What do James Franco, Daniel Craig, and Mo’Nique all have in common? They’re described as actors who bring gravitas to their roles on the big and small screens.* Another is Sir Patrick Stewart, who embodied gravitas as Capt. Jean-Luc Picard on Star Trek: The Next Generation. Picard had power and authority. He commanded respect. When he… Read More
The Complete Guide to Sales Training Success
Sales training is often approached with a car wash mentality: You’re in, you’re out, and you’re ready to sell. But this isn’t how real learning happens. This isn’t how you help sellers raise the bar and change how they sell. It’s time for an entirely new approach to sales education; an approach that overhauls the… Read More
The End of the End of Solution Sales
Since articles like “The End of Solution Sales” and “Selling is Not About Relationships” were published in the Harvard Business Review, there’s been a lot of disagreement in the sales world about what’s working and what’s not. The arguments behind these articles were steeped in data. The arguments against these articles seemed more based on… Read More
TIME Management: How to Manage Your TIME Better
To get more done in the time you have, you need to think of time in 4 levels and understand your time habits: Most time management systems are too complex. Do (and don’t do) a few simple things and you can reclaim significant lost time, then spend that time the way you want. Almost everyone… Read More
Virtual Selling Skills & Challenges
What are the top challenges sellers face as they transition to virtual selling? How effective are sellers in the virtual space? What factors have the greatest influence on buyers’ purchase decisions when buying virtually? What are the most common mistakes buyers encounter virtually? We answered these questions and more in our latest research on virtual… Read More
What is Insight Selling?
Think about someone you seek out when you’re working through a challenge. They help you think things through, see what’s important. They ask the right questions. They listen. They don’t just give you answers—they help you come up with them. On the other hand, they’re not afraid to tell you what they think, share their… Read More
When Win-Win Is Not the Best Sales Negotiation Approach
You’ve been working on a sale for 4 months and everything’s going great. Your potential customer, the decision maker, is talking as if the deal is done. But before final sign off, you must meet with the CFO. You get to the meeting. The CFO is icy. She opens by saying, “I have a hard… Read More
Why Sales Training Fails
Consider this: Companies spend $3.4 to $4.6 billion on sales training providers each year1 9 out of 10 sales training initiatives have no lasting impact after 120 days2 That’s billions of dollars being wasted on sales training every year, with little to show for it beyond short-term, short-lived gains. But it doesn’t have to happen… Read More
Your Offerings Don’t Matter (Or Do They?)
Sell the product benefits. Book the demo. Get them a free trial. Present the pitch deck. We hear these ideas from sales pundits all the time. We want buyers to experience our product or service and see everything it has to offer. We develop long presentations and demos showing them the ins and outs and… Read More