The Nine Acts of Sales Leadership
If you want to improve your company’s sales culture, you must first understand this: The sales function is a series of processes.…
Continue ReadingSix Critical Processes for Sales Leaders – Action Selling ® In Action
In the real world, how is it, exactly, that a concentration on the 6 Critical Sales Leadership Processes contributes to your efforts…
Continue ReadingTQM for Sales Leadership? Yes!
The primary role of all sales leaders is to deliver profitable revenue to the company. To be a great sales leader, therefore,…
Continue ReadingSales Leaders: Born or Made? – Action Selling ® In Action
A lot of companies are talking these days about “sales culture.” It’s pretty hard to develop a great sales culture without a…
Continue Reading“One Call” Close Not Dead Yet? – Action Selling ® In Action
One wouldn’t normally think of a CPA firm as remarkable example of a thriving sales culture. But “remarkable” is exactly how I’d…
Continue Reading“One Call” Close Not Dead Yet?
If you’re an Action Selling ® Certified salesperson, you’ve already stepped on the accelerator to move deals forward faster. If you’re average,…
Continue ReadingHow Do You Know If Your Sales Force Is Good?
If you’re wondering whether your sales force is “good,” basing your measure on quota attainment alone is probably not the best way…
Continue ReadingBlessings From Management – Action Selling ® In Action
“If you want to get top management’s blessing to continue training sales reps, you’d better deliver an ROI,” says Tyler Benson, sales…
Continue ReadingBlessings From Management
How can you prove to skeptical management that sales training works? It’s one of the oldest questions in the industry, and it’s…
Continue ReadingIt’s Not What You Sell, It’s How You Sell – Action Selling ® In Action
Tyler Benson is the sales training manager for CHS Inc., a Minnesota-based Fortune 100 company owned by stockholders including agricultural cooperatives, farmers,…
Continue ReadingIt’s Not What You Sell, It’s How You Sell
I keep hearing that making sales today is more difficult than in the past. The trouble is, I’ve heard the same thing…
Continue ReadingHow to Train Your Way Out of a Sales Slump – Action Selling ® In Action
CHS Inc. is a Minnesota-based Fortune 100 business owned by agricultural cooperatives, farmers, ranchers, and other stockholders. Tyler Benson, CHS sales training…
Continue ReadingHow to Train Your Way Out of a Sales Slump
Yes, I know that the landscape is littered with false promises and terrible advice about how sales training can help your company…
Continue ReadingI Object! (To the Way You Define Objections) – Action Selling ® In Action
Companies that introduce Action Selling ® to their salespeople—or Action Selling ® CRP to their customer relationship professionals—find it remarkable that so…
Continue ReadingI Object! (To the Way You Define Objections)
Nine out of 10 salespeople can't cope effectively with stalls and objections. Since every salesperson confronts stalls and objections pretty often, you…
Continue ReadingNo Detours! Why Must You Leave the Sales Path Just to Handle an Objection? Action Selling ® In Action
Handling stalls and objections becomes a whole new ball game for salespeople and customer-relationship professionals who are introduced to Action Selling ®.…
Continue ReadingNo Detours! Why Must You Leave the Sales Path Just to Handle an Objection?
Every salesperson runs into stalls and objections from customers. Every sales-training company teaches methods for handling them. Yet despite all that training,…
Continue ReadingStalls VS. Objections: Action Selling ® In Action
BerganKDV is a leading regional accounting and professional-services firm serving the Upper Midwest. Since Bergan introduced Action Selling ® CRP to its…
Continue ReadingStalls VS. Objections: No, They Don’t Have the Same Solution
Everyone who has spent much time in a sales role has heard plenty of stalls and plenty of objections. Every sales training…
Continue ReadingOpening a Sale – Action Selling ® In Action
A great example of an organization that fully understands the importance of "opening a sale" before you try to gain someone's commitment…
Continue ReadingHow to Open a Sale
I hate the term "close" as it applies to sales. The word implies that you are ending or shutting down something. The…
Continue ReadingWhy 64% of Salespeople Don’t Close – Action Selling ® In Action
Quiktron Inc. of Albania, Iowa, sells cable-connectivity solutions to the datacomm and telecommunications industries throughout North America. Christine Corbine, Quiktron's Director of…
Continue ReadingA Toolkit for the Best Year in the History of Your Company
Regardless of how much education you’ve had, you can always learn more. When your profession is sales communications, and you want to…
Continue ReadingFire Your Tailor: Why Tailored Sales Training is Not the Answer
I have consulted with hundreds of companies over the years, and I can’t tell you how many times I’ve heard the comment:…
Continue ReadingReplay the Call…And Strike Gold
Thanks to some ideas he picked up in a recent Action Selling ® workshop, Ken Prenger returned to his job and rescued…
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