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The Competitive Advantage

tag: training

September 12, 2017

How Sharp are Your Marketing and Sales Skills?

study1Over the next couple of months, I have the privilege of speaking about marketing and sales at several Market Research industry events:

These events got me to thinking… every year, most MR professionals and principals attend a few conferences, workshops or webinars as a means of improving their research skills and staying on top of new trends in our industry.

But what about staying on top of business development for your firm? What can you do – in addition to attending the events above – to improve your marketing and sales skills? To help, here are few other resources to investigate if your marketing and sales skills need brushing up…

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July 26, 2016

Creating a sales training agenda? Don’t miss these critical topics.

Sales TrainingCongratulations! You just hired a new sales rep… or maybe a couple of them. Maybe they’re even the first ones you’ve ever hired. And you’re anxious to get them trained and “on the street!”

So, what’s your sales training agenda look like? Like most firms, you’ll focus on all of the different services they will be selling… making sure they know exactly what you do. That’s a good start, but you’re missing a lot. Make sure to include these critical topics as you’re putting your training agenda together…

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October 8, 2014

Give a man a fish and he’ll eat for a day. Teach a man to fish… well, you get the picture.

fish 2I was having a conversation with my good friend and colleague, Brian, who founded a marketing services company in the financial industry. In addition to running the company, he also manages the sales team that makes sales calls on behalf of his clients.

All of his sales reps have years of experience and are evidently hitting it out of the park for his clients. Chatting with him on the phone this morning, he mentioned he was heading to the office for a sales meeting. I asked about his agenda… and he mentioned he was doing a lesson on ‘how to leave an effective voice mail.’ What?! He’s managing a team of experienced, proven sales reps and he’s presenting a ‘Sales 101’ lesson on voice mails?!

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