National Sales Center

Advice About Customized Sales Training Programs

By, Nick Moreno

Customized sales training programs are presented as programs designed for a specific product, industry or company. Sounds good on the surface but what do you get when you peal back the onion? Let’s take a look at the pros and cons of customized sales training programs. Read the rest of this entry »

Tags: Sales Training

Networking For A Job Can Be Challenging

The Networking Challenge

Why is networking for a job so challenging? Because, it can be a humbling experience that is not personally easy. Basically you are asking for help from your friends and colleagues.  Unfortunately networking produces about 85% of all methods of finding a job and is an “absolutely must do” in today’s job market. It can tax your skills while looking for that six figure career. You need to know how to network properly.

Everyone will tell you that networking is the only way to find that elusive job in a tough job market. Most people are reluctant to network because they are embarrassed about not having a job. Get over it and start networking with vigor. The longer you wait the harder it will be. So how do you go about the process?

How Do You Present Yourself Read the rest of this entry »

Tags: career in sales, interviewing, jobs in poor economy

Sales Mistakes Could Cost You Your Career

The Top Five Sales Mistakes

I’m often asked about some of the common sales mistakes I’ve seen in the field. Some of these sales errors could cost a sale rep a lot more than some commissions. Constantly repeating these sales mistakes could cost a rep their career. Here is my list of common sales mistakes and my advice on why salespeople must avoided them at all cost if they expect to increase sales performance. Read the rest of this entry »

Tags: Advice for salespeople

Sales Trainers Also Need Sales Training So… Train The Trainer

It’s not easy being employed as a staff member of a corporate sales training team. There is always some new product being introduced and a “new hire” training class that must get scheduled. However, sales trainers also need to stay ahead of the curve and get updated sales training. I have some advice on why it’s important to train the sales trainer and why it is the key to sales success. Read the rest of this entry »

Tags: Sales Training

E-Mail Is Detracting From Selling Time

Sales People Must Manage Their E-Mails

Salespeople only have about ten hours a day to contact clients and prospects. We commonly refer to this time span as “selling time”. These are precious hours and how we use them dramatically affects our productivity. However, there is one culprit that is constantly taking more than its fair share of “selling time”, E-Mail. Read the rest of this entry »

Tags: Advice for salespeople

Salespeople need to know when and how to leave a “prospect” that never will buy from them.

Too many salespeople spend a fortune studying time management yet hang in until the last minute with a prospect that never will buy from them. My time management advice is, if you are going to lose, lose early. Here is some advice on when and how to abandon a prospect that will never buy from you. Their is a right and wrong way to walk away from a prospect. Read the rest of this entry »

Tags: sales prospect

Sales Advice… Selling Is Business But Make It Personal

By, Nick Moreno

I’m not a big fan of “Site Sellers” or “Pitch Books”. I’m not a big fan of “canned” sales presentations. Leave all those cookie cutter approaches to selling for the armatures. The top pros know that selling is personal. Here is some sales advice on how to keep it personal. Read the rest of this entry »

Tags: sales advice

Major Account Decisions Are Controlled By The CFO

We all know that when selling to major accounts, we must contact executive row.  Too often, major account reps position themselves with the CEO but overlook another “C” level executive that is sure to be part of the decision process. Read the rest of this entry »

Tags: selling to major accounts

Beat Your Sales Competition By Educating Your Prospect

Not too long ago I was reminded of a technique you can use against your competition so I thought I’d write about it. I was looking to buy a new leather sofa and chair. I drove up to this 16 story building here in San Diego that is packed with different furniture stores. It makes it easier to shop because all the stores are in one location but it sure must be more difficult to sell when you are surrounded by the competition.

After visiting a few stores my head starting spinning so I decided to take a break and get some coffee. Across from this building there is a little strip mall with a coffee shop. I got my coffee but I also noticed a small standalone furniture store in the strip mall. Everything changed when I entered that small store. Read the rest of this entry »

Tags: sales competition

The Morale Of Your Sales Team Is Key To Success

When the economy is hot and people are buying, sales morale is often not an issue. It’s not hard to keep a sale team motivated when sales are up and commission checks break records. For too many, it’s a different story in today’s environment. In today’s world, managers have to overcome the effects of lower sales, job insecurity, reduced budgets and financial stress. Let’s explore ways to increase a sales team’s morale in this, or any economy. Read the rest of this entry »

Tags: morale

Never Keep The Best Practices Of Successful Salespeople A Secret

Those that know my work know that I’ve spent my career studying and teaching the best practices of successful salespeople. I’m not a fan of theories developed in some classroom. I prefer proven sales strategies that work in the field. Unfortunately, too many sales organizations never take the time to truly understand what works and what is not working. Also, too many top reps prefer to keep their best practices a secret. Read the rest of this entry »

Tags: best practices of successful salespeople