Categories for Sales Blog
April 26, 2016 11:48 am
Published by Michael Boyette
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 am
Published by Michael Boyette
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.
March 29, 2016 10:03 am
Published by Michael Boyette
Ah, spring. The time of year when a young man’s (or woman’s) fancy lightly turns to thoughts of … buying stuff? As the weather warms up, many salespeople will be…
March 1, 2016 1:04 pm
Published by Michael Boyette
Chances are, you’ve heard of some over-the-top gimmicks to get a meeting with a highly important prospect. For example, you might send a valuable gift with something missing — a…
February 9, 2016 12:05 pm
Published by Michael Boyette
Research suggests that there’s a simple step you can add to role plays that helps people apply what they’ve learned. You’ll probably recognize it from high school.
February 2, 2016 11:00 am
Published by Michael Boyette
One of the key lessons of Moneyball, the legendary book and film about the statistical revolution that transformed Major League Baseball, is that the yardstick you use to measure success makes all the difference.
January 26, 2016 12:00 pm
Published by Michael Boyette
I once went to work for an organization (which shall remain nameless here) that had a long-established and well-defined process for bringing in new business. The CEO oversaw it personally….
January 19, 2016 10:25 am
Published by Michael Boyette
Imagine you’ve trained salespeople on a tough sales skill — say, how to engage a prospect in the first 20 seconds of a cold call. Everyone has rehearsed the new…
January 12, 2016 10:30 am
Published by Michael Boyette
A global study suggests four ways that sales trainers can make their e-learning videos more memorable and useful.
January 5, 2016 1:10 pm
Published by Michael Boyette
As we begin a new year, do you feel the ground shifting under your feet? I do. And I believe that 2016 will be a watershed year for sales training….
