Author's articles
Traditional Sales Training and Professional Selling
By Jeff Blackwell · 13 years ago
A question that surfaces in the sales training community every so often is whether or not traditional sales training has been rendered ineffective by changes in technology, economy, etc.
Without an agreement on what is ...
The Biggest False Assumption in Sales
By Jeff Blackwell · 13 years ago
A discussion was recently started at SalesPractice.com titled, "How to shorten the sales cycle". The original question asked what you could do that is in your control to shorten the Sales Cycle (Length of time ...
Salesmanship and Empathy
By Jeff Blackwell · 16 years ago
One of the simplest ways to increase your productivity as a salesperson is to tune into your buyer's point of view. When you are in tune with your buyer you have empathy. This means that ...