Who Should Teach the Sales Training Course?
I feel so strongly about this issue that I recently wrote a white paper on the topic. You can download that paper…
Continue ReadingSales Training in Action: A Speedier Sales Cycle
“When we chose sales training programs and sales coaching based on the Action Selling ® system, my hope was that we would…
Continue ReadingCan Sales Training Accelerate Your Sales Cycle?
Why do so many deals take so long to close? And what part do salespeople themselves play in dragging out the sales…
Continue ReadingQuestions: The Rule of Three
How long should you question customers to ensure that you understand their needs before you try to present your product or service…
Continue ReadingAction Selling ® COACH Program
https://youtu.be/nX5go3hy-Yw TAKE OUR FREE SELLING SKILLS ASSESSMENT ABOUT DUANE SPARKSDuane Sparks is founder and chairman of The Sales Board, the authoritative source…
Continue ReadingSales Training in Action: Do You Understand Your Own Sales Process?
How's your sales process working? Let me clarify. I don't mean your sales system. If your sales training programs and sales coaching…
Continue ReadingWhy Milestones Matter
What is the process by which sales actually occur in your company? I'm not talking about a sales system, such as Action…
Continue ReadingSales Training in Action: Be a Partner, Not a Peddler
Think about the sales training programs and the sales coaching activities you have experienced. Did they prepare you to be an advisor…
Continue ReadingPartner or Peddler?
Action Selling ® could as easily be named Action Advising. This becomes strikingly obvious when the system is used by professionals whose…
Continue ReadingAction Selling ® Awarded Top 20 by Training Industry
The Sales Board, Creator of Action Selling ®, is again a Training Industry Top 20 Sales Training Company. Selection as a 2015…
Continue ReadingSales Training in Action: Want Trust? Then You Need to Listen
In the world of professional services, sales success is rarely about demonstrating more expertise in your field than the next person. Instead,…
Continue ReadingGain Customer Trust With One Simple Step
If you want to forge a long-term relationship with a client, what is the most important skill you can have? If you…
Continue ReadingSales Training in Action: The Real Secret in the Secret Sauce
In my firm's monthly eCoach newsletter, I've been writing about our clients' success stories for nearly 25 years. Each story describes a…
Continue ReadingIt’s All About the Plan
In sales, a lot of deals are won (or lost) in the pre-call plan. If the sales training programs and sales coaching…
Continue ReadingSales Training in Action: Take Sales Skills to the Trade Show
Orange Tree Employment Screening of Minneapolis is in a highly competitive and price-driven business: It does background screening and drug testing for…
Continue ReadingWhy Not Take Your Sales Skills to the Trade Show?
You say you have discovered and implemented a great sales training course, one based on a great sales system? And the system…
Continue ReadingSales Training in Action: Speed Up Your Sell Cycle
Thomas Petroleum, a fuels and chemicals supplier based in Texas, got a couple of pleasant surprises after it supercharged its sales team's…
Continue ReadingFrom Sell Cycle to Success Cycle
How long is your sell cycle? And how accurate are your projections about business in the pipeline?Let me guess: "Too long" and…
Continue ReadingHow to Win Over a Competitor’s Customer
What can you do when a prospect says, "Thanks, but we have a strong relationship with another supplier and feel that we…
Continue ReadingSales Training in Action: How to Escape the Price Trap
Action Selling ® client Dr. Mark Page, an optometrist with Phoenix eye clinic Arizona’s Vision, recently asked for some sales coaching help.…
Continue ReadingStruggling to Get Time With Customers?
Sales Training & Sales Skills that Sell TimeSurvey data from The Sales Board shows that 45% of salespeople lack the selling skills…
Continue ReadingSales Training in Action: Will Your Sales Training Program Get Results?
How do you know that the sales skills your reps are learning in the sales training programs they attend will serve them…
Continue ReadingCan You Prove Your Sales Training Works?
If you ask most training suppliers for objective evidence to backup their claims about a program’s virtues or its impact on business…
Continue ReadingSales Training in Action: It’s Never Too Late
Here is a message I got from a sales training client who sells industrial pumps:“One of our potential customers is a company…
Continue ReadingFrom ‘Where am I?’ to ‘Where is my buyer?’
To have a real impact on business results, sales training programs and sales coaching efforts must be grounded in a great sales…
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