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The Science of Role Play to Improve Sales Conversations

Have you ever taken a CPR certification class? When my kids were newborns I had a day care business and got 1st Aid certified. Two days of book work, classroom, and role playing exercises with dummies... I was bored and thought it was silly,...

Is sales training and technology a broken model to improve sales performance?

A few weeks ago I was talking with an executive whose “... expenses have gone up 40% in the last few months but haven’t seen the results yet.” They had already spent a lot of money on technology and consultants to try to improve their sales and...

What can you do now to impact Q4 revenue?

“Do I need to hire a coach, or a trainer?”

A little background: This question has come up several times over the past few weeks, but with different variables because everyone’s business and situation is different. When I start noticing patterns...

Can sales be learned in school?

The title for this post actually started as a question that was posted on Douglas Miller’s LinkedIn profile that I got tagged in by a client to respond to. Douglas asked, Do you think sales should be taught in college?”

Sales coaching, training and process- chicken or the egg?

This post started as a debate between sales coaching and training- which should come first? 

10 Things I Learned About Sales from Waitressing

Throughout high school and college, I waited tables (I have done pretty much every job function you can think of within a restaurant- except own one.) And unlike popular opinion, I enjoyed it. It allowed me to be social, was fast paced and...

Why do salespeople fail?

This was one of the latest questions asked in a sales forum that generated over 40 comments. The poster asked, “ Great companies struggle everyday. They have talented sales people, but they consistently battle sales roadblocks. What are the most...

Which sales training diet are you trying out in 2016?

Have you ever tried a fad diet? Next week a lot of people are going to be trying some type of new diet to get healthy in 2016. Whether it is gluten/dairy/sugar free, or one of those shakes that taste like cake, or have Jenny Craig deliver your...