Get Leverage & Increase Your Sales Results Immediately!

Have you ever started something and not completed it? Or maybe there's something that you know that you should do but you just don't seem to get around to it? Or perhaps there's something that you know would benefit from more attention / more focus but you just don't give it the attention that it deserves?

For a lot of business people this sums up the selling experience!

Most people that I speak to who are involved in sales freely admit that they don't focus on new business enough or that they frequently put off new business generation to do something else instead. This seems surprising when every business person knows that new business generation is essential to helping them to hit target, push them over target or build the business that they desire.

Given this ? why is it that we so often don't take action?

A large percentage of people that I speak to complain that sales isn't seen as professional and that they don't consider themselves as doing a professional job. When I ask them when they last read a book or attended a seminar on selling, communications or motivation they look at me like I'm stupid.

90% plus haven't read a book in the last year and ?well over 80% have never read a book on selling!

Is it any surprise then that they feel unprofessional?

Question.

Would you consider a brain surgeon with no training and who had never read a book or attended a seminar? I don't think so!

So why is this the case?

I believe that it simply comes down to leverage. We often know what we need to do but it's just easier not to do it. Think about it for a second. Have you ever thought that you really needed to so some cold calling? You maybe got the client list together, got yourself a coffee and sat down to do it. All ready to go but then you ended up going through your email inbox! I think every business person has done that because sometimes it's easier just not to do it!

As we're still at the start of 2005 I decided today that we should focus on what you want and on how to get leverage so that you feel compelled to take action right now. Record the results of your findings in your sales success log and remember ? the more detail you go into, the greater the leverage ? the greater the leverage, the more the call to action.

But before we do this? consider the fact that according to all of the statistics - you are about to catapult yourself into the elite group of sales winners!

Why?

* 90% of sales people don't buy books or listen to audios

* 90% of books / audios won't be read / heard past the first chapter

* 80% of readers / listeners won't take any action

That means that if you read AND take action you will be part of an incredibly elite group! Interested?

Where are you now?

No seriously! Where are you now? When I work with individuals and teams I have discovered that it takes an incredible amount of courage and honesty to really investigate where we are currently. In life we all live in our own perceptions of the world ? prejudiced by the spectacles that we habitually wear. If you are going to make a radical difference to any area of your life it is essential that you break through this barrier and be honest with yourself. Only by taking this crucial step will you get what you want.

Over the course of the next few minutes I am going to ask you some questions. The more time you take to really consider these and think through the answers, the more they will help you to get leverage. I strongly recommend that you record the questions and the answers into your Sales Success Log (SSL).

Questions to Ask Yourself

What is the most pressing issue or challenge that you face with new business generation at the moment?

If you were to know, what is the biggest issue that you need to resolve at the moment such that if you solved it you would make a major breakthrough?

Sometimes this question isn't so easy to answer. Keep asking it of yourself over and over. Let's face it, if this was dead easy, everyone would do it and then you'd only be keeping up not getting ahead!

Typical answers include:

* I don't have enough time to generate new business
* Making excuses
* Fear of rejection
* Not confident enough
* Not enough training, knowledge, support, back-up etc.
* Market depressed
* Client rejections
* Price
* Existing supplier relationships
* No database
* Unqualified leads
* And many, many more?

Am I sure that I understand this issue fully?

Sometimes the presenting issue is not the real issue at all.

Before we carry on you need to ensure that you have a full understanding of the issue at hand.

* What is really going on here?
* How long has this issue been going on?
* Have I always considered it a challenge?
* How bad are things really?
* Is this worth working on?

For the rest of this exercise I am going to use fear of rejection and not having enough time as my examples. I will be basing my answers on typical answers given by coachees in sessions that I run.

Fear of rejection. "Before I even make the call I am worried that the client will reject me. I wasn't always worried about this. When I first started selling I didn't care at all. I guess that I started to feel this way about 3 months after I started. I seem to get rejected much more often now and, if I'm honest I do very little new business generation. This is definitely worth working on as my lack of proactivity is effecting my business."

