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January 6, 2019 - Quenching Your Customer’s Thirst for Value

Quenching Your Customer’s Thirst for Value

Selling water to a thirsty person should be easy, right? Not so fast. Salespeople often miss the big opportunity because they fail to expand the conversation beyond making the simple sale. Many times customers need more than a simple answer to an immediate problem—they need a way out of the desert.

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April 2, 2012 - Better Versatility = Better Relationships

By Tom Roth

In conversations with clients about the impact of the current economic downturn, I keep hearing one concern everyone seems to share: "how can we help our people manage the strain of all the budget cuts, layoffs, and reorganizations?" learn more

March 5, 2012 - How to Get Salespeople to Call Higher: Tips for Success

By Ken Valla

Over the years I’ve heard from many sales leaders who have been frustrated by efforts to get their salespeople to call wider and higher in their accounts. Although we all have a strong belief that there are opportunities outside the safe "green zone" of familiar contacts, many salespeople are particularly intimidated by trying to get appointments with executives. learn more

February 14, 2012 - Rejuvenating Your Team: Discretionary Energy Lost and Found

By Carl Eidson

You know the feeling . . . Low enthusiasm, low energy, not a lot of motivation. You’re tired out and feeling oppressed by "making do with less" for way too long. Chances are your employees are feeling this way too, stretched too thin and tired of putting out extra energy to cover work that used to be done by employees who are now gone. learn more

January 24, 2012 - What Can We Do To Make Training Stick?

By Carl Eidson

Training 2012 Conference & Expo speaker Carl Eidson answers the question, "What can we do to make training stick?" learn more

November 4, 2011 - To Differentiate, Leverage Your Customer's View of Fair Value

By Ken Valla

I hear a lot of questions these days about how to differentiate in a weak but highly competitive market. The challenge affects clients from both ends of the spectrum—those selling premium high-end solutions with high costs, and those whose solutions are regarded as commodities. learn more

October 11, 2011 - Protect and Retain Your Strategic Accounts by Aligning Organizations

By Peter Krammer

Nothing is quite as profitable and rewarding for a supplier as a strategic account. There is a myth embraced by far too many organizations that the health of this type of relationship is the province of the sales department. Let’s challenge our thinking on that. learn more

August 17, 2011 - Mobile Web vs. Mobile Apps

By Michael Leimbach

Many of our clients who start utilizing mobile learning are quickly confronted with the issue of whether to implement it as a mobile app or via mobile web. The decision can have broad implications for accessibility, cost, quality, and maintenance of a mobile learning strategy. learn more

July 8, 2011 - Virtual Leadership: Leading by Remote Control

By Carl Eidson

We posted a blog in 2009 titled Leading by Remote Control in which we discussed the challenges of leading a remote team. Several readers commented that they found the title troublesome since it conjured up images of a leader controlling others or purposely pushing others’ buttons. These critiques had good merit. After all, engagement research tells us that employees don’t want to be controlled. And clinical psychology research tells us we all have buttons, yet none of us wants them to be pushed by others. With all of this criticism, does the Leading by Remote Control title have any legitimacy? learn more

June 21, 2011 - What reality TV tells us about Social Styles and building better relationships

By Leon Thompson

As the saying goes, pop culture often imitates life. In today’s media-driven culture it seems you cannot have a reality show without a largely tell-assertive cast. Television executives are well aware that Expressives and Drivers in back-up mode equal good ratings. learn more

April 1, 2011 - Q: Hire salespeople and train them to be scientists or hire scientists and train to be salespeople?

By Carl Eidson

A few days ago I posted this question on a LinkedIn discussion group focused on sales effectiveness in the chemical industry, a market segment that employs many scientists and technical experts as part of the sales force. While this discussion was focused on sales in the chemical industry, the same issues apply across many industries including laboratory equipment, high tech systems, aerospace, alternative energy, and more. learn more

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