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- How to Pick a Sales Trainer.
- How to Pick a Sales Trainer.Additional points to considerGreat post. As a vendor of negotiation training, I can think of a number of additional items to consider when selecting a trainer:1. Find a vendor who has extensive experience in your field and knows your industry. Selling widgets is...
- Discussion threads 2008-03-27
- Packard Bell combats 'bad news.' (news of bad experiences with a company's products spreads more quickly than good news)(Brief Article)
- New York---Packard Bell sales trainer Brian Buck called it the "word of mouth" rule. New York---Packard Bell sales trainer Brian Buck called it the "word of mouth" rule.
- Research articles 1995-11-13
- Sales Trainers I've Known & Loved
- I mean "loved" in a platonic "really love your ideas" way, of course... Anyway, last week, in the post "How Technology Killed Marketing," a reader accused me of lying in my bio. He originally emailed the accusation to me, evidently under the misapprehension...
- Blog posts 2008-12-15
- Sales Guru Blames Interns for Plagiarism
- Sales Guru Blames Interns for PlagiarismRE: Sales Guru Blames Interns for PlagiarismI'm disappointed that Beck didn't accept responsibility for the actions of his staff. Whether or not it was actually him that copied the material, it still represents him.He's STILL at itBelow is the receipt for a purchase one...
- Discussion threads 2008-10-22
Additional Resources
- Anthony V. Codianni of Toshiba America Business Solutions Inc. Named Best Sales Trainer in The 2006 International Business Awards Program
- Toshiba America Business Solutions Inc. TABS today announced that Anthony V. Codianni, director of Education and Development for TABS, has won an International Stevie® Award in the category of Best Sales Trainer in The 2006 International Business AwardsSM program. The International Business Awards are the only global, all-encompassing business...
- Research articles 2006-06-21
- World's Most Negative Sales Trainer
- World's Most Negative Sales TrainerWhy?Why are you so hung up on this guy? You're giving him credibility by being so sour-grapes about his success.
- Discussion threads 2008-09-09
- Are Sales Stars Made or Born?
- Are Sales Stars Made or Born?Alex Rodreguez was born with talentI understand the point you are making Jeff but that is a large leap. I can play baseball but I will never be at the level of A-Rod. Probably 95% of baseball players will never be at that...
- Discussion threads 2007-12-11
- Making a Persuasive Sales Presentation
- Making a Persuasive Sales PresentationWowThis is the most nothing bag of wind about selling that I have ever heard. Advertised as the committing this one key mistake. Not one specific other that smile and be yourself. Have fun with it.{;ease try this again and really list the worst blunders as...
- Discussion threads 2008-02-21
- Can you change your selling habits? (sales training program at the Black & Decker Corp.)
- 0 Black & Decker's distributors can thanks to a new sales training program the power tool maker provides its key partners. As an experienced sales trainer, Black & Decker's Denny Cobb understands that changing a salesperson's...
- Research articles 1991-12-01
- Noted Sales Guru Caught Plagiarizing?
- I was shocked yesterday when I received credible information that a source I've used in this blog has apparently been plagiarizing content. His name is Bob Beck and he's author of the (ironically-titled?) book "Mutual Respect." Here are two of his web posts (captured...
- Blog posts 2008-10-17
- 6 Fatal Sales Management Errors
- A few months ago, we reviewed "Nine Dumb Things Sales Managers Do" and "More Dumb Things Sales Managers Do." Those errors, while annoying, didn't usually mean the failure of the entire sales effort, and possibly the entire company. By contrast, here are six truly FATAL errors...
- Blog posts 2009-01-16
- Web 2.0 as a Sales Tool...Not!
- Web 2.0 as a Sales Tool...Not!Agree to DisagreeThe review sites do a very good job of filtering out specious reviews --not all but most.What we forget is that in a cusotmer centric approach it was always about the customer -- the customer now has the means to take back control...
- Discussion threads 2007-11-09
- How to Pick a Sales Trainer.
- Send a link to this post to your manager! It can save you from wasting days in sales training classes that's aren't going to help you sell. Sales training takes time and costs money. That investment only makes sense if, after the class, you can...
- Blog posts 2008-03-26
- Where ELSE is Sales Experience Useful?
- Where ELSE is Sales Experience Useful?Sales Training in IrelandThis is quite funny but very true. I'm a sales trainer based in Ireland and on the web at http://www.btbtraining.com. One of the first things I try to get new salespeople to do is identify where they all ready use selling skills...
- Discussion threads 2008-05-19
- Sales: Eternal Art or Evolving Science?
- Some people believe that selling is the same today as it was a hundred years ago -- an eternal art. Others believe that selling is constantly adapting to new market conditions -- an evolving science. What do you believe? A reader recently wrote...
- Blog posts 2009-02-25
- Winning The Sales Race Through Sales Coaching
- Sales coaching is a process in which an experienced sales trainer or coach gets involved in the sales process of an organization not only within the four walls of the training hall but also on the field. A sales coach goes on to work with the sales team of an...
- White papers 2009-03-07
- Best and Worst Sales Gurus!
- Over the past five years, I've had long conversations with about a hundred sales gurus of various sizes and shapes. Some were merely interesting. Some were truly superlative. (Those are the ones I quote in this blog.) But some have...
- Blog posts 2008-01-15
- Three Common Sales Objections Revisited
- Three Common Sales Objections RevisitedRE: Three Common Sales Objections RevisitedAfter having read through them for the 3rd time, I agree that Tom's responses are a true template to be used to formulate a higher level reponse, not to mention that fact that they just "feel" more perfessional. Though I...
- Discussion threads 2008-09-10
- How To Hire The Best Sales Training Consultant
- Is the sales training consultant able to sell himself well to you? That will give a clue as to how good a sales man he himself is in the first place. The next step in that direction would be to check whether your sales trainer is a good speaker talking...
- White papers 2009-03-07
- Nine Perfect Sales Conversation Helpers
- To move a sale forward during the initial conversations, you must keep the prospect engaged. As I pointed out in a previous post ("Better Questions=Faster Selling"), the best way to do this is to ask an open-ended question that moves the conversation forward and also...
- Blog posts 2008-05-15
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