Coffee is for Closers.... and for Coaches

You've likely watched the iconic scene from David Mamet’s Glengarry Glen Ross where Blake, a young hotshot from downtown with an $80,000 BMW and a holier-than-thou attitude, browbeats a room full of downtrodden salesman. He threatens them, insults their sales skills, and questions their manhood. His only advice?

"Always be closing."

While that makes for award-winning drama, it's not what we deem effective coaching.

Does Sales Training Matter?

More than 50% of the 1.3 million U.S. college graduates in 2007 will become professional sellers on the first day of their employment. Yet, turnover rates, attrition and failure in-the-field for these young salespeople are astounding. The question is why?
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Selling to the C-Suite

Trying to get to a C level or senior decision-maker is arguably the hardest part of a sellers job. Huthwaite's research suggests there are 3 things that will increase your odds of getting that appointment.
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The Questioner's Art

During a sales call, you uncover a buyer problem that has multiple implications, some of which lead, in turn, to further implications. How do you proceed? Do you use your limited time with the buyer to address all the implications (let’s call this path #1), or do you follow just one of the implications as far as it will take you (path #2)?
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To Coach, or Not to Coach?

It’s easy, almost comforting, to say there simply isn’t enough time in the day to coach and do everything else. From a sales manager’s perspective, coaching is a burden, especially given the pressures to produce. But, consider the premise that proper coaching is, in fact, not “time lost,” but time saved.
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Sales Courses from - Huthwaite, providers of SPIN Selling, Sales Training

Coffee is for Closers.... and for Coaches

Does Sales Training Matter?

Selling to the C-Suite

The Questioner's Art

To Coach, or Not to Coach?

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Escaping the Price-Driven Sale!