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Monthly Archives: August 2011
5 Key Steps to Preferred Position
Position, as it relates to selling, is our current status and degree of influence in a customer relationship. Having Preferred Position means being the supplier of choice – essentially having all the business we want. Preferred Position may seem an … Continue reading
Posted in Sales Training
Tagged communication technique, preferred position, sales skills, selling skills
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Qualities of a Successful Sales Trainer
Developing internal sales training and reinforcement talent within customer organizations is an ongoing commitment at Carew International, so we are often asked to identify the qualities of a successful trainer. As a certified facilitator of all of Carew’s sales developmental … Continue reading
What’s Your Brand?
This isn’t about your preferred brand of a particular consumer good. What is YOUR brand? What brand have you developed for yourself with customers? Brand refers to the reputation a product or service has earned over time. It evolves based … Continue reading
Posted in Sales Training
Tagged appearance, personal brand, presentation, sales skills, selling skills
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Trends in B2B Sales
Is your sales organization set up to succeed in today’s marketplace? Are your salespeople focused on the right things? Do you know how to ensure ROI on your sales training initiative? In his recent interview with Selling Power Magazine at … Continue reading
Carew Must Read No. 2: What the Dog Saw by Malcolm Gladwell
The second in our series on “must” reads I suspect there are many Malcolm Gladwell fans out there who, like me, have read everything he has written to date (The Tipping Point, Blink and Outliers). For those not familiar with … Continue reading
Posted in Recommended Reading
Tagged malcolm gladwell, sales performance, sales skills, selling skills
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