know

Th single biggest mistake I encounter at Dreamforce and every other conference. Everyone showcases "themselves" and frankly nobody gives a shit. Your backdrops talk about what you do and never talks about what pains you solve. Same thing for your booth presence. I walked up to 25 booths and asked people, "What pain you solve?" 25 out of 25 couldn't answer the question. All I got was mumbo-jumbo buzzwords. When people ask me what I do, I don't tell them what I do, I tell them what pain I solve. It's not rocket science, people. Let me be more clear... Your AI claim doesn't mean jack-squat Your algorhythm is worthless Your value prop is shameful, [...]

#MarketingIsDead and here’s how I know2019-02-08T21:47:00+00:00

One cannot preach accountability without first discussing awareness.

One cannot coach the concept of accountability without first speaking to awareness. Awareness of yourself as an individual first. Understanding you are not your thoughts, you are not your feelings, you are not your emotions. You are just you. Only then can you speak as a leader to help others become self-aware. Helping them to understand they are not their thoughts, they are not their feelings or emotions. They are just themselves. Once you can understand the concept of awareness, you don’t even have to agree with this definition, just understand we must be aware. Then you can start to teach accountability. At best you can encourage people to be more accountable based on their [...]

One cannot preach accountability without first discussing awareness.2019-02-11T20:24:04+00:00