Sales Training Archives

Effective Sales Skills Assessment is the Magic to Fine Tuning Your Team

“People are overlooked for a variety of biased reasons and perceived flaws. Age, appearance, personality. Bill James and mathematics cut straight through that.” -Peter Brand, Moneyball The premise of Moneyball, both the book and the film, was that the method of recruiting baseball talent was stuck in the past. The process used outdated methods and …

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How to Drive Sales in the Face of Business Uncertainty

Sales Training / By Lance Tyson

One of the things that I talk to sales leaders about is the difference between a thermometer and a thermostat. A thermostat can set the temperature and manipulate

How to Master Away Game Selling to Win More Sales

Sales Training / By Lance Tyson

This article was originally posted on March 25, 2019 by Lance Tyson in SellingPower I’m addicted to my Fitbit. It keeps my diet on track, helps me work out longer and more frequently, and basically keeps me on my game regardless of whether I’m at home or on the road.

Meeting Management Tactics to Tame Your Meetings

Sales Management, Sales Training / By Lance Tyson

Here are a couple of meeting management tips I used in some of my past coaching sessions for leadership teams. Unusual… Unorthodox… Crazy… Call them what you will. They get the job done, especially when you use them as coaching opportunities Meeting Management Tactic: Controlling Access In this session with a client in the Ohio …

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Voicemail Messages – 3 Secrets To Getting A Response

Sales, Sales Tips, Sales Training / By Lance Tyson

Here is the question beginning sales reps ask a lot during my sales training sessions: I’ve left 25 voicemail messages and sent several emails. How do I get a response from my prospect? After mulling over the question, I have a few questions of my own: Are you trying to connect with the right person? …

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5 Steps to Buying Sales Training

Sales Training / By Lance Tyson

Around 18 months ago, we published an article on how to purchase sales training. There, we described the three factors you should take into consideration when buying sales training: content, process, and methodology. I began thinking about all this in early 2000 when I met a sharp HR executive who reminded me she bought millions …

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7 Personality Traits of a Successful Salesperson

Sales Performance, Sales Training / By Lance Tyson

When you’re hiring salespeople, you’re hiring someone to represent your company. Afterall, they are the face of your brand. So it’s only natural that you would want to hire only the best. Does this mean they have to have a lot of sales experience? Not necessarily, but they should possess certain traits which in the …

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9 Skill Sets to Consider When Training

Sales Training / By Lance Tyson

When you’re considering training for your sales team, there are a number of factors to consider. Last week we went over three main factors that must be considered when purchasing any type of training. You can read more on those factors here if you missed last weeks blog post. This week, we’re sharing with you “9 …

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How To Buy Sales Training

Sales Training / By Lance Tyson

Through the years, a variety of executives and managers have asked me, “How do you buy sales training?” In early 2000, a very savvy HR Executive, Sheila Ireland, asked me this very question. At that time, I was working for Dale Carnegie Training in Philadelphia. I had all of my training models, like the Kirkpatrick …

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