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    How to get clients to actually take your advice

    Many of the greatest ideas and advances in history occur when someone takes an idea from one area of expertise, and applies it in another. For this reason, I spend a lot of time listening to, reading about, and speaking with experts in a wide variety of disciplines outside of sales.

    How to drive new behaviors at scale, one trainer’s story

    When it comes to sales performance improvement, driving behavior change is one of the stickiest challenges of them all. How do you get the people in the field to adopt and actually become good at the new techniques and behaviors you want from them?

    Why your technology-neutral message is the wrong one

    “I don’t try to tell clients what technology they should be using. We work with whatever systems they currently have.”

    How to survive the pandemic as a sales trainer

    Almost nobody expected 2020 to turn out like it did. At the end of 2019, we were all dutifully making our annual plans for the coming year, projecting revenues, segmenting markets, doing all the things that good sales departments do.

    How the next generation of sales managers are being trained

    Sales managers can be a major multiplier for sales performance, but too often this critical role is overlooked when it comes to training. Not so at Indiana University’s Kelley School of Business.

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