If there is one thing that sellers generally can talk about, it is their product or service offering. In fact, they are so fond of telling customers what they know that they often show up and pour out the information instead of gaining a good understanding of the customer’s needs or goals.
Read morePerformance-based learning offers many benefits to organizations by completing a cycle where development and performance assessment go hand-in-hand and the knowledge and skills learned are applied where the needs are felt.
Read moreEditor’s note: This article is part four of a five-part series. This segment discusses how training in forecasting, tracking and reporting can move the needle on sales as well as increase the accuracy of forecasts while shortening the average sales cycle.
Read moreMeet James who makes a living selling to tourists on a beach in St. Maarteen. He competes effectively with a dozen or so other people all selling the exact same thing – BANANAS!
Although products or services may seem the same, features may look alike,…
Read moreSales training leads to improvement. Lack of sales training causes a leveling off and eventually a falling off of the target performance track.
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