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    • Best Practices – The volume of things we have to ‘get right’ to win a sale can be daunting. But selling, at its core, is a very simple thing. We have to persuade people to make decisions in our favor. When we adopt some best practice principles, our selling becomes more consistent and our success rate rises. On this page we present some best practices to review.
    • How-To – As sales people we spend our lives learning new skills and sometimes needing to brush the dust off of old ones. Every sales is different, every customer unique. On this page we remind ourselves of some of the skills that might have become rusty or there might be something new for you here.
    • Real Stories – We all win and lose. But how much time do we spend reflecting on why we got the result we did? Do we ever really discover just why it was we lost? And do we know what the ‘real’ decision making criteria was for our wins? In this blog area we discuss wins and losses and the lessons learned.
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Resources

On this page you’ll find links to various video’s, white papers and research documents. These cover numerous topics including quantification of the effectiveness of eLearning, the impact of coaching on sales performance, the business benefits of eLearning and others.

Academic Research

Corporate and Professional Bodies

White Papers

 

Other Sources

Videos

 

Academic Research:

Literature review: coaching effectiveness – a summary

An Assessment of the E ffectiveness of e-learning in Corporate Training Programs

Meeting the Training Needs of SMEs: Is e-Learning a Solution?

Social Media as Research Data

The Impact of Coaching on Salesperson's Performance and the Mechanisms that Regulate this Relationship

An Assessment of the E ffectiveness of e-learning in Corporate Training Programs

Corporate and Professional Bodies:

Enabling Sales at Scale

The Value of Training

Onboarding at the Speed of Growth

State of Learning & Development 2016: Ready to Evolve

The Business Impact of Next-Generation eLearning

The Transformation of Enterprise Sales Training

White Papers and Other Sources:

Will Online Learning Replace the Classroom

Sales Development Strategy by FourThirds

Videos:

An Introduction to the Total-Selling platform

Everyone is in Sales!

The Results eLearning Delivers

The Economics of eLearning

Coaching for Success

Improving Sales Performance

We have been working with sales leaders, human resources and training departments for over three decades, delivering increased business results and sales performance through a world-class portfolio of sales training, sales management, and personal development programs.

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