Sales Training in Manufacturing

National Manufacturing Podcast: Interviews of leaders in manufacturing Where’s Willie? Podcast. A Jacket Media Co. Production powered by Koganei International America
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The Best Sales Training Tool to Win More Conversions

I’ve been in the sales training industry for the better part of 20 years, and I’ve observed countless companies re-implement their sales training or pursue the latest shiny new thing. […]
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Six Sigma and Your Sales Process

Six Sigma and Your Sales Process

I noticed organizations continually invest time and money to improve sales team effectiveness, but which one? There are hundreds of sales training companies offering thousands of programs in all aspects […]
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10 Lessons Learned from 34 Years in Sales

10 Lessons Learned from 34 Years in Sales

Recently a new salesperson asked me what was the most important lesson I’ve learned regarding selling.  I came up with a few lessons that were top of mind, but that got me thinking, “What are the lessons I’ve learned?” I came up with 10 lessons. IF I ONLY KNEW THEN
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5 Minutes to Increased Industrial Sales

Overview Selling in the industrial marketplace presents many unique challenges.  Salespeople are required to have a high degree of technical skills. My first sales position was as a sales engineer for a machine tool and robotic systems company.  I had been an engineer until they put “sales” in front of
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7 Deadly Sales Mistakes

Chase customers who are not a good fit In a separate article, I define the difference between Customer Fit and the Ideal Customer Profile. Us salespeople love chasing all sales opportunities that come our way. That is resulting in a mistake. A mistake of chasing opportunities that are not a good
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