Mon.Aug 14, 2017

How to build a bloody amazing sales training program


Do you train salespeople just to sell better? If you answer yes, you are taking a very shortsighted view of the role of sales. Yes, sales should be proficient at practicing the detailed “movements” of the sales function, but it must be done with purpose.

Unwritten Codes of Conduct: Five Rules You Won’t Find in the Employee Manual

The Productivity Pro

“Custom, that Unwritten Law/By which the People keep even Kings in awe.” – Sir William Davenant, British poet. Every workplace has written policies and procedures but the more impactful rules are the ones unwritten.

Trending Sources

Jane Gentry Talks Sales Training


Welcome to Sales Training Month at SalesPOP! For all of August, our expert contributors will be focusing on the vital subject of Sales Training. . Statistics show that sales training is not nearly as effective as the goals set for it, or as it certainly should be. How important is sales training?

Three Words That Can Forever Change Your Business

Fill the Funnel

Did you know a few short words can totally change your life? It’s true. For example, the three words us humans long to hear, “I love you.” Even the more cynically-inclined words, “told you so” contain value. But whatever you do, avoid THESE three words at all cost: “that looks infected.”

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

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Why Sales Stupidity is not a Competitive Professional Option

Babette Ten Haken

Sales stupidity is not a competitive, professional option. In fact, sales stupidity never was a viable professional or organizational option. Especially within today’s digitally-connected, globally competitive industrial Internet of Things ecosystem.

5 Outside the Box Presentation Openings that Stand Out with Busy Buyers

Performance Sales and Training

Like the first scene of a movie, the opening of your presentation should grab your audience’s attention, set the stage – and let them know they are in the right theater!

How To Sell Better: Lesson 2 – You Have To Give a S**t

A Sales Guy

I was sitting in the conference room when the rep said; “Keenan, I need your help with a deal.” ” A common request, one I enjoy hearing. I love helping sales reps. However, it’s not just the desire to help that get’s me fired up, but also the questions reps ask. Salespeople ask some of the most motley of questions. It ceases to amaze me the types of challenges salespeople struggle with, or worse create themselves and are then forced to seek guidance in solving.

You Can Be Right And Rich

The Pipeline

By Tibor Shanto – I am not sure where it originated, but we have all heard the question/expression: “Do you want to be right – or do you want to be rich?” A question many managers have asked, and fewer reps have answered.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

The Salespreneur


How does a salesperson survive and succeed in the 21st century? In in this slideshare based on his Whitepaper , Nikolaus Kimla answers that question fully. We could name this persona the New Era Salesperson. We could refer to them (and have) as the Entrepreneur Within The Enterprise.

Why Buyers Buy

Sharon Drew Morgan

I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer misalignment. Seriously? Because the seller didn’t close a sale (That was expected by the seller? In the mythical pipeline?) there was a relationship problem?

Buyer 29

It’s Not About What Your Product Does….

Partners in Excellence

Everyday, I speak with sales people who are struggling. They’ve got a rock solid deal, the customer is qualified and interested. These sales people are eager to educate the customer about their products–and customers are at the point in their buying cycles where they want to be educated. But somehow deals become stalled. Conversations continue, but things don’t move forward.

The Leadership Playbook: But They Made President’s Club Last Year

The Sales Blog

The salespeople that you are unhappy with now made President’s Club last year. Up until recently—very recently—they were doing what was required and expected of them. For years, what they are doing now was the right thing to do, and no one ever told them otherwise. While you are busy being unhappy with the fact that your people haven’t changed to meet your new requirements and expectations, they’re busy trying to figure out why everything has to be different now.

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Handling the Gatekeeper and Engaging Executives

Sales and Marketing

Author: Frank Visgatis, President and Chief Operating Officer, CustomerCentric Selling. Whether making cold or warm calls in trying to find new opportunities, it can be a humbling experience for salespeople. My definition of prospecting is trying to take prospects from latent to active need. Another way to phrase that is to say that: Prospecting is looking for people that aren’t looking.

The Superpower You Wake Up With Each Day.

Dan Waldschmidt

Everything is a choice. You realize that, don’t you? No one can force you to do anything. Make no mistake, other people are going to try to pressure you. They are going to try to force your hand. You might even have a gun to your head at some point — literally or figuratively. But you still get to make the choice. You are in complete control of your life. Even when things seem to be spiraling madly out of control. You’re the one calling all the shots.


Will You Survive Private Equity Ownership?

Sales Benchmark Index

Article Marketing Strategy SBI for Private Equity Chief Marketing Officer CMO marketing strategy pe firm pe firm survival private equity survive a private equity purchase

Right Message, Right Support, Right Sales Content with Jim Burns

Igniting Sales Transformation

I talked to Jim Burns of Avitage in this podcast about how to support B2B value selling sales teams with the right knowledge, communication support, and situation-ready content.

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.