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How to maximize your sales training investment
To truly maximize the impact of sales training, businesses need to implement strategies that ensure the training is effective, engaging, and capable of producing tangible results.
Handling Performance Problems
What do you do when your coachable moments are not enough to resolve performance problems?
Coachable Moments
How did you spend your day today? If you’re at your computer reading this now, there’s a good chance you fit the statistics around how managers spend their time. Managers today spend way more time on internal-facing activities than they did in the past.
Sales Enablement: Linking Training to Driving Strategy Execution
Selling is a science; you can’t just design and implement a new corporate strategy and cross your fingers that it will translate into actions. The “art” of selling or strength of existing customer relationships won’t guide an organization to know what to do differently to execute that new strategy.
Delivering Balanced Feedback
What’s your reaction when you hear someone say to you, “Can I give you some feedback?”
Diagnosing Performance: Skill vs. Will
Behavior is a funny thing…you set goals, outline expectations, give them the tools and resources to be successful…so why might they still not perform?
Diagnosing Performance: Separating Fact from Fiction
How do you know when your salesperson is underperforming? The easiest indicator is by looking at their results. Above plan? Kudos, leave them be. Below plan? We swoop down to intervene about improving performance. But there are many factors that contribute to underperformance, which we will address in detail over several blog posts.
Selling Virtually: Putting the Customer in the Picture
In a virtual selling environment, the ability to help your customers visualize how your products, services, and solutions will meet their needs becomes even more important. Without face-to-face cues, your words take on even more meaning. We’ll explore how to create visual cues virtually.
Selling Virtually: Building Value with Customers
In my posts, I refer to value a lot: engaging customers in a way that has them see value in talking to you…asking questions artfully so you draw out their definition of value…but what is value, truly?
Selling Virtually: The Art of Questioning
Who defines what value is? You got it – THE CUSTOMER. Today’s we look at how to avoid the temptation to tell them all about the ways you can provide value and use good questioning to draw out the value from them.