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…

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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…

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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…

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  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…

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Combined,  over the last 30+ years, I’ve watched and made hundreds of sales presentations. Here’s the most important thing I’ve learned: the best presentation wins, not necessarily the best solution.    There’s just not enough time built into the decision-making process for the proper amount of due diligence. Plus, study after study has been proven…

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Everyone is talking about how to coach virtually – and that’s a good thing to be focused on. Coaching is every bit as important now as it was a few short months ago; maybe even more so.    However, with the rush to adopt video conferencing and other technology aids, we want to pause and…

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