Is HR responsible for training?

Is HR responsible for training? Well, is HR responsible for the performance of the department that needs the training? Therein lies the loaded question and, in my view, answer. What is the role of Human Resources (HR) in training? It is only to facilitate execution of the training. Unfortunately, I find many customers for the…

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3 costly sales mistakes and how to avoid them

3 costly sales mistakes, so easy to commit. Unfortunately, they result in expensive sales losses. Costly mistake, 1: Not paying attention to the business card This costly sales mistake is more common than you think. You exchange cards with the prospective buyer (prospect) as good business etiquette dictates. He puts yours away without so much…

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Winning the business to business sale; 3 tips

Winning the business to business sale starts with knowing that buyers buy the value to your product to their business. Prospects (potential buyers) don’t care about the features of your product; the more, when they (prospects) are a business. Winning the business to business sale means showing the value of your product’s features to their…

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How your internal processes can help you sell

Internal processes in your company, are likely a reflection of those, your buyers’. Exploit this knowledge to your advantage… Internal process being a reflection of yours, is useful information for the business-to-business seller. That’s one that sells to a business; for instance, an advertising representative from A. Media Group selling advertising space to a company…

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Internal sales training and challenges

Many companies sabotage their sales efforts through their internal sales training programs, methods. Most internal sessions of training are product-oriented, with a technocrat (say, an engineer or underwriter) called in to drive home the product knowledge; yet success in selling is buyer-oriented. Focus on how the buyer benefits instead of narrowing down on features that…

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