Why Body Language Matters in Sales

Sales professionals often fail to recognize how much noticeable information they emit with their bodies. Watch your body language and close more sales. You get back what you put out. Unless you control your body, it’s telling your clients something you don’t want them to know. Your words may be spot-on but your body is […]

The REAL Reason Your Sales Team Needs Interactive Video Training

I was excited when we first released the practice-reinforcement-roleplay feature for the Viddler Training Suite (VTS) platform. Webcam or mobile video is a great way to learn—especially if the video is used interactively. However, it turns out I missed the real reason to get excited about interactive video training. Let me explain: The best sales […]

6 of the Best Sales Training Skills Anyone Can Use

If you’ve been in the sales game for awhile, you already know these, and practice them instinctively. So this will be a refresher. But if you’re new to the sales profession—or know someone who is—take a look at this breakdown of basic selling skills, and why they are important. As Daniel Pink and others have […]

Holiday Season Lessons for Sales Teams

December is upon us! The holiday spirit is everywhere, and we all try to live it up. It’s a time we’re allowed to be gluttonous, spend money, and have fun. Even if you’re not especially religious, however, there’s more to it than that. On the Facebook page for Cameron Diaz’s latest work, The Longevity Book, […]

What Can Sales Training Learn from Sports Video Motion Analysis?

Sports coaches have long used video to analyze and improve athlete performance. They’ve gone beyond the basics – re-watching a game or individual performance – to detailed analysis of tasks and biomechanics. Sales professionals often rely on sports analogies for motivation, but sales coaches still rely on in-person “ride-alongs” and other in-person approaches to evaluate […]

Fire Up Your Sales Enablement Strategy

There are three common causes of poor selling performance. Too often, we don’t spend enough time speaking with high-capacity buyers/customers. Also, we’re unable to verbalize the most important sales communication in a convincing and credible way. We can also demonstrate poor skills when executing the fundamental consultative sales process. Since the goal of sales enablement […]

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 […]

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 […]

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 […]

Reinventing the Wheel for Sales Training (Part 2)

Last week, I went on a bit of a rant on the odd width between U.S. rail tracks—as a metaphor for the “that’s-how-it’s-always-been-done” approach to sales training. This week, I’ll offer a modest proposal. Instead of repeating a dry litany of sales goals and metrics, what if we “flooded the zone” with truly great sales […]