Categories for Sales Blog
July 14, 2015 8:00 am
Published by Michael Boyette
According to research, people who like to comparison shop, take their time and think things over are likely to make lousy salespeople. Read on to find out why.
July 7, 2015 10:07 am
Published by Michael Boyette
Should we train salespeople to be less pushy? Well, it depends…
June 30, 2015 11:48 am
Published by Michael Boyette
People who knew nothing about sales could predict a sales manager’s effectiveness based on 20-second clips of a conversation.
June 23, 2015 12:30 pm
Published by Michael Boyette
The most effective way to encourage students to consider a career in sales: have a salesperson teach a lesson.
June 17, 2015 8:00 am
Published by Michael Boyette
Is there really such a thing as a “typical” profile for top salespeople? Are there certain personality and psychological traits that the best salespeople have in common? Yes, according to…
June 9, 2015 11:31 am
Published by Michael Boyette
We all know that sales-skills training doesn’t stick without practice. But it’s hard enough to get reps together for the training itself, much less for follow-up practice. And you certainly…
May 29, 2015 4:45 pm
Published by Michael Boyette
Conventional wisdom suggests that before you can get people to buy in to training, you have to sell them on the benefits. But does that approach help or hurt?
May 19, 2015 2:12 pm
Published by Michael Boyette
In sales training, a good example is hard to create. So make the most of them.
May 11, 2015 5:40 pm
Published by Michael Boyette
From an evolutionary standpoint, learning is a critical function, on par with running faster or sharper teeth. It starts at birth and happens every minute of every day. It’s as…
May 5, 2015 10:52 am
Published by Michael Boyette
In last week’s post, I highlighted some ideas from our recent Webinar with Steve Von Hoene on sales onboarding. For attendees, the #1 onboarding issue — by far — was…
