Category Archives for "Online Sales Training"

Online Sales Training is both time saving and effective for salespeople. Getting current information about where to find qualified leads and closing opportunities means the difference between making quota and a good sales income or failing.

Sales Prospecting Techniques that work in the 21st Century

Sales Prospecting Techniques are written about all the time – unfortunately most of what’s said is either outdated or simply wrong. Here is an example of what one famous sales trainer recently wrote, “When I am working with my coaching clients I find that a lack of consistent sales is caused by a lack of […]

Emotional Triggers for Selling

Emotional triggers are really important in selling. When used the right way, they can be extremely effective. People make decisions based on emotion, not logic. Of course buyers have logical sounding reasons for their decisions. We justify with logic but buy on emotion. This goes for any market. A lot of salespeople make the mistake […]

Motivation is the Key

When it comes to selling, being motivated is key. Without it, you’ll never become successful. Selling has a lot of challenges. Whether its deal that goes south or a customer that just can’t seem to be made happy, unless you have significant drive you simply won’t push through. Lack of motivation is one of the […]

How to Avoid Distraction and Prevent Interruption – Top Tips

Many salespeople work from home offices. There are a lot of advantages to working from home. However to be successful a person needs discipline and structure. It is easy to become distracted when you’re working from home. True, you don’t have your coworkers talking about last night’s Dancing with the Stars or showing you photos […]

April 25, 2010

Selling Against the Goal

“Job Title: Sales Rep. Job Responsibilities: Generate Leads. Close Sales. How to Get the Job Done: It’s up to you, my friend.” This is how the book starts and isn’t it TRUE. No-one tells us how and the real help we get as out-in-the-field salespeople is minimal. Few companies are good at generating leads! Most books written on the topic are for management (Lead Generation for the Complex Sale, for example, is a great book, but not for the grunt on-the-ground like me). Other books just rehash cold calling techniques that simply don’t work in this overworked, too busy, voice mail and email business environment.

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March 11, 2010

Selling to Big Companies

There are thousands of books and systems for sales. Almost all of them ignore or minimize the realities of how hard it is today to get into accounts to even begin `selling.’ Few books have little useful information on prospecting or lead generation. No matter how good you are if you can’t get in the door you can’t be a solution, strategic, customer-focused, closed sub (Sandler), or ad nauseam `flavor of the day’ seller. This book, coupled with “Selling Against the Goal” has replaced 90% of my selling library and is an indispensable read.

February 20, 2010

Lead Generation for the Complex Sale

If you’re an entrepreneur, a sales leader or a manager this book is a must read with sage and up-to-date advice. For the salespeople on-the-ground and in-the-field better book selections for lead generation are “Selling to Big Companies” and “Selling Against the Goal.” However, “Lead Generation for the Complex Sale” does inform every salesperson about the skills needed to be successful regardless of one’s position.