Three Question Strategies to Make Your Sales Funnel

Last week I asked you to complete my market research survey,and you were not among the 16% who responded (that is a pretty good response rate). Those people are enjoying in-depth examples and logical insights to improve their business (and saving $84 over Amazon’s price on information that is worth Read more

What Kind of Sales Training is Best?

A reader asked this question about sales training:

“With your experience in sales management, who do you consider to be the best sales training company?  (Miller-Heiman, etc.)  I want to think down-field about the best company to partner with as I’m building my sales team.” John Siwgard

There is not a straightforward answer to this question, John. The sales training your company needs depends on many considerations. I’m not an expert at all the different sales training methodologies out there (however, I do know people who Read more

Michael Webb Interviews Jill Konrath on Selling Best Practices, Dec 13, 2006

Michael Webb and Jill Konrath, author of “Selling to Big Companies” discuss the best practices for sales effectiveness. An excellent, pithy discussion between two sales experts with very different kinds of expertise!

The Secret Reason Your Company’s Sales Process is Not Working, and What You Can Do to Fix It Now

Recently, in the boardroom of a major corporation, my friend Steve was recommending the roll-out of a sales negotiation program from Think! Inc., an internationally-recognized business negotiation training and consulting firm. The company’s Senior V.P. of Sales was there, along with his directors of sales operations, CRM, sales training, plus Read more

Selecting Sales Methodologies – Interview with Jim Ninivaggi (members only)

After a successful professional selling and sales management career, Jim Ninivaggi spent years in the trenches with sales training companies documenting his insights to that industry as a researcher for SiriusDecisions, Inc. This interview is a trenchant discussion of what works, and doesn’t work in selecting sales Read more