I don't have enough time. "I think that this is more wrapped up with the fear of rejection. I am very busy but generally I do make excuses when it comes to cold-calling. If I didn't have the fear of rejection I am sure that I could find the time. I started finding things to do as soon as I started to win my first clients and things have really got pretty bad now. If I were to lose a client I really have no back-up as I haven't been focusing on new business generation at all recently."

What is the Impact of This Problem on Me?

Now? I said that you had to be honest! Ask yourself?

* How is this problem currently impacting on me?
* What results am I getting due to this problem?
* How are these results impacting me; my team; my business?
* When I consider this impact how do I feel about it?

Remember to consider each incidence separately.

Fear of rejection. "I'm not doing hardly any new business generation. I know that this is impacting my potential client base. I used to bring on new clients quite regularly but I can't remember the last time that I brought on a really new client. My team don't really see me as a new business winner and I know that the boss thinks that I only "cherry-pick" easy business. his makes me feel annoyed as I know that I can be better than this. What's more I think that I am less confident in my dealings with existing clients and this is impacting my potential revenues."

I don't have enough time. "Because I don't make the time to generate new business I am sabotaging my own chances of success. When the others are doing business generation I am usually doing administration. I'm not really part of the team because of this and it upsets me."

What Future Consequences Will Your Problem Bring?

Quite often when we don't do something right now it doesn't really matter. Doing exercise today or not doing exercise today will do little (or nothing) for your fitness levels, your physique or your health. When considered over a larger period of time however daily actions such as exercise will determine massive differences in the results that you get.

When considering your actions and their consequences you need to look at the long-term. It's important that you take time to really think through and picture these consequences. The more real they are for you, the more leverage for change will be created.

Questions to ask yourself?

* If nothing changes in your current situation what will the consequences be?

* What's the likely outcome of your continued action (or inaction)?

* What consequences will this have on your sales career, finances, business, promotional prospects and self-esteem?

* What's at stake for you?

* How will others such as your family, friends and acquaintances be affected?

* How do you feel about this course of events?

Fear of rejection. "Ultimately, I will not have enough business coming in and I will probably be sacked or go bust. No business can survive without new sales. I have been quite ambitious in the past and have taken on loans for cars and a new house. If I don't make the sales then I could easily lose these. My industry is quite small and it would not be good for my reputation or future employability if I were sacked or made redundant. I would hate the thought that I had failed to do my job. If I lost my house it would put an incredible amount of pressure on my family life too as we are hoping to have a baby next year."

I don't have enough time. "If I don't create the time to generate new business I won't make any sales and I will lose my job. This will make me unemployable as my reference would be poor. I wouldn't be able to keep up the car payments or my mortgage. This would create massive family tensions and personal stress."

Take Personal Responsibility

People often ask me what the differences are between great salespeople and sales superstars. This is a truly great question which, I believe, has several answers. High up on my list would be that sales superstars' take personal responsibility for their success no matter how hard things around them may get. Only by taking total personal responsibility can you become totally accountable for the results that you get.

Keeping this foremost in your mind consider how you contributed to the current situation or problem?

I totally accept that your initial answer may well be that you didn't contribute. For many people this way of thinking represents a quantum leap in their habitual behaviour so it may not come easily.

Keep asking yourself?

If I knew, how have I contributed to this current situation or problem?

Fear of rejection. "I have allowed myself to fall prey to my own imagination and become fearful of generating new business. I have focused on the times that I have not succeeded rather than the times that I have. I have listened to people around me who are not getting results rather than focusing only on those who are peak performers."

I don't have enough time. "I have allowed myself to make excuses and rationalise my own behaviour because of my fear of rejection. I have listened to and adopted the mindsets of other salespeople who are making excuses rather than taking action."

Do You Want to Change Now?

Before we start talking about what you want instead I think that it's important to know that you do want to change now don't you. So take a moment and consider?

* What you will gain when you resolve this situation?

* What results will you begin to get and why will you enjoy them?

*How do you feel about your decision to move towards a satisfactory solution?

Fear of rejection. "When I let go of the fear I will be able to generate new business confidently and professionally. This will allow me to take control of my own destiny whatever sales challenges are thrown into my path. I will begin to create new client relationships, new sales and new opportunities. Knowing this makes me feel alive and ready to get going."

