Tag Archives: sales

Five Important Questions for New Sales Leaders

For those of us who’ve been promoted or newly hired to lead a sales organization or part of one, there are some common and weighty questions we all find we need to address. By my count, there are at least five important questions for new sales leaders to address if they hope to succeed in […]

It’s Time to Transform Sales Training

sales training

The sales training industry is way overdue for transformation.  How we know?  First, we’re veterans of the sales training industry, and we’ve both spent time on the inside of multiple sales training vendors. And we’ve found the vast majority of client engagements last two years or less. Second, most companies who invest in sales development […]

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. […]

Pivot, Drive, and Accelerate Your Sales Process

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 […]

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 […]

The Elephant In the Sales Training Room

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 […]