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Sales Coaching Articles, Sales Training Articles

Improve your selling skills, sales closing with articles from sales coaching, sales training consultants

Fundamentals of Key Account Selling
by Dave Kahle, The Growth Coach®
Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts.
Know How to Overcome Procrastination
by Dave Kahle, The Growth Coach®
If we accept mediocrity in our performance for one day, we will never be able to gain that time back
Plan every sales call
by Dave Kahle, The Growth Coach®
It continues to amaze me that so many sales people shuffle into most of their sales calls with very little, if any, prior planning.
No Response to Emails
by Dave Kahle, The Growth Coach®
The reality is that things have changed dramatically in the past few years, and will continue to change just as dramatically in the next few years.
Question & Answer for Sales People
by Dave Kahle, The Growth Coach®
This is one that frustrates every sales person. Let's start by putting yourself in the customer's shoes.
The loss of discipline and the incredible opportunity for you
by Dave Kahle, The Growth Coach®
Culture the desire to learn and the discipline to concentrate, and watch as you gradually take over your world
The Future Belongs to Salespeople
by Roy E. Chitwood, CSE, CSP, President, Max Sacks International
They control their own destiny through dedication to the profession of selling and to the customers they serve.
14 Things Sales People Should Never Stop Doing
by Kelley Robertson, President, The Robertson Training Group
Constant pressure to reach sales targets, customer and prospects that are more demanding, and changes in the marketplace all make sales a tough career.
Use an Effective System for Making Appointments
by Dave Kahle, The Growth Coach®
The best sales people have created a system to consistently acquire appointments with prospects, and continually work to improve that system.
Why Holidays Make a Great Occasion to Email Your Prospects
by Kendra Lee, President, KLA Group
Smart sellers can use holidays as an occasion to reach out to their prospects via email
How to Prospect With a Catalog of Products
by Kendra Lee, President, KLA Group
How do you know what to tell prospects about when you have hundreds or more items available?
14 Signs You are a Sales Zombie
by Kelley Robertson, President, The Robertson Training Group
A recent editor
What can we learn from the best sales people?
by Dave Kahle, The Growth Coach®
Do great B2B sales people, regardless of what they sell, have any practices in common?
Is There a Right Time for Sales Training?
by Dave Kahle, The Growth Coach®
I wanted to do some sales training last year, but it just wasn't the right time for it.
Questions & Answers About Sales: The Worst Advice
by Dave Kahle, The Growth Coach®
The advice to "be yourself" and "learn exclusively by trial and error" are two of the most pernicious ideas in the world of sales.
Are you writing sales negotiation emails like prospecting emails?
by Kendra Lee, President, KLA Group
It
Questioning is Key in Medical Device Sales Momentum
by Janet Spirer, Co-Founder and Principal, Sales Horizons

Selling medical devices is increasingly competitive - and all signs point to that trend continuing. So, what needs to be considered in designing a state of the art training program to help medical device sales people become competent using questions in a sales call?Everyone agrees … if you really want to be good at medical device sales, you must have great questioning skills. While the jury is in on the importance of asking questions, how you do it remains elusive.


Business-to-Business Selling
by Richard Ruff, Co-Founder and Principal, Sales Horizons
Selling is a complex discipline involving many kinds of activities.
Achieving Sales Training Excellence Needs Both the "Dance" and the "Dancer"
by Richard Ruff, Co-Founder and Principal, Sales Horizons
What is required for sales training success? Well, it's important to get the framing right - having a "great dance and a great dancer."
Crafting Your Value Proposition
by Richard Ruff, Co-Founder and Principal, Sales Horizons
Quantifying your value proposition requires creating and communicating a clear, compelling picture of how your solution will drive your customer's business results.
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