I don't have enough time. "I will gain the ability to choose how I spend my time rather than being dictated to by my irrational fear. I can concentrate on planning my sales campaign so that I gain maximum benefits from my efforts. I feel excited at the possibilities ahead."

You + 100% Commitment

Many times in my programmes I ask you to commit yourself to action. In the minds of sales superstars there is no greater commitment than to yourself. Grab your Sales Success Log and answer the following questions?

1. What is the most powerful and congruent step that you can take right now?

2. What's going to get in the way of you taking it?

3. How are you going to deal with this challenge?

4. When will you start and complete this step (put a date on it)?

My suggestion is that you sign and date your commitment to this step.

Welcome to the new you ? let's get going!

For the last 10 years, Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. With his inspirational approach to sales performance and motivation Gavin combines commercial experience, personal excellence and communications technologies in delivering personal and business sales success.

Visit http://www.gaviningham.net now to join Gavin's free monthly newsletter packed full of sales secrets, strategies and tactics. Join now and get Gavin's ground-breaking 9-part objection handling course absolutely free.

In The News:

Five Topics To Cover For Effective Sales Leadership Training  ForbesNo matter how large your business or your sales team, effective sales leadership training can be the difference between leading or lagging in your marketplace, ...
Sales Readiness Group (SRG) Launches New Online Sales Training Course  GlobeNewswireSEATTLE, Jan. 08, 2019 (GLOBE NEWSWIRE) -- Sales Readiness Group announced the release of its self-paced version of their proven Comprehensive ...
Sales Training And The “Forgetting Curve”  Customer ThinkEvery year, billions are spent in sales training. Yet all the data shows over 80% of what is taught is forgotten within 90 days. As a result, what really is happening ...
Building a Practice-Driven Sales Team  ATDSales leaders agree on today's top sales training challenges: It's too expensive, there's not enough time, and there's a lack of engagement. The majority also ...
Responsible Beverage training sessions set  Duncan BannerOklahomans voted yes on State Question 792 to allow the sale of high-point beer and wine in grocery stores and convenience stores. As the law went to affect ...
Three Keys To Sustainable Company Growth  ForbesGrowth isn't just about speed and momentum — it's about creating a foundation strong enough to support the company to come. Not everyone succeeds in this ...
Sitel Group Named As Finalist In Two 2019 Stevie® Awards For Sales & Customer Service Categories  PRNewswireMIAMI, Jan. 18, 2019 /PRNewswire/ -- Sitel Group, one of the largest customer experience management companies in the world, today announced it has been ...
Risk Specialist Netwrix Tunes Channel Program With Sales Training, New Certs  ChannelnomicsNetwrix is rolling out a new sales training and certification program for its flagship Auditor platform, looking to help partners improve their understanding – and ...
Betson Enterprises Strengthens Sales Team With Selection Of Paul Novick As Vice President Of Sales & Sales Operations  VendingMarketWatchJanuary 17, 2019 – Betson Enterprises is pleased to announce the expansion of the sales team with Paul Novick hired as Vice President of Sales & Sales...
Mediafly Partners with Lessonly, Announces Mediafly Readiness to Boost Training Solutions  MarTech AdvisorMediafly, a sales enablement platform that enhances how sales organizations engage buyers, announces Mediafly Readiness in partnership with Lessonly.
Yatharth Marketing Solutions – Fastest Growing Sales Consulting Companies in India  InventivaYatharth Marketing Solutions is one of the top rated sales consulting companies based in Ahmedabad, Bangalore, Mumbai, Pune and other parts of India.
Use This Improved Sales Strategy If You Are An Account Executive  ForbesIf you are an account executive on the sales team of your organization, no doubt you live and die by a few key factors. There is one opportunity, however, that sits ...
Vengreso Named Finalist in 2019 Stevie® Awards for Sales & Customer Service  PR WebSan Francisco, California (PRWEB) January 17, 2019 -- Vengreso, a B2B digital sales training and consulting firm, was named a finalist today in the Sales.
Senior Medical Writer (Training) job with Springer Nature | 386157  mediabistro.comSpringer Healthcare is a leading full *service* medical communications agency, and forms part of Springer Nature, the world's largest academic book publisher, ...
