Posts by Marc Lamson

How Can You Measure the Success of Sales Training?

How Can You Measure the Success of Sales Training?

So, how can you measure the success of sales training? You have to ensure your internal presentation on measuring sales training is successful. There are few things that have a more direct impact on the execution of your existing sales team than sales training.  Despite this, sales training can get a bad rap for reasons…

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The Problem with Sales Techniques

The #1 Technique to Becoming a More Effective Seller:  Don’t Focus on Techniques As I read all the advice and articles posted about the secret, magical words to say to a sales prospect that will always make them say yes and become a customer, I hope that everyone is reading the fine print: These ‘techniques’…

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The Secret of the One Percenters

Have you ever witnessed greatness? I’ve been fortunate enough to be able to personally watch some of the greatest athletes of all time. I’ve experienced the unrivaled performance of Michael Jordan, Nolan Ryan, Dale Earnhardt Sr., Peyton Manning, Tiger Woods, and even Trevor Brazile (every blog needs a rodeo reference). I can testify to some…

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Anatomy Of A Bad Sales Manager

It seems to me that every sales VP attended a secret meeting in Vegas a few years ago and they all came to a consensus as to what was the most important focus area for hitting quotas – the front line sales manager. Overnight, it appears, everyone now agrees that the best way to impact…

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The Customer is NOT Always Right

The customer may know what they want, but not always what they need. Despite the incredible effort companies make to provide all the answers on their websites, along with a number of self-help tools, customers will always call. Maybe they don’t have a computer. Maybe they tried the website but didn’t have any luck. Maybe…

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Selling Without Headlights

When you were a kid, did your dad ever turn the car’s headlights off while driving at night to scare you? Mine did. It was scary, but fun all at the same time. And, so, as a son now turned Dad, I have carried on the tradition with my kids, only five or six times…

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