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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I love Cinderella stories – when someone overcomes impossible odds to do something great. It doesn’t matter if it’s an athlete, teacher, rockstar, mom, politician, or accountant, the story always moves me.  This weekend I heard a new one. As Josh Allen, the quarterback for the Buffalo Bills, was about to take his first snap…

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Why Sales Training Programs Aren’t Exclusively A Front-Line Responsibility

In our previous post, What’s More Important in Top Sales Training Courses: Measuring Behaviors or Outcomes? we discussed the importance of measuring the effectiveness of sales training courses by behaviors rather than outcomes. In this blog post, we’re highlighting another leading problem with sales training programs: focusing the initiative exclusively on front-line employees rather than…

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What Is the Best Way to Train Salespeople? ABC’s Shark Tank Has 3 Ways to Get More Sales Meetings

“Welcome to the Shark Tank.”  The name itself just screams inviting, cozy, and domesticated, right?  Here’s the show slug: “Budding entrepreneurs get the chance to bring their dreams to fruition in this reality show from executive producer Mark Burnett. They present their ideas to the sharks in the tank — titans of industry who made…

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