“When we chose sales training programs and sales coaching based on the Action Selling ® system, my hope was that we would be able to translate a higher percentage of our pipeline into business,” says Lori Meredith, director of sales for Knowledge Learning Corp. (KLC), the parent of KinderCar...

Why do so many deals take so long to close? And what part do salespeople themselves play in dragging out the sales cycle? It’s hard enough just to get business out there. If salespeople make the process take longer than it should, that’s a serious problem. Sure, on occasion some external factors...

Thomas Petroleum, a fuels and chemicals supplier based in Texas, got a couple of pleasant surprises after it supercharged its sales team’s selling process with sales training programs and sales coaching based on the Action Selling ® system. One surprise was that the training improved the p...

How long is your sell cycle? And how accurate are your projections about business in the pipeline? Let me guess: “Too long” and “don’t make me laugh”? A key benefit of truly great sales training programs, coupled with great sales coaching, is that they can speed up the ...