Throughout the past 20 years, we have worked with salespeople with varying levels of experience across a broad spectrum of industries. In our work with these clients, we’ve evaluated sales opportunities that were both won and lost. When we’ve asked about the... More »

Sales Enablement

Economy , Business Impact , Selling Skills , Training and Development - General

Calls not getting returned? Prospects telling you your price is too high? Prospective customers asking for three bids? Unable to get to the real decision maker? More »

Sales Enablement

Selling Skills , Beginner Level Content , Training and Development - General , Competencies

You outsold your colleagues and put your company ahead of the competition, so you've just been rewarded with a big promotion to sales manager. Congratulations! Now for the rub: You've gone from being an expert salesperson to an incompetent manager—and on top of th... More »

Sales Enablement

Beginner Level Content , Business Impact , Competencies , Selling Skills , Management Development , Leadership Development

I’m traveling to Warsaw, Poland, next month to deliver two public seminars. After a couple Skype interviews, I discovered that although the United States and Poland are five thousand miles and many, many cultures apart, our sales needs are the same. More »

Sales Enablement

Training and Development - General , Selling Skills , Global Workforce Development

Andy Murray winning this year’s US Open Tennis Tournament was not just one of the great sporting events in the world. Looking deeper, you can see how it’s a great metaphor for not only individual performance, but also the role that a good coach plays in achi... More »

Sales Enablement

Skills Gap , ASTD in the News , Beginner Level Content , Coaching and Mentoring