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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.

Demystifying Empathy

3 min read
By demystifying empathy, you and your team can make your conversations more collaborative. When asked, “What is empathy?”, the most common answers are, "Saying I'm sorry," or"Sharing the same experience." These answers are good but could be better.