Training Industry Magazine - Sales 2016 - (Page 4)
TABLE OF CONTENTS
F E AT U R E S
14
28
08
10
12
4
THE SALESPERSON'S MOST VALUABLE PORTFOLIO:
ALIGNING WITH WHAT MATTERS MOST TO YOUR CUSTOMER
By Steve Andersen & Craig Jones | Performance Methods Inc.
Focusing on the customer's pursuit of success should be top-of-mind for savvy salespeople.
MODERN SALES MANAGEMENT
By Richard Barkey | Imparta
Organizations must focus on strengthening the skillset of sales managers to maximize performance.
FOUR WAYS TO INCREASE
THE IMPACT OF SALES COACHING
By Mike Wirth | Forum
SALES TRAINING: IS IT WORTH IT?
By Jim Dickie | MHI Global
TRUST IS DEAD. LONG LIVE TRUST!
By Mark Marone | Dale Carnegie Training
18
GREAT SELLING TODAY:
NAVIGATING CHANGE
20
BIG DATA-DRIVEN SALES TRAINING
22
DESIGNING AN EFFECTIVE
SALES TRAINING PROGRAM
24
PUTTING THE CART
BEFORE THE HORSE?
By Lou Schachter & Rick Cheatham | BTS
By Duane Sparks | The Sales Board
By Dave Mattson | Sandler Training
By John Holland & Frank Visgatis | CustomerCentric Selling
26
HELPING SALES AND
MARKETING MARCH TOGETHER
32
HOW LEARN-ABLEMENT MAKES
SALES TRAINING WORK
34
WHAT SETS HIGH-PERFORMING
TEAMS APART
36
FOUR KEYS TO RAPID
BEHAVIOR CHANGE
38
DO YOUR SALESPEOPLE KNOW
WHERE THEY'RE STRUGGLING?
40
BANISH THE OTHER
FOUR LETTERED F-WORD
42
By Paul Bilodeau | The Brooks Group
By James Touchstone | Sales Performance International
By Julie Thomas | ValueSelling Associates
By Mark Bashrum | Richardson
By Tim Riesterer | Corporate Visions
By Edward G. Brown | Cohen Brown Management Group
THE SECRET OF SALES ENABLEMENT
By Ken Valla and Ed Emde | Wilson Learning
Table of Contents for the Digital Edition of Training Industry Magazine - Sales 2016