Learning to pitch thin mints: Girl Scouts get cookie sale training in Rosemont  Chicago Daily HeraldThere was lots of excitement in the air as thousands of Girl Scouts darted from station to station doing crafts and getting their pictures taken as they got cookie ...
Military Simulation and Virtual Training Market 2018- Growth Statistics, Status, Share, Sales and Forecast to 2022  RISReportGlobal Military Simulation and Virtual Training Market: Industry Synopsis. Military Simulation and Virtual Training Market Research Report is to provide strategic ...
The 5 Biggest Opportunities for B2B Sales Growth in 2019  EntrepreneurData-backed strategies are likely to have the greatest impact on your success.
Pinnacle Performance Institute Announces New Sales Training Paradigm, and New Website Launch with Plans for New Online Academy  PR WebPinnacle Performance Institute has launched a new website, and lays the groundwork for an upcoming interactive training portal online, amidst a fast growing ...
What is Office Power?  Office Products InternationalOffice Power is a combination of a bespoke technology platform and a dedicated trading and support team designed to help…
How Emotionally Intelligent Sales Managers Lead Their Teams Through Change  Customer Think“If progress is impossible without change, those who cannot change their minds cannot change anything.” – George Bernard Shaw. “We don't change, we don't ...
Bedding & Mattress Sales: Retail Sales Management  Furniture World MagazineFurniture World Magazine Article: : Bedding & Mattress Sales: Retail Sales Management, Selling is everything in retail. That's why the sales manager's job is so ...
Carmakers face cuts and gloom as China sales shift into reverse  Financial TimesGroups must adjust as world's biggest market shrinks for first time since 1990.
Making Your First Sales: Advice for Emerging Franchise Brands  Franchising.comAdvice for emerging franchises on signing their first franchisees.
Southeastern Grocers bets on new training program  Grocery DiveWith unemployment hovering below 4% and jobs available across the retail industry, grocers are doing everything they can to keep a tight hold on their ...
4 Ways to Make Sales Training Stick  ForbesSales training is an expensive—and necessary—investment. The challenge, then, becomes answering this question: Now that you made the investment in your ...
What Exactly Is Sales Enablement in 2019?  MarTech AdvisorSales enablement helps the sales department focus on activities that directly link to revenue generation. Let's look at where sales enablement is headed in 2019 ...
SOFEA AGM 2018  Office Products InternationalSOFEA encourages sustainability in the European industry of office supplies. To inspire manufacturers to continuously improve their products and to…
The Google Partner badge is awarded to CedCommerce with Google Ads skills and expertise - WhaTech  WhaTechGoogle awards CedCommerce its partner badge for their performance and Google Ads expertise by providing an opportunity to learn more professional ...
CompuCom unveils new retail technology  Office Products InternationalOffice Depot subsidiary and managed digital workplace services provider CompuCom has launched the In-Store Selling Advisor. Designed for retailers, the…
Is It Time to Rethink Your Continuous Sales Training Strategy?  ATDFact: According to ATD's State of Sales Training Report, the United States spends on average $1,459 per salesperson each year on sales training. That's almost ...
Sales Training ROI: It's Not Just About the Dollars  ATDLet's think like a salesperson for a minute. Very often, to close a deal, they have to articulate an ROI. Historically, it's a financial return on an investment: the buyer ...
13 Winning Sales Training Techniques  Forbes NowCouncil members offer advice on how to train new salespeople.
MCIT and Huawei launch ICT Job Fair in Riyadh  Saudi GazetteRIYADH — The Saudi Ministry of Communications and Information Technology (MCIT) has partnered with Huawei to launch the First Huawei and Partners ICT ...
7 Sales Training Outcomes to Achieve Optimal Growth  ATDAs you develop sales training, you must define where you want to go and which metrics you need to move the needle.
Aligning Sales Training for a Better Product Launch  ATDLaunching a new product is a tremendous opportunity to boost revenue and expand to new markets. But most companies miss out on this golden opportunity.
FRANCHISE: Training; importance and types  The CitizenThe culture or philosophy of a franchise system is conveyed to franchisees through its training programme. Some leading franchisors, e.g. FEDEX, require that ...
5th annual “Cookie Classic Run” benefits local Girl Scouts  WTKR News 3More than 400 runners and walkers participated in the Girl Scouts of the Colonial Coast's fifth annual "Cookie Classic Run" Saturday.
