June 27, 2012 - by Jeffrey Gitomer
You may call them decisions, moments of truth, or actions. Intuitively they focus around value – and your perception of it – or the weight you put toward it as these decisions or actions are taken or made. More »
June 25, 2012 - by ASTD Staff
When it comes to sales strategy, most plans are reactive instead of proactive. This ensures your sales training plans are outdated before they ever reach the market. Furthermore, most sales professionals develop their plans in a bubble, only imparting competencies... More »
June 20, 2012 - by Michael Collins
Senior buyers are inundated with sales calls and can find data anywhere. And yet, ironically, when it comes to choosing a salesperson, senior buyers do not give preference to people who know them. More »
June 18, 2012 - by ASTD Staff
It's becoming more and more expensive to hire new talent, and you can't expect that to change any time soon. So instead of looking outside your company for high performers, you'll need to start building them from within. More »
June 18, 2012 - by Jeffrey Gitomer
When a new sales representative is hired, a company provides what is known as orientation and ramp up. Once those elements are complete, the company believes the salesperson can go out and begin earning money More »
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