Chat with us, powered by LiveChat

Author Archives: Dan Smaida

Getting More From Sales Training: Three Strategies and A Bobsled Analogy

Companies spend a massive amount of time, energy, and money on sales training, only to find the vast majority of the effort wasted.  If you’ve ever been to sales training where the manager or facilitator exhorts sellers to take “one good idea” from an entire day (or two) of training, you know the story. Why […]

What is Specialized Sales Development?

specialized sales development

How’s this for a Mission Statement?  Specialized Sales Systems exists to help companies build their own specialized sales systems that drive revenue growth. Breakthroughs in technology and process make this process better and cheaper than traditional sales training. It sounds clear to us, but as Matt McDarby and I began sharing our message with the […]

What is a Sales Development System?

What is a Sales Development System? If you’re unfamiliar with the term “Sales Development System,” it may be because the sales training discipline historically suffers from a lack of systems thinking!  Now is the time to familiarize yourself. Systems thinking is required if you need your sales force to take results to the next level. […]

Sales Meeting Reengineering: Cut Off The Talking Heads!

cut off the talking heads

Today we’re talking about talking heads, and how to manage a traditional – and limiting – staple of the sales meeting. In my last article, we looked at the unique value of sales meetings – the chance for sellers to: Interact with the company Learn from each other Practice their craft These are active, lab-type […]

BYO Sales Training: Hockey Edition

BYO Sales Training

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 […]

Make Your Sales Meetings Less Boring!

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 […]