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Custom sales training stops the golden nugget BS!

I used to be guilty of saying, “All sales training is good, some programs are just better than others. You can always learn a golden nugget.” Now, after years of sales leadership experience, I know better. The “golden nugget” concept is BS. Why waste a day of sales...

Stop, speak to me in dollars

During my career as a sales manager, I once approached my CFO seeking budget approval for an investment in technology.  I thought the technology would help my salespeople sell more. Shortly into the conversation, my CFO said, “Stop.  Speak to me in dollars, numbers,...

Before and after software demonstration fine-tuning

What’s the difference between a “fine-tuned” software demonstration and a “status quo” software demonstration? Here’s just one example: Sam sold software to manage wholesale distributors.  In the wholesale distribution business, a key measure of success is turning...