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Online Interactive Sales Training

In 1769, James Watt completed big improvements to Thomas Newcomen’s steam engine, invented in 1705. Although this advanced steam engine revolutionized manufacturing, which previously relied on water and animal power, it took many decades for the technology to see wide-spread acceptance. Online training has been around in some form or another since the mid-1990s, and […]

Prospecting for Gold

Back in 1849, 300,000 people raced to California to take part in a genuine human stampede, sparked by the discovery of gold at Sutter’s Mill. Today, salespeople are rushing to prospect, attracted by the sparkling gold of data analytics. Business-to-business prospecting is driven by two main drivers. First, demographics. Demographics are statistical data relating to […]

The High-Impact Coaching Process

New Year’s Eve

On New Year’s Eve, across the United States, almost a million people in person, and tens of millions more on television, watch the crystal ball drop in New York’s Times Square. The actual drop takes but a few seconds, but the preparation begins many days before. In sales it is much the same, management, executives […]

You Gotta Know the Territory

In Meredith Wilson’s “The Music Man”, the anvil salesman melodically tells the people around him on the train “you gotta know the territory.” For the sales manager of an inside sales force, one of the primary management quandaries is the territory assigned to a salesperson. Typically, a territory may consist of customers, prospects and suspects. […]