A discussion was recently started in the SalesPractice.com sales training forum titled, “How to shorten the sales cycle”. Here is a copy of the original post:



“For sake of discussion let’s say that… …the prospect trusts you, respects you and values the relationship. …you are working with a prospect who has the authority, budget, want and need for your product or service. …the prospect feels you have the most compelling value proposition.… Continue

A question that surfaces in the sales training community every so often is whether or not traditional sales training has been rendered ineffective by changes in technology, economy, etc.



Without an agreement on what is meant by "traditional sales training" and "ineffective" any discussion on the matter is likely to have a high probability of misunderstanding especially among participants who are not familiar with each others communication… Continue