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No More Choosing Between Principles and Quotas — Discover Strategies That Align with Your Values…

No More Choosing Between Principles and Quotas — Discover Strategies That Align with Your Values…

Why I take a different approach to sales learning. Rather than pushing a revolution in your sales strategy, I help you evolve and build on the experience and knowledge you...

9 Ways To Compete With Online Stores Stealing Your Sales

9 Ways To Compete With Online Stores Stealing Your Sales

So many retailers love to complain that online retailers are killing them. And yes, online is affecting all of us, but you can minimize online shopping from eating your lunch if...

8 Tips How to Hold a Profitable Employee Meeting

8 Tips How to Hold a Profitable Employee Meeting

One of the best things you can do for your retail business - especially if you are a luxury retailer - is to have a weekly meeting with your crew. An employee meeting an hour...

How To Avoid Hearing “No, I’m Just Looking” Ever Again

How To Avoid Hearing “No, I’m Just Looking” Ever Again

Were you ever picked by a teacher to come up in front of class when you weren’t prepared to speak? There’s an area of your retail store shoppers will avoid: the first eight...

Top 10 Keys to Determining and Improving Your Ideal Win Rate

Top 10 Keys to Determining and Improving Your Ideal Win Rate

What kind of car should you drive? Answering that question with anything other than, "It depends," is irresponsible because there are so many variables.  Choosing a car depends...

The Changing B2B Sales Landscape: What Sales Leaders Need to Know and Do

The Changing B2B Sales Landscape: What Sales Leaders Need to Know and Do

The Changing B2B Sales Landscape: What Sales Leaders Need to Know and Do Written by Erica Schultz Chief Marketing Officer, RAIN Group Sales leaders with a finger on the pulse of...

9 Ways To Increase Employee Retention In Your Retail Store

9 Ways To Increase Employee Retention In Your Retail Store

When employees leave – either because you fired them or they quit by choice, their absence leaves a hole. The more employee turnover you have, the more holes you have to deal...

The Latest Industry Trends in B2B Sales Coaching

The Latest Industry Trends in B2B Sales Coaching

There are several ways to improve the effectiveness of a sales force, and B2B sales training is the first way most sales organizations level up their sales teams. Because...

Secrets To Better Selling in Retail Stores: Knowing To Notice Yourself

Secrets To Better Selling in Retail Stores: Knowing To Notice Yourself

The selling problem for most retail salespeople isn’t the merchandise. Old school sales training never had you observe something about the customer, witness some behavior or...

5 Ways To Prepare Your Retail Store For The Future

5 Ways To Prepare Your Retail Store For The Future

First, the bad news for retailers... I’ve included this quote from McKinsey in several of my previous blog posts: "Brick-and-mortar stores should still account for...

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10 "What" Questions Retailers Ask About Retail

When done right, great customer service creates an exceptional experience and shouldn’t really look like anything. The retailer should be letting the customer know that they...

Sales Enablement Team of One: A Survival Guide

Sales Enablement Team of One: A Survival Guide

Reduce sales force turnover Reduce the cost of sales Creating a charter allows you an opportunity to secure buy-in and consensus from your stakeholders and collaborators, define...