by Nick Anderson | Mar 8, 2012 | Sales Effectiveness
Watch the video of this blog Over the last 25 years, sales executives have become jaded about sales training’s contribution to the bottom line. For many, memories of being pulled from the field for some grizzly sales training remain. Today there are hundreds...
by Nick Anderson | Nov 4, 2011 | Sales Effectiveness
Introduction A key finding of our research in a large mortgage loan client (Nick Anderson and Linda Marsh) was that 40-50% of mortgage loan customers surveyed had concerns about their house buying process. Unfortunately, Mortgage Loan Officers recognized only half of...
by Nick Anderson | Feb 28, 2011 | Sales Effectiveness
Designing Sales Training: Methodological Agnosticism Sound weird, doesn’t it? Truth is . . . being tied to one training methodology simply isn’t productive. There’s no “perfect training methodology” – whether it be focused on selling, managing or coaching. Any...
by Nick Anderson | Jul 1, 2010 | Sales Effectiveness
The really effective sales organization has a number of characteristics, for example: Skills and strategies suited to their market outstanding products or services In-depth understanding of how these products can solve customer problems Appropriate rewards and...