I’ve been talking to a number of people recently who fall into a couple of camps starting a training firm, or at least hanging out a shingle to be a training firm starting life as an IC for a training firm starting to represent multiple firms as an IC and wondering how to convey your [...]
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Over the last few months I have been having more conversations with small training firms as well as people thinking about hanging out a shingle as a sales trainer. In addition to talking about key issues like their Exit Strategy I have, almost without fail, brought up the challenge of how they talk about what [...]
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Many thanks to Dave Stein for his kind words and taking up so much space in his blog with this interview of me. If you aren’t a subscriber to Dave’s blog you can do that here. Dave is the only analyst solely focusing on the sales training space and posts content that is of interest [...]
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One of the roles I occasionally play for training and consulting firms that I am working with is one of Thought Leadership. In January 2007 this article I wrote was published under my name and that of a salesperson for Applied Concepts Institute in a now defunct Rochester, NY magazine called Business Strategies. Reading the [...]
Filed under: Marketing, Sales | Tagged: opportunity assessment, opportunity management, sales training | Leave a Comment »
Over the years there have been a number of consulting and training firms who have provided ways of assessing opportunities. For the benefit of my readers who don’t have an Opportunity Assessment approach in their methodology I pass these along and encourage you to have a standard Opportunity Assessment process for use by your salespeople [...]
Filed under: IP/Product, Marketing, Sales | Tagged: opportunity assessment, opportunity management, sales training | Leave a Comment »
