Pivot, Drive, and Accelerate Sales With a Better Sales Process Not too long ago, I offered a comment on a post, “The Death of a (Traditional) Salesman” by Tony Rodoni from Salesforce. Rodoni’s post was well-written, and it presented a common view that I see in the sales blogosphere. Essentially, Rodoni says the ways of […]
Monthly Archives: November 2017
17
Nov
Nov
What do BYO sales training and hockey have in common? This video highlights a couple of key areas where the lessons of the hockey rink apply to sales training development. In particular, pay attention to these elements: Are you giving your sellers enough time on the “practice ice”? BYO Sales training relies on a controlled […]
07
Nov
Nov
If you’ve planned sales meetings, you know this situation: Putting together the agenda, you notice a couple of things. First, there are a lot of “required” presentations by various talking heads in the company, and they’re BORING. Second, your breakout sessions largely consist of other people from the company (products, marketing, etc.) talking at your […]
02
Nov
Nov
There is an elephant in the sales training room. Someone just called it out…again. A few weeks ago, I weighed in on a LinkedIn post from a contact of mine, Jay Jensen. You can see the whole discussion here, but I will net it out. Jay argued that the very same key principles like “features […]