Sat.Apr 14, 2012 - Fri.Apr 20, 2012

Sales Training Connection

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A sales leadership lesson from IBM’s Executive School

Sales Training Connection

Lessons from IBM for Sales. Way back in 1955 when the average cost of a new car was $1,900 and a gallon of gas was 23 cents, Louis Mobley was given a blank check by Tom Watson, IBM’s CEO, to create a school for training IBM executives. The first step he took was to locate a group of the very best executives he could find. Then he developed a battery of test to find the skill sets they had in common.

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Sales tip – working a conference

Sales Training Connection

Sales Tips. Sales reps often find themselves at industry conferences or other large meetings where they should be networking. However, in too many cases sales reps fail to optimize the opportunity because they aren’t sure what to do. So, by default, they end up spending time on activities like waiting in line to share a moment with a keynote speaker – which will be forgotten by the speaker and hence a waste of networking time for the sales person.