Four Trends in Business-to-Business Sales

Dave Stein

Years ago I heard this aphorism: “The only thing that never changes is that things always change.” This is certainly the case in business-to-business selling. Successful salespeople anticipate changes in the market by watching trends and adapting where appro... More »

Survey Says: Only 13 Percent of Sales Conversations Use Whiteboards

Findings from a recent Corporate Visions survey reveal a lack of visual storytelling techniques among marketing and sales teams—specifically, that only 13 percent of salespeople use an interactive writing surface such as a whiteboard to support their customer conv... More »

Sales Training RFPs: What You Need to Know

Here's a closer look at sales training RFP—from both the buy-side and the supply-side perspectives. More »

The ABCs of Social Selling: Always Be Connecting

Jill Rowley

The modern sales professional is actually not a seller, but is someone who helps people buy. This is someone who helps the buyer understand his problem, helps the buyer understand there's a solution to the problem, and helps the buyer understand why her company is uniqu... More »

STATE OF SALES TRAINING 2012

The purpose of ASTD’s The State of Sales Training, 2012 is to provide insight into sales training efforts within various organizations so that members of the sales training community can tailor their programs to help each sales team member reach his or her full po... More »