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How to Build a Blended Sales Training Curriculum That Gets Results

Sales training can be part of a well-designed solution set that radically improves sales performance. It can also be a tremendous waste of time, energy, and money. To get results, you need to implement sales training within the framework of an Sales Learning System, which I’ve written about previously. In this post, I’ll offer ideas […]

Transform Your Sales Results with a Systems Approach – Part 5: Sales Management

In Part 1 of this series, I shared my belief that the solution to many of our current sales problems, and a viable vehicle for radically transforming your sales results, is a Systems Approach to Sales. The four systems I recommend as a starting point are: In Part 2 of the series, I highlighted the Sales Selection System. In Part 3 […]

Transform Your Sales Results with a Systems Approach – Part 4: Sales Learning

In Part 1 of this series, I shared that the solution to our current sales problems and the vehicle for transforming your sales results is a Systems Approach to Sales. The four systems I cited are: Sales Selection System Sales Support System Sales Learning System Sales Management System In Part 2 of the series, I detailed the Sales Selection […]

Transform Your Sales Results with a Systems Approach – Part 3: Sales Support

In Part 1 of this series, I shared that the solution to our current sales problems and the vehicle for transforming your sales results is a Systems Approach to Sales. The four systems I cited are: In Part 2 of the series, I highlighted the Sales Selection System. In this Part 3 post, I will share […]

Transform Your Sales Results with a Systems Approach – Part 2: Sales Selection

In part 1 of this series, I wrote about the challenges we face in the sales profession and shared my opinion that… …the solution to our current sales problems – and the vehicle for transforming your sales results – is a Systems Approach to Sales. There are many sales systems, but the four I prioritized […]

Transform Your Sales Results with a Systems Approach – Part 1 (Overview)

It Ain’t Easy, Making Green With apologies to Jim Henson and Kermit the Frog for that header, and apologies to you for the poor attempt at humor, I think we can agree that the road to sales performance improvement is a noble yet challenging path. If you work in sales leadership or a sales performance […]

Sales Enablers: For Best Results, Focus on Sales Force Performance (not Sales Reps)

I’ve been reviewing sales enablement job descriptions lately. As members of the burgeoning Sales Enablement Society (and almost anyone close to the Sales Enablement market) will tell you, “sales enablement” means different things to different people, and is being executed differently in different organizations. This certainly is apparent in the job descriptions I’ve reviewed. There’s […]

Craft a Practical & Powerful Sales Value Proposition

  Reality Check Stop and think for a moment about the difference between the average high school theater production and an Oscar-winning movie. Got that in your head? Now, do the same with the average high school orchestra and the Chicago Symphony Orchestra (the “other” CSO). Clear? Now, do the same comparison for the average […]

How Sales Training & Sales Managers Can Partner to Drive Results

There’s a lot of talk these days in the sales enablement community about the need for sales and marketing alignment.  I wish I saw more of it actually happening, but I’ve written about it, too, and see the need, so you certainly won’t hear me disagreeing.  When it happens, the results can be impressive:  less […]

The Simple Truths About Selling

It is a riddle, wrapped in a mystery, inside an enigma; but perhaps there is a key. ~ Winston Churchill. Complex B2B selling is not easy, but it is a lot simpler than some want you to believe. I think it makes sense to step back sometimes, and take a look at things through another lens. […]