Learning & Development
How to Find Fulfillment in Sales by Serving Others
What do you really want? It’s a good question. Some of us have an easy answer, while others struggle to describe what they really desire. Either way, the answer to that question is usually the prevailing theme of our day, whether you’re at work, dinner, or even on vacation. If you’re like me, you constantly…
Read MoreWhat Has the Most Impact on a Sales Rep’s Performance?
I have spent the last 25 years singularly focused on answering one question: How do you improve a sales rep’s performance? I know there may be higher callings in life, but this is the path I’ve chosen… and this path has led me to the realization of what is the most important ingredient to not…
Read MoreAn Insider’s Guide to Choosing the Right Sales Training Partner
This may sound familiar… You’re attempting to vet a few training providers, and as you navigate the process, you realize that choosing the right firm is far from easy. Way too often, learning leaders fail to get what they want because there are a lot of intangibles. And honestly, the training providers are better…
Read MoreWhat is a Sales Person’s Role in 2020?
There is a lot of buzz right now in the industry about redefining a sales person’s role. Candidly, I agree with where the current research is heading. For far too long, sales has been too simply defined by activity, pipeline, and quotas. While those are all extremely important, I think we need better clarity on…
Read MoreThe #1 Mistake Sales Reps Make When Prospecting Virtually
My opening premise for this topic may fall under the category of “hard pills to swallow,” but hear me out… As people, we are born self-centered; as salespeople, we take our “self-centered” ways into our attempts at prospecting and selling. The purpose of this article is to reframe how sales reps should approach prospecting to…
Read MoreVirtual Selling Tip: Uncover Decision-Drivers Using the “Eye Doctor Test”
For help navigating the transition from in person to virtual selling, check out this tip from ASLAN CEO Tom Stanfill.
Read MoreHow to Start a Virtual Conversation (Hint: No One Is Interested In Your Photo Album)
The beginning of any sales relationship is most difficult. Actually picking up the phone or crafting that first email can be intimidating. If you have been selling face-to-face over the years, this is even more frightening now that we are all conducting business virtually. Remember this one thing when you start ANY conversation: no one…
Read MoreILT to vILT Transition: 5 Problems and Principles
There are 3 beliefs that organizations and companies tend to have regarding virtual instructor led trainings (VILTs). Not everyone may subscribe to these beliefs but in general, there is an assumption within our industry that: Virtual is boring Virtual is less effective Virtual is all the same While the majority may subscribe…
Read MoreHow to Deliver the Perfect Virtual Presentation – Part 3
Up to this point in the series, we’ve been focused on creating a framework and setting the stage for a drop-the-mic presentation. In Part 3, I want to shift to delivery. Here are 8 pro tips on ensuring the perfect performance. 1. Too Little is Better than Too Much The first step…
Read MoreHow to Deliver the Perfect Virtual Presentation – Part 2: Controlling the Stage
As explored in Part 1, the first step to delivering a killer presentation is understanding the right framework. Here I want to explore another critical element of the perfect performance – controlling the stage. Remember, it’s your performance, but way too often sellers allow the customer to determine the stage, the “sound system,”…
Read More