Content about Entrepreneurship

March 27, 2012
Salespeople Are Different—and So Are Companies

If your company’s sales training program isn’t in tune with the organization’s culture, history, and preconceived notions, it may bring polite nods but deliver little else. Here are five aspects that can’t be overlooked.

By Ken Wax

My recent article explored “10 Reasons Why Training Salespeople Is Different and What You Can Do About It” (http://trainingmag.com/article/yes-salespeople-are-different%E2%80%94and-so-training-them). It showed why the very nature of their work makes them different than most other groups.

February 27, 2012
How to Teach a Course That Doesn’t Exist

People—usually successful, senior-level people—will speak of this course easily, almost casually. They seem to know it well, as if they’ve taken it themselves. And the day may come when you hear it requested, with little further explanation, as the cure to some pretty serious problems. What course is this? It’s called “Sales 101”—and no one has ever taken it.

By Ken Wax

People—usually successful, senior-level people—will speak of this course easily, almost casually. They seem to know it well, as if they’ve taken it themselves. And the day may come when you hear it requested, with little further explanation, as the cure to some pretty serious problems.

What course is this? It’s called “Sales 101”—and no one has ever taken it.

January 30, 2012
Want Higher Performance from Sales Teams?

More than one of every three HR managers (37.9 percent) named Sales as the department most in need of training, based on a global talent management survey by NorthgateArinso.Training correlates to several key outcomes, based on AchieveGlobal research. Moderate to substantial coaching and training tends be related to higher deal sizes, greater increases in personal sales revenue, and generally more overall success compared with those receiving minimal coaching and training.

By Sharon Daniels, CEO, AchieveGlobal

Ultimately, all companies are in the business of sales. While goods and services vary from brand to brand, a company’s lifeblood is in the revenue generated from sales. That’s why it’s critical to consider what comprises an organization’s sales DNA—ranging from the talent of individual salespeople, to strength within the leadership ranks, to organizational structure.

May 6, 2011
Switched-On Selling: A Revolution in Training

You may have read many books on selling and attended numerous sales seminars. You might even have a private coach. But the success you’re striving for may still be elusive as long as your subconscious mind is running old programming that blocks or limits you. The good news, explain authors Jerry V. Teplitz and Tony Alessandra, is that there is a brain optimization process that easily reprograms and rebalances that old subconscious programming.

By Jerry V. Teplitz and Tony Alessandra, with Norma Eckroate

Have you ever wondered what it is that sets extraordinary salespeople apart from those who are just getting by? Are they simply more talented or more intelligent? Do they have better connections with decision-makers? Or is something else going on? The fact is that super-successful salespeople not only have great personalities and proven, powerful sales methods, they also have an elusive quality that we might call the X-factor. This X-factor includes inner resilience and a strong ability to empower oneself.

August 1, 2005
Death by corporate overview and how to prevent it

As a sales and marketing consultant, I often hear the question, "How much of a company's corporate overview should we include in a presentation?" It's a good question, and the answer I always give is: as little as possible.

As a sales and marketing consultant, I often hear the question, "How much of a company's corporate overview should we include in a presentation?" It's a good question, and the answer I always give is: as little as possible.