Top 5 reasons SMEs fail to get the most out of sales training  EuropeanCEOMany SMEs assume investing in sales training will automatically increase sales productivity. In fact, as the sales team is on the frontline when it comes to ...
As Coca Cola Co (Put) (KO) Valuation Rose, Holder Credit Suisse Ag Upped Holding; Omnicom Group (OMC) Market Valuation Rose While Fort LP Has Lowered Holding by $8.71 Million  The FinExaminerCredit Suisse Ag increased its stake in Coca Cola Co (Put) (KO) by 258.36% based on its latest 2018Q3 regulatory filing with the SEC. Credit Suisse Ag bought ...
UiPath Drives Expansion in South Africa with New Head of Sales  ITWebUiPath, the enterprise Robotic Process Automation (RPA) market leader, has appointed Lenore Kerrigan as Head of Sales for South Africa.
Tampa Bay Rays news and links: Rays announce Spring Training ticket sales  DRaysBaySingle-game tickets go on sale this Friday, January 18 at 10 am, exclusively through raysbaseball.com, and by phone beginning Saturday. Rays ticket specials ...
Get This Elite Project Management Training Without The Student Loans  The Daily CallerWant to take the next step in your career but aren't sure how? The Complete Six Sigma Training & Certification Bundle will give you the skills to earn your yellow ...
11 ways to get salespeople to attend sales training meetings  Training JournalGetting commission-based salespeople to show up for sales training can be like trying to herd cats. You survey them, asking 'How can the firm support your ...
Docs claim US trained UAE pilots for combat in Yemen, signaling deeper involvement in conflict  RTThe American military has trained UAE fighter pilots for combat missions in Yemen, indicating Washington's deeper involvement into the ongoing conflict, ...
Garmin Forerunner 235 slashed to £159 in January sales  Pocket-lint.comThere are lots of great deals in the January sales, and towards the affordable end of the scale is the Garmin Forerunner 235 reduced to just over £159 on ...
A startup that focuses on the fine art of learning  gulfnews.comBlack Cube's e-learning platform hones individual skills and also has corporate clients.
Gamify Sales Training to Boost Learning Transfer  ATDLearning that is fun and engaging—with a healthy bit of friendly competition thrown in—works well within a sales culture.
Carew International Announces 2019 Sales Training and Sales Leadership Training Schedule  PR NewswireCINCINNATI, Oct. 17, 2018 /PRNewswire/ -- Carew International, a leading sales training provider and Top 20 Sales Training Company as ranked by Selling ...
Mets invite Tim Tebow to big league spring training camp again  USA TODAYTim Tebow will again be a part of major league camp with the Mets during spring training.
VPD seeing an increase in meth use, arrests in the area - The Vicksburg Post  Vicksburg PostA drug once thought almost eliminated from the streets is stealthily making a return to the Vicksburg area as it is doing in other areas of the U.S. ...
Tailoring Training for Different Sales Roles  ATDWhat carries the sales professional from participation in training to the point where they are fluent in using what they learned?
Chocolate, wine fundraiser set | News, Sports, Jobs  Warren Tribune ChronicleFUNDRAISER FOR AWL: The seventh annual Evening of Wine & Chocolate will be 6 to 9 p.m. Friday at Leo's Ristorante, 7042 E. Market St., Howland.
Sales Training & Enablement Program Director - Morningstar  Built In ChicagoMorningstar is hiring for a Sales Training & Enablement Program Director in Chicago. Find more details about the job and how to apply at Built In Chicago.
JCC Offering Free Retail Sales Training  WWNY TV 7Jefferson Community College is offering free retail sales training on campus from September 10 through September 28. Classes will be held on JCC's campus ...
Comparing ChineseInvestors.com (CIIX) & GP Strategies (GPX)  Baseball Daily NewsChineseInvestors.com (OTCMKTS:CIIX) and GP Strategies (NYSE:GPX) are both small-cap computer and technology companies, but which is the better stock?
Travel Advisors Share Best Sales Tactics for 2019  Travel Market ReportAn increased social media presence, and more focus on groups, targeted events and *service* fees round out the top strategies.
Singapore wants the F-35 to replace its F-16s  DefenseNews.comMELBOURNE, Australia — The Lockheed-Martin F-35 Lightning II Joint Strike Fighter appears to have secured another export success, with Singapore ...
Global Product-based Sales Training Market 2018-2022 | 13% CAGR Projection Over the Next Four Years | Technavio  Business WireThe global product-based sales training market 2018-2022 is expected to post a CAGR of almost 13% during the forecast period, according to Technavio.
