Free Library Catagory: Product Marketing

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Fix This Sales Training Problem

“We train them, but it doesn’t seem to do a lot of good. Sales still doesn’t know enough about the product to sell it. So we, the factory experts, have to get directly involved in every sale.” As you might have guessed, that’s the point of view from the factory-expert...

6 Ways to Improve Sales Training Delivery

You know a bad training session when you see one. Nobody's paying attention. The sales team's laptops are open to e-mail or stock listings. Cell phones are going off. The product manager at the front of the room has been there for two hours pointing to slides that...

A Better Way to Train Sales

If you asked a salesperson what they really need for product training what do you think they would say? I'll bet they would not say "We need to know every detail about the product."  Yet, all too often that's just what they get. At a typical training session product...

What’s Wrong with Factory Based Selling?

Many capital equipment companies default to the "factory based" selling model where the mission of the field sales force is to simply secure meetings for the factory product expert. This selling model fundamentally limits the quality of your customer relationships and...