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Management who believe solely in developing the sales team’s product knowledge will give them the edge and increase sales are headed for disappointment. It may have been a good idea forty years ago but in today’s environment a client can gain information via the internet and through their peers, product knowledge is not a differentiator.…

If the purpose of sales training is to share information, then using a classroom setting or on-line learning is the right forum. However, seeing, reading, and taking notes is passive learning and will not achieve sales competence. Add to this the generic nature of most courses, makes it difficult for a salesperson to relate the…

What do you do when your sales targets are not achieved despite having been through a sales training and coaching program? This is a situation no-one wants to be in. Sales performance is affected when your identity is incongruent with your role as a salesperson. Being incongruent could be a temporary issue, and if you…

Every salesperson wants to have a relationship with a buyer that cannot be duplicated by their competitors. Salespeople try numerous strategies, few work effectively, until now. Research into neuroscience has provided great insight into how our brain functions. As salespeople we need to know what this means in a sales context. Sales will change the…

This story is part of I’m So Obsessed (subscribe here), our podcast featuring interviews with actors, artists, celebrities and creative types about their work, career and current obsessions. When actor and filmmaker Joseph Gordon-Levitt launched Hit Record a decade ago, the goal was to give people an online place where they could come together and create…

The work world is changing rapidly, thanks to historically low unemployment claims mixed with unprecedented quit rates and millions of baby boomers suddenly retiring. Like so many other people, Josh Feldman found his work life changing when the COVID-19 pandemic hit. Isolation at home with family became the norm, even while he continued working at…