#sales training Tag

When your company receives a Request for Proposal (RFP), is it usually assigned to junior or new salespeople to complete? If so, this is a mistake. Let me explain: One of the struggles that many sales pros face today is whether to participate in an RFP process. They are often a mixed blessing. Completing them is usually a tedious, unpleasant task. And they can be time-wasters. They cannot be ignored entirely because some may lead to significant sales revenue. I have closed millions of dollars in sales as a result of RFPs. Many are issued by consulting firms with which you want...

09 September, 2025

Most Sales Training Is Wasted U.S. companies spend nearly $70 billion a year1—about $2,000 per sales rep2—on sales training. Yet much of this investment is wasted. The content is often outdated, the delivery methods are ineffective, and sales managers rarely reinforce what was taught. Despite poor results, many executives continue to fund these programs, accepting a weak return on investment. The Retention Problem Relevance isn’t the only issue—retention is another major challenge. Gerhard Gschwandtner, the highly respected founder of Selling Power and the Sales 3.0 Conferences, cites research showing that “84% of traditional training content is forgotten within three months if it isn’t...

25 August, 2025

This is paraphrased from a famous line in a song written by Bob Dylan. The song suggests youthful idealism often gives way to realism with age. Many think they're brilliant when young but learn more as they grow older. I found this true in my career—from thinking I was brilliant in my 20s to becoming wiser in my 30s, 40s, and 50s. Life's complexities often show fewer black and white absolutes and more nuances. Adapting to technological changes means embracing new ideas and continually retraining. Rapid advancements require us to understand new technology's benefits and drawbacks. Success comes from being adaptive,...

02 April, 2025

Some sales pros work for companies that furnish adequate suspects and unqualified leads to keep them busy achieving their sales goals. I was not as fortunate, working for several technology companies and a few start-ups.  If I did not develop leads, I would have starved and been terminated from my sales role by the company.  Fortunately, that never happened.  However, I had to learn to be resourceful and develop leads in various ways, depending on how much assistance I received from the company’s marketing department, which ranged from none to quite a bit. Some authors and sales trainers minimize the value...

03 February, 2025