Jobs that are in-demand for the start of 2019  IOLCareerJunctionhas released their latest index that shows the jobs that are highest in demand for the beginning of 2019.
Sales Training and Enablement Manager - Community Brands  Built In ChicagoCommunity Brands is hiring for a Sales Training and Enablement Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
Tompkins Financial Increases Position in Cisco Sys Com (CSCO); Coca (KO) Market Valuation Rose While Wesbanco Bank Trimmed Its Stake by $362,756  The Hi New UlmTompkins Financial Corp increased its stake in Cisco Sys Inc Com (CSCO) by 5.84% based on its latest 2018Q3 regulatory filing with the SEC. Tompkins ...
Want To Build An Effective Sales Team? Avoid These Common Misconceptions  ForbesWhether you're looking to create a sales team or expand an existing one, there are a few misconceptions you should address if you want to have a sales team ...
JBarrows Partners With LevelJump To Deliver Sales Training Inside Salesforce Sales Cloud®  PR NewswireBOSTON, Sept. 17, 2018 /PRNewswire/ -- JBarrows LLC. today announced LevelJump Software Corp. as a "Certified JB Learning Platform" and the first to ...
Creating an Efficient Sales Process Requires Focus on People, Processes, Technology & Training  Farm Equipment PublicationDealer organizations that thrive in the future will be the groups that are the most efficient in all business processes within their organization. There has been a ...
How We Made Our Sales Training More Effective by Making It Harder  HBR.org DailyNot long ago, my company was the king of ineffective sales training. We'd hire and onboard reps and then train them in a hurried few weeks dedicated to ...
Governor Baker seeks big real estate sales tax hike to fund climate programs  The Boston GlobeGovernor Charlie Baker, a Republican who once campaigned against raising taxes, unveiled a proposal Friday to hike the tax on Massachusetts real estate ...
Global Instructional Designer - Groupon  Built In ChicagoGroupon is hiring for a Global Instructional Designer in Chicago. Find more details about the job and how to apply at Built In Chicago.
Train, Coach, Win, Repeat: Developing a Gold Star Sales Enablement Strategy  ATDA systemized, effective, and scalable strategy needs to involve coaching, peer-to-peer feedback, and ongoing training. Here's how sales leaders can get started.
Astrologist opens new business in Prescott Valley  The Daily CourierStarry, starry night the future may be in Carol Stanley's sight. Stanley has opened an astrology business in Prescott Valley. She offers customers chances to ...
Selling Power Features Carew International on Top Sales Training Companies List for Eighth Consecutive Year  PR NewswireCINCINNATI, May 10, 2018 /PRNewswire/ -- Carew International, a leading provider of sales training and professional development programs, has been ...
Senior Manager of Sales Training - Trunk Club  Built In ChicagoTrunk Club is hiring for a Senior Manager of Sales Training in Chicago. Find more details about the job and how to apply at Built In Chicago.
Newcastle light rail drivers begin Keolis Downer training program ahead of the line's launch in February  Newcastle HeraldThe drivers began the intensive four-week training program on Monday.
Rihanna set to become LVMH's first black female designer – reports  The GuardianNew fashion brand, expected to take Fenty name, will be major boost for diversity in industry.
Red Ventures ends sales training program, with dozens of young workers impacted  Charlotte ObserverRed Ventures has decided to end a sales training program that it launched this year, a move that affects 67 workers. Red Ventures started the two-year Sales ...
Bryan Signs Medical Cannabis Law  Saint Croix SourceAfter returning to the territory from meetings with cruise industry executives, Gov. Albert Bryan Jr. on Saturday signed into law several bills, including one.
How to Win at Personal Training Sales  Club IndustryThe winning formula for maximizing all of your personal training consult opportunities isn't in promising to cure all your client's fitness ills, but it is in l.
BTS Named a Top 20 Sales Training Company by Selling Power  Business WireSAN FRANCISCO--(BUSINESS WIRE)--BTS, a global leading strategy implementation firm, was recently named a Top 20 Sales Training Company by Selling ...
Resolute Forest Products (RFP) Shareholder Aegis Financial Has Trimmed Its Holding by $3.45 Million; As Coca Cola Co (KO) Stock Rose, Shareholder Homrich & Berg Boosted Its Stake  EN DigestAegis Financial Corp decreased its stake in Resolute Forest Products Inc. (RFP) by 39.46% based on its latest 2018Q3 regulatory filing with the SEC.
