The Academics of Selling and Women in Sales Leadership

  I recently sat down with Stefanie Boyer, a professor at Bryant University, to discuss the academic side of selling, the importance of women in sales leadership roles, and how practice makes perfect in a selling career. While working on her dissertation for her PhD, Stefanie studied how to train people more effectively in sales.…

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Why and How to Determine the ROI of Your Sales Training Program

Sales training programs are just one of many ways to spend company resources to grow sales. A finite number of dollars is available for a seemingly infinite number of priorities, including product improvement and development, marketing, hiring quality employees, and more. When companies choose to invest in sales training programs, they should have clear and…

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The 4 Stages of Building a New Capability

Building a new capability or skill can be a challenge – whether you’re a sales rep, sales manager, sales leader, or someone just getting back into the gym (quarantine workouts were nonexistent, at least for me). There has been a great deal of research done on what it takes to form a new habit or…

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Every Employee is a Salesperson

This pandemic has leveled the playing field in sales. The way we previously operated no longer works. What used to set us apart as the top player in our space has changed. Demands and needs have shifted. The way we approach and engage our customers has been altered, perhaps permanently.  In talking with sales organizations…

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Increase Your Sales Force Staff Without Adding People

Every company needs sales. As Mark Cuban from Shark Tank once concisely put it, “No sales, no company.” That’s why you have an expert team of sales professionals, ready to close the big deals. It is important to keep in mind, however, that selling  does not end with your sales team. If you want your…

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8 Steps to Selecting a Quality Sales Training Company

Your company leadership has decided that business results could be better, and they’ve identified top-line (sales and service) as where the improvement needs to come from.  After careful scrutiny, it is observed that sales force execution has either stagnated or has never met expectations in the first place. Somewhere, there’s a sales execution gap that…

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The Secret to Building a Coachable Sales Team

I think I found the secret to building a teachable team. You know that imaginary world where everyone on your team is open and receptive to feedback, where defensiveness dies, and the goal shifts from self-image preservation to a hunger for constructive input? How do we get to that dream world? The answer might surprise…

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