I’ve been running training sessions recently and have come to realize that too many of us wait for our companies to invest in training instead of taking the initiative to invest in ourselves. What makes it worse is that most of us have been through enough bad company-funded training that we walk into the next […]
Month: July 2016
Does That Make Sense?
“Does that make sense?” I hear reps ask this all the time during their sales calls, demos, and presentations and it drives me nuts. Has anyone ever said “No” to that question? Even if they said “Yes,” does that really tell you whether or not it made sense? No, it doesn’t. […]
The Sales Handoff
This is arguably one of the more important but least focused on points of the sales process. None of the handoffs throughout the sales process are smooth and almost all of them include multiple levels of miscommunication that tend to frustrate the client. Let’s breakdown each one. […]
5 Terrible Sales Scenarios and How To Avoid Them
Sales is one of the most difficult professions in the world. There are so many variables in what we do on a daily basis it’s hard to keep everything in line. Here are some common challenges we all face and some actionable tips on how to address them. […]