What elements do world-class sales managers have in common?  Training JournalSales managers have one of the most important roles in any sales organisation, because they oversee the sales team itself. As a result, they have a role to play ...
Massachusetts Details Sackler Family's Role In OxyContin Marketing : Shots - Health News  NPRIn a detailed memorandum, Attorney General Maura Healey alleges eight Sackler family members and nine Purdue board members or executives played key ...
Firm vows to raise pallet stacked high with cash for Hope House Children's Hospices  LeaderLiveStaff have vowed to raise a pallet stacked high with cash for a children's charity during a year of fundraising.
What Does Sales Enablement Look Like When Training A Successful Team?  Forbes NowCouncil members explain what sales enablement means to them.
Director of Sales Training - Paylocity  Built In ChicagoPaylocity is hiring for a Director of Sales Training in Chicago. Find more details about the job and how to apply at Built In Chicago.
The State of Sales Training ROI  Business 2 CommunityIt's no secret that sales training practices have undergone a massive shift in recent years, with many organizations recognizing the value that modern ...
Allego Launches Version 5.0 of Sales Training Platform  Destination CRMAllego has unveiled Allego 5.0, the newest version of its sales learning and coaching platform with more than 100 enhancements and improvements.
Fdx Advisors Stake in Progressive Ohio Com (PGR) Has Increased by $397,742 as Stock Declined; Interocean Capital Stake in The Coca (KO) Decreased as Stock Price Rose  The FinHeadLinesFdx Advisors Inc increased its stake in Progressive Corp Ohio Com (PGR) by 56.11% based on its latest 2018Q3 regulatory filing with the SEC. Fdx Advisors Inc ...
5 Training Fundamentals Every Sales Manager Should Know  ATDIf you want to know how to create online training for your sales team that delivers results, follow these tips.
Improving Sales Coaching and Training with Modern Learning Techniques  MarTech AdvisorMark Magnacca, President of Allego, talks about how we're undergoing a revolution in learning delivery methods.
Traditional Training Is Dead—Moment-of-Impact Is a Must-Have  ATDTraditional sales training just doesn't cut it anymore. Getting reps to perform with complete sales readiness requires more than an occasional assessment or ...
Facebook and Stanford researchers design a chatbot that learns from its mistakes  VentureBeatIn a new paper, scientists at Facebook AI Research and Stanford describe a chatbot that learns from its mistakes over time.
The World Leader in Sales Training Partners with Leading Productivity Platform  PR NewswireOWINGS MILLS, Md., Oct. 30, 2018 /PRNewswire/ -- Sandler Training (www.Sandler.com) is globally renowned for being the world leader in sales and ...
Why Your Best Sellers Ignore Your Sales Process  ATDWe need to deploy a suite of sales processes and then educate our salespeople when to use each one.
AGTECH HOLDINGS LTD ORDINARY SHARES BER (OTCMKTS:AGTEF) Shorts Strengthened By 29.28% As Of Jan 19, 2019  The EN BulletinAGTECH HOLDINGS LTD ORDINARY SHARES BER (OTCMKTS:AGTEF) showed an increase of 29.28% in short interest. FINRA issued short interest of ...
Global Product-based Sales Training Market 2018-2022  PR NewswireNEW YORK, Sept. 5, 2018 /PRNewswire/ -- About Product-based Sales Training Product-based sales training includes training on product knowledge, and how ...
Can sales training programmes really deliver on business objectives?  Training JournalSamanatha Caine has sales training advice for the TJ community.
Manager Runs 263-Lap Half Marathon in Shirt and Tie to Keep His Promise to His Workers  runnersworld.comDave Stephenson pledged to run at least 200 laps in the roundabout outside his work—in business clothes—if his team met their yearly goals. He ran a total of ...
#TJwow Imparta webinar teaser: Richard Barkey on sales skills  Training JournalImparta's Richard Barkey gives #TJwow webinar host Jo Cook an insight into the upcoming discussion on Tuesday 2 October.
Sales Leadership Is The Key To Executing Strategy  ForbesDuring my first year in sales, I made my quota. So did slightly less than half of the sales team. But what we all had in common, whether we hit our number or ...
Hyundai India partners with ASDC for After Sales training programme: How this program can empower India’s youth!  The Financial ExpressThe 50-day training programme will be conducted at six-Hyundai dealerships which already have been associated with Hyundai's World-Class Technical ...
Selling the C-Suite: Earn Buy-In for Sales Enablement  ATDFew audiences are as tough as the one you'll face in your own organization's C-suite. Convincing a CEO to loosen the corporate purse strings is not for the faint ...

