From the category archives:

Sales Training

Who Should Be Kicking Your Ass?

August 18, 2010

Image by BCR Librarian via Flickr I had an interesting conversation the other day. A friend told me he was considering hiring a personal coach. (I know this is going to get me flamed by all the personal coaches out there. So be it. Maybe I’m wrong.) Of course never considering that to be a [...]

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Selling without a Process

June 28, 2010

Image via Wikipedia Is it possible to sell without a sales process? Can you be successful engaging customers without a plan? It happens all the time. I even hear sales people brag about “the art of sales.” The bravado of natural born rainmakers sounds good, but it’s a fool’s errand. It simply doesn’t work that [...]

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Same, Same, but Different

March 23, 2010

Image by samemovie09 via Flickr My wife recently returned from a mission trip to Cambodia to support the Rapha House. In recounting her experiences one of the lighter moments was her description of the marketplaces.  Haggling over price is expected in their shopping experience. There are also an abundance of knock-off products. From this springs [...]

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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 [...]

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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 [...]

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