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Why Training Doesn’t Work

4 min read
Effective skill development has to include the big three: behavior, attitude and technique.

Improve Sales Training Outcomes by Improving Motivation

3 min read
In the modern marketplace, the majority of the customers who contact your company have already decided to purchase your product. If a customer comes to your company almost ready to purchase from you and doesn’t, it implies that the seller poorly.
The last 12 months have been my own real-life version of “Undercover Boss,” transitioning from being a CEO to a sales rep back to a CEO. I thought I understood what it took to be a successful sales executive. I was wrong.