National Sales Center

How Sales Reps Should Shake Hands

This may sound like a silly subject but much has been written about it because many ask about it. What’s the proper way for a salesperson to shake a prospect’s hand? I have some advice for salespeople on “the handshake”. Read the rest of this entry »

Tags: Sales Training

Sales Performance Review Evaluation Issues

Yes, we need Sales Performance Evaluations but we also need to get them right. Unfortunately, that’s not happening in many large corporations. Let’s look at some of the issues concerning sales performance evaluations and how we can improve the process.

But first, allow me to issue my full disclaimer that you should consider this entire  article  pure  folly  so don’t use anything in this article at your office or work. If you do, you do so at your own risk so don’t come knocking on my door. Read the rest of this entry »

Tags: sales advice

Sales Training Reviews That Hit The Target

Besides being a student of salesmanship, I’m also a student of sales training. I can tell you there are some outstanding sales trainers and their training can and should put more commissions in your pocket. However, I also ran across a few sales trainers that left me wondering about the benefits of their material. Perhaps you’ll agree with my sales training reviews. Read the rest of this entry »

Tags: Sales Training

Sales Training Exercises Can Be Fun

Let’s jump to why we need sales training exercises. Look at it this way. A safe guess is that the average professional quarterback spends only 30 minutes on the football field during a game. However, they spend an entire career preparing for each of those minutes. The same must be true for professional sales reps. You can’t escape the need for sales training exercises if you expect to field a top sales team. Read the rest of this entry »

Tags: sales skills

Strategy For Selling Key Accounts

Joe (not his real name) was frustrated. Joe just got promoted and was assigned to selling key accounts. His manager gave him a list of 35 key accounts and told him to penetrate them. Joe was getting nowhere fast. Read the rest of this entry »

Tags: sales strategies

How To Motivate Salespeople

Salespeople create their own workload and that’s different from most occupations. For that reason, it’s important to motivate salespeople so they’ll increase their workloads and sell more. Most managers, however, are not sure how to properly motivate salespeople. I’ll give some insights on how to motivate salespeople and increase sales. Read the rest of this entry »

Tags: salespeople

Announcing New Sales Training Services

I love the summer so I’m not happy to see it slip away. However, it serves as a wake up call. Now is the time to get ready for the New Year. I’m determined to make next year the most successful year in our company’s history. Read the rest of this entry »

Tags: Sales Training

Hear Sales Questions, Then Ask Sales Questions

Probing is a key sales skills so reps are trained to ask a ton of sales questions. The goal is to uncover a need for the product or service being sold. However, reps are not the only ones with sales questions. Prospects also have questions and their sales questions open the door to salesmanship. Read the rest of this entry »

Tags: sales techniques

Sales Advice Is Not Always Good Advice

In today’s world everyone is a guru or expert and this holds very true in the world of sales training. I guess that’s why there are so many people offering sales advice but how much of that sales advice has any value and can truly drive sales success? Read the rest of this entry »

Tags: sales advice

Sales Skills For Non Salespeople Are A Plus

Do you have room for a new superhero? Let’s call him “Salezeno”. He comes from outer space packed with powerful sales skills. In no time, he negotiates peace around the world and saves the planet. My point is that sales skills are powerful and can be applied to everyday life, even if you are not a superhero… or not even a salesperson! Read the rest of this entry »

Tags: sales skills

Properly Identify Your Sales Competition

Although it may look easy, properly identifying your sales competition can be tricky. It’s hard to beat something you can’t see and your sales competition is not always obvious. Most often we loose to the status quo. When the prospect decides to do nothing, the status quo wins another order. More often than not, a resistance to change is our leading sales competition. Read the rest of this entry »

Tags: Sales Training

Improve Sales With Consultative Advising

You may turn down someone trying to sell you a membership to a gym but all that changes if your doctor strongly advises you to join a gym. In today’s world, people listen to experts. Reps must therefore evolve and transition from rep to expert if they expect to succeed. Read the rest of this entry »

Tags: Sales Training

Phone Sales Blitz Can Succeed

Funnels are looking anemic and it’s time to find a cure. Often the sales manager turns to a Sales Blitz Day. Everyone hits the phones in a drive to turn things around. Unfortunately, many phone sales blitz days never produce the desired results. Here are some tips that will help you have a successful sales blitz. Read the rest of this entry »

Tags: Sales Prospecting

Sales Success Is Earned Success
By, Nick Moreno

In a drive towards peak performance, I’m often asked about the keys to sales success. This is a very complicated question and the best I can do is highlight a few important points about generating sales success. So, let’s get started with this Guide about some important elements that drive sales success. Read the rest of this entry »

Tags: sales skills

Let Sales Training Material Stimulate Sales

“Where is all the sales training material?” That’s my lead question when I visit a sales office for the first time. I’m not interested in material on motivation, products or procedures. I’m only interested in sales training material. Read the rest of this entry »

Tags: Sales Training