October 24, 2016 4:03 pmPublished by Mike BoyetteLeave your thoughts
Sales expert Dave Kahle offers four ideas on how to not speak ill of the competition, even if they deserve it.
October 11, 2016 9:13 amPublished by Mike Boyette1 Comment
Managing off-site reps poses special challenges to sales managers. What are the important things to keep in mind? Read on to find out.
September 27, 2016 9:24 amPublished by Mike BoyetteLeave your thoughts
Whether reps sit or walk while doing their cold calls can make a difference. Read on to learn more.
September 12, 2016 12:31 pmPublished by Mike BoyetteLeave your thoughts
Want to know how a cup or two of coffee shared with a customer can help reps be more persuasive? Read on.
August 2, 2016 10:26 amPublished by Mike BoyetteLeave your thoughts
Behavioral research confirms how strongly buyers are influenced by the sight or sound of their own names. Read on to learn more.
July 5, 2016 9:52 amPublished by Mike BoyetteLeave your thoughts
If the “compliment sandwich” doesn’t work as a feedback technique, why are so many managers still using it? Read on to learn more.
June 7, 2016 10:00 amPublished by Michael BoyetteLeave your thoughts
If your salespeople are burning the candle at both ends — or staying out late carousing with customers — they might not be learning much — from training sessions, from…
May 11, 2016 3:17 pmPublished by Michael BoyetteLeave your thoughts
Actually getting people to say “yes” out loud matters. Restaurant hostesses who took reservations over the phone typically told callers, “Please call if you have to cancel.” Changing to a question: “Will you please call if you have to cancel?” — and waiting for a “yes” response — increased compliance by 33%.
April 26, 2016 11:48 amPublished by Michael BoyetteLeave your thoughts
As Daniel Pink points out in his book “To Sell Is Human,” salespeople aren’t the only ones who need to know how to sell. Sales and sales training is all about influence — getting others on board with your vision and enlisting their support to make that vision a reality.
April 12, 2016 11:04 amPublished by Michael BoyetteLeave your thoughts
According to a new report from Deloitte, employees don’t just want training on what the organization deems important. They want training that’s important and relevant to them.
