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  • Sales
  • It Always Comes Down to Price — Or Does It? Winning a price negotiation war with a customer

    I had a prospect once whose staff sold billboard space. I suspected that the amount of sales training his group needed would cost about $18,000. But when he asked me about price...

  • Sales
  • Are You Losing Sales Because You’re Selling Too Fast?

    My profession is teaching people how to become more effective at sales and sales management. Recently, a regional VP of sales for a large financial institution asked me to evaluate his sales team...

  • Sales
  • Running a Reverse: What to do if you’re not the first salesperson through the door

    Suppose that a potential client calls you asking for information or requesting that you respond to an RFP. It could be that they are just starting on their purchasing journey (which is...

  • Sales
  • Managing a Prima Donna in Business to Business Sales

    Most sales managers I know have a love/hate relationship with the prima donnas on their sales teams. They love the star player’s passion and hard work. They hate the self-centered behaviors that demoralize...

  • News
  • New Call Simulation Technology Increases Results From Automotive Telephone Training

  • Sales
  • Slow Down Your Sales Process

    Salespeople are under tremendous pressure these days to sell more and sell faster. Many sales managers harp on salespeople to close more deals, and push the customer along faster and faster. But what...

  • Sales
  • Does Your Company Lack Real Customer Focus in Your Sales Process?

    In recent years, forward-thinking companies have put a lot of emphasis on being customer focused, keenly aware of the competitive advantage they can gain. Most of the sales executives and managers I meet...

  • News
  • Synygy and Kane Bank Services to Co-Market SPM Solutions to Banking Industry

  • News
  • Resolution Systems Launches New Website to Serve Clients and Prospects

  • News
  • Many Sales Organizations have adopted the “Be Like Mike” approach

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