Top 5 Characteristics of Great Salespeople

I am a big believer that great salespeople generally realize... Read More

Prospecting: Not A Wild Goose Chase... Its A HUNT

Prospecting for future customers can be fun if you approach... Read More

The Multiplying Factor In Sales Success

Mark has an attitude! Mark had worked in an operational... Read More

Sales Strategies: Its Not Who You Know - Its What You Know

We are all in sales. We all selling in every... Read More

Make More Sales By Airing Your Dirty Laundry

There's an old saying, "Don't air your dirty laundry".If you're... Read More

7 Steps to Selling Artwork

Selling arwork is easy when you follow a road map.... Read More

Your Business Approach Can Make or Break a Business Deal

Every sales presentation should start with the approach, or introduction.... Read More

Body Language, Five Key Ingredients

When making your living in the sales industry, and working... Read More

Increasing Your Sales FASTER -- Dealing with Ill Think It Over.

Do you frequently hear that from a prospect?"I'll Think It... Read More

Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway?

Losing a sale can be disheartening, especially if you lose... Read More

The Myth of the Natural Born Sales Wonder

When I researched the field of using personality inventories to... Read More

How Salespeople Can Create Immediate Believability And Credibility

It pays to be specific. I believe that statement is... Read More

10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't... Read More

Pressure Washer Business; Cleaning Composite Decks

There is a new trend in the way wood decks... Read More

Sales Lessons from Bob Vila

There's more to what he does than meets the eyeWith... Read More

How to Master the Art of Salesmanship

I put together this little article because, although basic, we... Read More

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

Education plus Motivation is a powerful formula. But how do... Read More

3 Ways To Overcome Pricing Challenges

How many times have you had a customer say to... Read More

Successful Selling in 21 Steps

1. Dependability was chosen as the most important.2. Integrity was... Read More

Sales Techniques to Help the Customer to Buy

Three times I have revisited Turkey after living in the... Read More

What Does It Take To WIN A Sale?

What to do when you win or lose.You have given... Read More

Reaching Goals in Direct Sales

From surveys and experience, we've noticed many setting excellent goals... Read More

10 Great Ways To Generate More Sales

1. Negotiate with e-zine publishers to get free or discounted... Read More

A Sale in 30 Seconds? Its all in the Greeting

It has been said that a customer makes a decision... Read More

Do You Have to Be Aggressive to Make Sales?

A few weeks ago I was onsite at a company... Read More