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Author Archives: Jeff Seeley
Knowledge is Power: 2011 Aberdeen Sales Training Study
Over the years, I have often addressed the power of knowledge when it comes to understanding and meeting each customer’s unique needs. Just as critical is a complete understanding of our own business – recognizing those investments and actions that … Continue reading
Polish Your Elevator Pitch
We refer to a 10-15 second summary of where we work or what we do as an “elevator pitch” because a classic setting for sharing this type of information is on an elevator ride with strangers. The pitch is very … Continue reading
Posted in Sales Training
Tagged communication technique, elevator pitch, 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
Social Media mirrors Key Selling Skills
A recent article in BtoB brought to mind some interesting similarities between the world of social media and Carew’s teaching principles on the ideal sales process. Our sales training programs have always emphasized the importance of dialogue – really listening … Continue reading
Posted in Technology
Tagged B2B selling, communication technique, facebook, linkedin, sales skills, selling skills, social media, twitter
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Sales Myth #2 – Happy Customers are Good; Unhappy Customers are Bad
We all love positive feedback. No wonder we prefer to spend more time with clients who make us feel good about ourselves and our business relationship. Our happiest customers affirm the way we do business, the product or service we … Continue reading
A Rockin’ Lesson in Sales Success
This is the first in a series on our favorite sales and business books. Despite the piles of quality business books that have been written, I find I learn as much or more about successful sales performance from non-business books. … Continue reading
Skill-based Sales Training the Key for Sales Excellence
During a recent interview with Selling Power magazine, I was asked how companies can maximize their ROI on development. It’s a question I am asked often, and understandably so. Training can be a significant investment. It is only natural that … Continue reading
The Sweet Sound of Success: What a Maestro Can Teach Us About Sales Leadership
You never know where you’ll get your next great management inspiration. Case in point: A recent issue of Fortune magazine featured New York Philharmonic Conductor Alan Gilbert – not for his music, but for his effective leadership since taking the … Continue reading
Sales Excellence Should Be Your Legacy
You probably don’t spend much time pondering the legacy you are building at work. It’s much more common for people to approach their jobs using a checklist like the following: I come in on time, even a little early I … Continue reading