Rural Sales Training

7 Red Flags That Show You Can’t Trust Your Sales Trainer | The traditional sales training system is inherently broken. Role playing hypothetical generic sales situations are not going to help [...]

Always Be Closing, open-ended questions and sleazy sales tactics went out in the 1980s. The traditional sales training model is broken yet they still peddle out-dated models of selling. These [...]

Why do we continue to train rural sales teams using out-dated techniques that we would hate as buyers? Hard core, ABC, puppy dog closing techniques no longer work. They just piss your farming [...]

Getting your rural sales team sold on training isn’t easy. Like poor sales people that have gone before them, poor sales trainers makes your job that much harder too. Getting your team excited [...]

When rural companies proudly tell me they rely on word of mouth referrals, I think how much money they are missing out on. The problem is referrals – whilst the best kind of lead – [...]

When you don’t have any leads it’s because of what you didn’t do 3 months before, not what you need to do now. If you know your sales cycle well, you’ll know that it takes [...]

People say “sales is about numbers”. It is but you need to focus on the right numbers not the wrong ones. At a basic level you should focus on the number of leads you have. But unless [...]

I often hear this veiled cry of desperation from rural marketing departments or uneducated sales people. My challenge is always: awareness of what? The question is designed to get you to think [...]

Sales management is so last century. Stop telling and start asking. Telling your reports what to do means you lose valuable learning opportunities. The whole point of leader is to create more [...]

Sales talent turnover is ridiculous right now. Gallup calculates it can cost your rural business up to twice their salary. For your high performers, double that again. When you allow for all the [...]