Categories for Sales Blog
September 22, 2015 11:32 am
Published by Michael Boyette
Until about 30 minutes ago, I’d never heard of Pecha Kucha. If you’d asked me, I’d have guessed it was some brand of Indonesian hot sauce. I would have guessed…
September 15, 2015 11:19 am
Published by Michael Boyette
Buyers feel bombarded by too much information, and that creates an opportunity for a well-trained, knowledgeable rep to add significant value.
September 8, 2015 1:48 pm
Published by Michael Boyette
Change doesn’t happen without failure, so an organization that wants change needs to embrace failure.
August 28, 2015 4:45 pm
Published by Michael Boyette
A new study suggests that implementation intentions can also have a big impact on sales training. Specifically, it can help solve that pesky problem of training transfer — getting salespeople to actually change their behavior based on what they’ve learned.
August 25, 2015 1:24 pm
Published by Michael Boyette
New research suggests that one of sales managers’ most time-honored motivational tools — the leaderboard — may be doing more harm than good.
August 18, 2015 10:40 am
Published by Michael Boyette
Here’s a quick tip you can use to help salespeople sharpen their presentations. It has nothing to do with style or content. It’s all about how the presenter feels.
August 11, 2015 10:56 am
Published by Michael Boyette
A long-term customer bails with no warning. A sure-thing prospect fails to convert. Calls don’t get returned. And the funnel’s drying up. A sales rep caught in a rejection cycle like this can get downright demoralized. As a coach, how do you helps reps get through a slump? Read on to find out.
August 5, 2015 9:23 am
Published by Michael Boyette
One of the most common frustrations I hear about sales training is that there’s never enough time to do it right. Sure, sales trainers can put together powerful, time-efficient training…
July 28, 2015 10:12 am
Published by Michael Boyette
We all the know the power of a good example. But what about a bad example? Sales trainers tend to split on this question. Some believe that bad examples show…
July 21, 2015 1:48 pm
Published by Michael Boyette
As sales trainers, we spend a lot of time teaching salespeople WHAT to do. But one of the most challenging skills in sales involves NOT doing something: talking about yourself…
