From the category archives:

Sales Training

10 Principles for B2B Sales

March 1, 2010

I’m continually amazed at how many B2B sales folks are not yet making social media a serious part of their sales process. Half of those people are apprehensive about trying something new and the other half believe it will be a big waste of time.
My hope is that following these 10 simple principles will get [...]

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Do the Work!

December 22, 2009

Doyle Slayton, from Sales Blogcast, is my kinda sales guy!
One of my most popular posts on Better Closer is 5 Tips for Sales Improvement This Week. It message is similar to Doyle’s, but I bet it is popular because of the luring title. One that might intimate a short-cut, not the tough love I [...]

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Turning up the Heat! Motivating Your Sales Team

October 27, 2009

You learn the best lessons from the simplest experiences. Here’s mine…
Last night I crashed about 11:00 p.m., never even cracking my MacBook to take my typical final pulse for the evening.
I was exhausted. My work is a bit chaotic (my business is in a full scale client-led strategic shift because of our new Eavesdropper [...]

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5 Tips for Sales Improvement This Week

October 19, 2009

Often we are looking for silver bullet systems or recipes for success, while ignoring the basics. In my experience 90% of big sales improvement comes from getting back to the basics. These basics will have an immediate, measurable impact on your sales numbers.
Let’s put it to the test. Here are five fundamentals of sales. [...]

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Better Sales Performance Starts with a Strong Core

July 7, 2009

Image by shaggy359 via Flickr

It has been years since I tortured you with a running analogy for sales. So, I think it is fair to apply my passion for running to the sales discipline again.
Several years ago runners and their trainers began to discover a bit of a counterintuitive fact-maximum performance is not all cardio [...]

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Three Fast Ways to Build a Solid Sales Team

May 28, 2009

A company is only as strong as its sales team, and if you have not taken the time to build a strong foundation, your business will definitely suffer. Building a team may take time, but if you go about it the right way, it is an investment that will keep paying off.
There are three main [...]

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