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203, 2017

Four Reasons Your Salespeople Won’t Pick Up the Phone

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Early in my career I had a sales manager who would always ask me, “Did you have a good conversation?” when I dropped off a call. I always said, “ABSOLUTELY—it was awesome.” He never asked [...]

2301, 2017

Video – Hacking Sales Real Time

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VIDEO – HACKING SALES REAL TIME Gerhard Gschwandtner is an absolute leader in pulling together and interviewing great sales leaders and this Hacking Sales Real-Time video is no exception.  If you are looking for sales [...]

311, 2016

How to Lose Weight, Climb a Mountain or Increase Revenue

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Three months ago, I hit a number on the scale that I’m still too embarrassed to share. I was at a crossroads and had to make an important decision about my health and wellbeing. I [...]

3110, 2016

Three Communication Practices of Successful Sales Managers

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Successful sales teams are led by successful sales managers who encourage and motivate their team members to be top performers. The goals of a sales team include generating revenue and forming positive relationships with clients, [...]

2710, 2016

Six Power Ratios

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Doctors in the developing world measure their progress not by the aggregate number of children who die in childbirth, but by the infant mortality rate – a ratio of the number of births to deaths. [...]

310, 2016

One Sales Manager’s Rescue from Certain Death

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Marcus was considered a great salesperson. He was outgoing, would speak to anyone, and looked the part. In fact, Marcus had been successful with other firms in the past. Unfortunately, now he was struggling at [...]

1209, 2016

How are salespeople like NFL teams, and what are the top five traits that separate salespeople at the top from salespeople at the bottom?

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How are salespeople like NFL teams, and what are the top five traits that separate salespeople at the top from salespeople at the bottom? This weekend was the start of the NFL season, and we [...]

2608, 2016

Do you Chunk? How more is ruining your business

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How much time do you have to capture a potential buyer’s short term memory to sell you products? 5 seconds, 30 seconds, 1 minute? But wait… you have so much to offer. Many companies think [...]

2607, 2016

Dead Man Walking Have your salespeople given up or are they just extinct?

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Many companies struggle with a sales cycle that is too long or are challenged with salespeople who will not call prospects they don't know. As a result, many salespeople spend too much time with prospects [...]

2606, 2016

The BIG Lie! If you show them how they will do

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What exactly is "The Big Lie"? It's the words "More sales training." Becoming a big success in business almost never comes from spending money on more training. There's training for just about everything regarding sales. [...]