| Below is a list of articles with the most recent ones listed first. |
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Four Tips for Performing Sales Research |
Topic: Sales Training |
| Performing some sort of sales research can have a direct improvement on sales performance. A few areas that we can focus some time collecting information are the company, the industry, the people, and the competition. Not only will having knowledge in these areas give us more power by enabling us ... |
| Published: Sunday 06 November, 2011 |
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Sales Role-Play is a Key to Success |
Topic: Sales Training |
| Sales role-play is a minor step that we can take that deliver tremendous results. Role-playing refers to the act of two or more people playing out a particular scenario. Applying to this to sales, we can role-play many different scenarios in the sales cycle including cold calling, fielding objecti... |
| Published: Sunday 25 September, 2011 |
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Six Tips to Improve Selling |
Topic: Sales Training |
| The great thing about sales is that adding extra effort does not always improve selling. Why this is great is that there are very clear and practical things that we can do to immediately improve results. |
| Published: Sunday 04 September, 2011 |
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Using Sales Role-Play to Improve Sales Performance |
Topic: Sales Training |
| Working as a sales person can be very challenging and sales role-play is one tool that can be used to decrease uncertainty of how a sales person is going to perform. Role-playing refers to two people practicing a sales scenario with one person being the sales person and the other being the prospect... |
| Published: Saturday 27 August, 2011 |
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Four Benefits of Cold Call Training |
Topic: Sales Training |
| Just about every sales organization would like to improve cold calling results and might be able to benefit from cold call training. Either current cold calling results are currently not good and they need to be improved or the current level of performance is acceptable but driving even better resu... |
| Published: Saturday 13 August, 2011 |
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The Value of Cold Call Training |
Topic: Sales Training |
| Just about every sales organization performs some sort of cold calling. And most of those organizations incorporate some sort of training for their sales staff. The training may include some information on the products and services that are being sold, maybe some information on the company systems... |
| Published: Monday 27 June, 2011 |
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Analysis of a Telecom Purchase to Improve Sales Performance |
Topic: Sales Training |
| I recently called a communications provider to inquire about purchasing data/connectivity services and there were a number of things that the telephone sales person could have done better. This article will provide a quick analysis of what he did an what he could have done differently to improve sa... |
| Published: Sunday 15 May, 2011 |
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Align With the Prospect's Buying Processes for Sales Excellence |
Topic: Sales Training |
| Once we clearly understand the main stages of a prospect’s buying process, and we are aware of the stages that we go through in our selling process, we can then work to align the two throughout the sales cycle to drive sales excellence. |
| Published: Sunday 10 October, 2010 |
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Dissect a Selling Process to Improve Sales Effectiveness |
Topic: Sales Training |
| In a recent article, Understand the Buying Process to Improve Sales Effectiveness, an example of a buying process was outlined. Just as there is a step-by-step buying process, there is also a step-by-step selling process. By understanding the different stages that a prospect goes through and the d... |
| Published: Saturday 09 October, 2010 |
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Dissect a Buying Process to Improve Sales Effectiveness |
Topic: Sales Training |
| Have you ever been window shopping and a sales person tried to aggressively close you as if you were looking to purchase that day. How did that make you feel? Did it push you away? On the other extreme, have you ever been ready to pull the trigger but a sales person did not take you seriously enou... |
| Published: Friday 24 September, 2010 |
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