Increasing your competitive edge
How many of your reps, when given an opportunity, will just act without doing any research or account prep? Join Jim as he talks about how you can help your reps break this “Ready – Fire – Aim” challenge…so they can sell even more!
Are any of your reps guilty of “Ready – Fire – Aim?” MORE »
Success in sales today is based on the strength of your sales coaching and leadership. So how much actual sales leadership training have you had? Are you even aware of all the skills critical to today’s successful leadership? Join Jim as he shares why most people became sales managers, and how strengthening your sales skills
Want to evaluate how strong a sales leader you really are? MORE »
How skilled are your reps at asking questions of their buyers? How much time have you spent training and coaching your reps on the basic structures of questioning? Join me as I share the three fundamental skills of persuasive questioning…and how your reps can be asking better questions…so they can sell even more!
Do your reps understand (and use) the 3 basic structures of asking questions? MORE »
Where are you spending your time as the manager of your sales team? How much time are you spending fighting fires and fixing problems compared to coaching…and leading your team? Your buyers and competitors are dramatically changing, join me as I talk about what it takes to become a stronger coach and leader of your
How much time are you really spending as a coach and leader of your sales team? MORE »
How long is it taking your reps to deliver their messages of value and uniqueness to your customers? Especially in today’s hyper-competitive world where we have less time to sell compared to as little as 5 years ago. Join me as I share an old sales training exercise meant to help your people develop, and
Can your reps deliver their message of uniqueness before they burn their fingers? MORE »
Are your team members aware of how their spatial distances impact their persuasiveness? Join me as I share how control of spatial distances has a direct impact on your ability to sell and close business…so you can sell even more!
Do your reps really understand the persuasive impact they’re having on their buyers? MORE »
Are your reps talking too much? Do your reps automatically go into “Presentation mode” when a buyer says they only have a few minutes to talk? Join me as I offer ideas to help your reps improve their persuasive skills even when they only have a few minutes to sell. Because after all, you can
When your reps are under pressure, do they just collapse into “Presentation mode?” MORE »
What can you do to help your reps learn, and improve, from a lost sale? What can you do to use your losses as opportunities for research, for follow-up and to help increase your team’s competitive edge? Join me as I share how you can help your reps still get significant value out of their
How are you helping your reps get more value out of their lost sales? MORE »
Are you learning the best information and insights when you interview new people to join your sales team? I watch two realities with most sales leaders I meet. The first reality is almost all sales managers interview at least one new salesperson for an open sales position a year. And the second reality I notice
Want to strengthen your new sales candidate interviewing skills? MORE »
Have you noticed that your sales reps are being brought in later into their customer’s buying decisions? Think any of your reps are being cut out of your buyer’s evaluation and selection decisions? Join me as I share ideas to help you coach your team through this very current selling challenge…so they can sell even
How are your reps selling to today’s self-educated buyers? MORE »
