The Holiday Office Party Survive-&-Thrive Guide

The Holiday Office Party Survive-&-Thrive Guide

It's that time of the year. Ugly sweaters get their 15 minutes of fame. Malls echo with endless loops of holiday muzak. Folks are planning what food to prepare/bring/cater. And planners are getting headcounts for their annual holiday parties. Here are some survival and safety tips. The upcoming (Dec. 9) movie Office Christmas Party highlights how management would probably not want your company party to turn out this year. (Typically, trashing one’s office is frowned upon.) I’d suggest letting management know that you would like to have an office party before throwing one before attempting to throw it without them.…read more >
The Best Sales Training Content in 2016

The Best Sales Training Content in 2016

As we wrap up 2016, our team wanted to share a list of the 13 best sales training content sources we found this year to help us grow, achieve goals, and improve our performance. Check out the top books we loved, podcasts we listened to, TED talks we watched, and digital publishers we visited most often. Cheers! For the Intrepid Bookworm: The Power of Habit: Why We Do What We Do in Life and Business by Charles Duhigg A great read for learning what motivates us and how we can change. This book was recognized by The Financial Times as…read more >
5 Ways Not to Sell Me Something

5 Ways Not to Sell Me Something

I’m a busy person, with authority to buy or recommend products and services for my company. Naturally, that means I’m a target for every intrepid salesperson. This includes companies with things I actually need and many with things I don’t. Here are five ways that will lead to sales failure, even if you’re selling something I want. Full disclosure: I go all cranky curmudgeon when it comes to unsolicited sales calls. Whatever positive attitude I had will evaporate the instant it’s obvious I’m being pitched for something. I pay attention to Caller ID. Barely one in twenty sales emails will…read more >
4 Resources For Improving Your Professional Communications Skills

4 Resources For Improving Your Professional Communications Skills

This is the season to be thankful. As a salesman, I appreciate all the resources I have that help me polish my professional communication skills. Here are my top four: Without good communication skills, I’d be washed up as a salesman. Fortunately, through the years, I’ve discovered lots of great resources to improve these. It was hard to narrow these down to just four, but here are the ones I’ve been able to use multiple times throughout any given day. 1. Recommended Reading Yes, I know. There are thousands of books on communication. But my absolute favorite is Crucial Conversations,…read more >
The Key to Making Money in Sales

The Key to Making Money in Sales

Like most of America, I woke up last week to the surprise of Donald Trump as our next President. (ANNOUNCEMENT: To spare you any more election fatigue, there will be no more political mentions in this blog!) However, the event made me curious to check out some past episodes of the TV show, The Apprentice. I didn’t follow the show back in the day, but it turns out that it’s theme song is “For the Love of Money” by the O’Jays. I love this song! In fact it’s been my ringtone for the past five years. (After you’ve enjoyed it…read more >
Sales Training Lessons From an Uncivil Society

Sales Training Lessons From an Uncivil Society

In a democracy, we participate in elections where each side tries to sell us on their candidate. Throughout American history, we’ve seen passionate, but mostly civil elections. This year has been a shouting match of incivility, unrest, and unwillingness to listen. Both sides are failing at salesmanship. As annoying as political rhetoric is, politicians and their teams have a job to do. Successful campaigns are built on modern marketing principles, as the late Joe McGinniss explained in his 1969 book, The Selling of the President. To get elected, candidates deliver their best sales pitch and value proposition, using every known…read more >
Trick or Treat (How Halloween’s Catchphrase Can Offer Insight Into Best Practices for Sales Training)

Trick or Treat (How Halloween’s Catchphrase Can Offer Insight Into Best Practices for Sales Training)

Halloween is around the corner. In the U.S., Britain, Mexico, Ireland, and elsewhere, children are preparing to go door-to-door. They will knock and shout “trick-or-treat” in the hope of scoring a sweet haul. It’s fun—but it’s also a metaphor to learn from. In the U.S., traditions of trick-or-treating for candy date back to the 1920s—roughly same timeframe as modern advertising. It’s really much older, dating back to 16th century Britain and Ireland, where there are plenty of tales of people singing or performing for food and drink. Today, it’s a fun excuse to get into costume and character. Trick-or-treating is…read more >
How Remote Work Has Changed Professional Communication Skills

How Remote Work Has Changed Professional Communication Skills

In his book The Social Animal, cultural commentator David Brooks argues that our subconscious minds, influenced by countless nonverbal cues, determine how we behave. Salespeople and other influencers already know this. For years, they’ve been successful because they communicate well with nonverbals. But has the rise of remote work, and the decline of face-to-face contact, changed this? First off, let’s admit that some communication skills that will never translate well as virtual experiences. There’s no true online counterpart to a warm handshake or a hug. (I disagree with my friends who insist that such things can happen in VR.) Many nonverbal…read more >
Online Sales Training and the Art of Kung Fu

Online Sales Training and the Art of Kung Fu

I’ve been a fan of Kung Fu ever since I was a kid. I loved all the movies, the David Carradine series, and of course the weekly “Kung Fu Theatre” episode that would drag me into the house on a Saturday afternoon. Now that I’m all grown up—mostly—I see some amazing similarities between martial arts and sales enablement. To be proficient in sales, it’s not as much about how your body is positioned. It’s about how your relationship with the prospect is structured. It’s also about “learning the right moves,” not robotically but naturally—responding in the moment by knowing intuitively…read more >
“Put Me In, Coach!” What the NFL and the Best Sales Training Teams Have in Common

“Put Me In, Coach!” What the NFL and the Best Sales Training Teams Have in Common

Interactive training is at the heart of all professions—whether it’s live or online. The start of the NFL season reminds us that sales enablement and professional football have more in common than you may think. Fall is upon us. Pumpkin spice is back, backpacks are packed, and football season has already kicked off. If you’re like me, you drafted your fantasy team a few weeks ago and are now experiencing all the highs and lows as you move around your squad each week. If you don’t play, here’s a basic rundown. Fantasy football is a competition in which participants build…read more >