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Train The Human First

Let’s make this as simple as possible.

Throughout the B2B sales world we are producing a rapidly increasing quantity of “training-resistant” sellers.

It’s sort of like the drug-resistant super infections that have spread from the overuse of antibiotics.

In this case, it’s the over-application of ill-fitted trainings, processes and methodologies we force on sellers that’s creating this training-resistance.

The $1,500 Selling Hour

Most sellers and managers are totally confused by the notion of productivity.

This, of course, drives them to make wrong decisions about how to improve it.

A seller’s productivity is NOT measured by the number of hours they spend selling each day.

It is NOT measured by the # of activities they accomplish each selling hour.

Let’s kill those myths right here and now.

Selling Starts With Your First Question

Selling doesn’t start until you ask a question.

This may sound counter-intuitive to many sellers.

Yet, it’s a hard truth that you can’t sell if you’re doing all the talking.

If a buyer wanted a one-sided conversation with you about your product, they’d visit your website. At least there they’d be able to gather the same information without someone…