Journal Sales Study Training 
Score More Sales
JUNE 13, 2012
Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. The study was published today with 226 midmarket companies participating – we are just focusing on the midmarket CEOs for this post.
BrainShark
SEPTEMBER 10, 2023
The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? It’s no surprise that 20% of salespeople say their training needs a complete overhaul. What about sales training programs?
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Sales and Marketing Management
JUNE 14, 2020
The Wall Street Journal reports that Skift Inc., It used to be an obligation, where you had to get up, put on a bad tie, get on a train and go to work. Studies show that people who predominantly work from home are promoted less, says Nicholas Bloom, an economics professor at Stanford University. Young people want an office.
The Brooks Group
OCTOBER 31, 2018
At The Brooks Group, we train sales professionals to use a 3-deep questioning strategy during conversations with prospects and customers. The strategy (which we’ll outline below) allows a sales rep to uncover the wants and needs of the buyer—and even the unstated emotions that will ultimately impact purchasing decisions.
Sales and Marketing Management
JANUARY 3, 2018
Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers. the sales manager?—?to
The Digital Sales Institute
NOVEMBER 9, 2021
Sales training topics that actually get results can be challenging to nail down. There is the hard sales skills V soft sales skills debate not to mention social selling, customer profiling, outreach tactics and all the steps in the sales process. The rise of relevance in sales.
Richardson
DECEMBER 3, 2019
For most of us, this kind of assessment instills anxiety, but a study published in the Journal of Experimental Psychology may finally lay that anxiety to rest. Pretesting. Traditionally, tests serve as a tool for measuring what we know. The researchers examined if failing a test can improve future learning.
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