• HOME
  • BLOG
  • CONTACT

Pittsburgh Sales Training and Sales Development | Client Builder Sales & Marketing LLC

EPIC Improvement in Sales Performance

  • Sales Training & Coaching
    • Sales Training & Coaching
    • The Client Builder Academy™
    • The Client Builder Sales Process
    • Core Principles of Client Builder Selling
    • Courses & Workshops
    • Client Builder Selling versus Sandler Training
  • Sales Management Training
    • Leading a Sales Team
    • Becoming a Great Sales Manager
    • Sales Management Coaching & Training
  • About Us
    • The Team
    • Our Story
    • Our Mission
    • Why Hire Us
    • What Makes Us Better
    • Our Experience
    • Testimonials
    • Referral Guidelines
  • News & Events
    • Upcoming Events
    • Recent Developments
    • Hall of Fame
    • Looking for a Speaker?
  • FREE Tools & Resources
    • FREE Mini-Course on Sales Management
    • FREE Initial Consultation
    • FREE Reports and Whitepapers
    • Buy The Book!
    • The Client Builder Blog and Blog Index

The Client Builder Blog

  • “Selling in the New Economy” will be presented at Pittsburgh Technology Council on November 4th

    October 19, 2015 By Larry Lewis

    Attend our Executive Briefing for Business Owners and Executives on: "Selling in the New Economy" Wednesday, November 4 | 9:00 am - 11:00 am Let's face it, selling is harder today.  With … Read More >>

    Sales Compensation

    September 18, 2015 By Larry Lewis

    A company's compensation plan is usually the cornerstone of its plan to motivate the salespeople to perform. If the plan is too generous, it fosters a culture of complacency. If the plan is too … Read More >>

    Motivating Salespeople

    September 11, 2015 By Larry Lewis

    Motivating salespeople is not achieved through some mystical “pump up” system. Instead it involves helping your salespeople see in the present, a projection of the future they want, with the … Read More >>

    Onboarding a New Salesperson

    September 4, 2015 By Larry Lewis

    It is important to know how much time is required for new salespeople to begin achieving success. Ramp-up time can be calculated by adding the length of your sales cycle (number of days between a … Read More >>

    Interviewing Sales Candidates – The Five Best Questions to Ask

    October 28, 2014 By Larry Lewis

    1. Tell me about a time when you built a territory from scratch for a company with little or no name recognition... This will tell you a lot about the sales person's resourcefulness, behavioral … Read More >>

    Interviewing Sales Candidates – Who Sells Whom in the Job Interview?

    October 21, 2014 By Larry Lewis

    In today's economy there is a lot of available talent. Yet it seems to be getting harder and harder to find good salespeople. When screening sales candidates there are a couple of things you can to do … Read More >>

    Using Psychometric Testing Prior to Hiring Salespeople

    October 14, 2014 By Larry Lewis

    Too often business owners and sales executives find that newly hired salespeople fail to live up to their expectations even when these salespeople endured a rigorous interview process, and in many … Read More >>

    Keeping Your Eye Out for New Sales Talent

    October 7, 2014 By Larry Lewis

    Firing someone is not an easy thing to do. One part of you doesn’t want to fire someone, and another part of you wants to do it so you can move on and invest your energy in a new candidate. The task … Read More >>

    Promoting Overachievement in Salespeople – Part 2

    September 30, 2014 By Larry Lewis

    According to sales expert Dave Kurlan, founder of Objective Management Group, there are ten factors that impact a salesperson's propensity to overachieve. Last week I presented the first five. This … Read More >>

    Promoting Overachievement in Salespeople – Part 1

    September 23, 2014 By Larry Lewis

    According to sales expert Dave Kurlan, founder of Objective Management Group, there are ten factors that impact salespeople's ability to overachieve. Here are factors one through five: 1. Goals – … Read More >>

    The Seven Steps in the Client Builder Selling process

    Utilizing a Unified Sales Process – Part 2

    September 16, 2014 By Larry Lewis

    Your company probably has a system or a process for running every other aspect of its daily operations. Businesses operate according to processes in order to save time, reduce mistakes and maximize … Read More >>

    The Seven Steps in the Client Builder Selling process

    Utilizing a Unified Sales Process – Part 1

    September 9, 2014 By Larry Lewis

    What would you think of a surgeon who told you after your procedure that he didn’t follow a process for the operation; that he just improvised? How would you feel? The first thing I would do is check … Read More >>

FREE Mini-Course on “How to Build a High Performance Sales Organization.”
FREE Report – How to Increase Your Selling Horsepower
FREE Mini-Course on “How to Build a High Performance Sales Organization.”
FREE Report – How to Increase Your Selling Horsepower

SITE MAP

  • Sales Improvement
  • Sales Training & Coaching
  • Sales Management Training
  • About Us
  • News & Events
  • Resources

CONTACT US

  • By Phone: 888.625.2477
  • By Email: [email protected]
  • Via Linked In

BROWSE

  • Looking for a Speaker?
  • Free Reports & Whitepapers
  • Free Sales Graders
  • Sales Hiring Calculator
  • Privacy Policy

CONNECT WITH US

Link to our Linkedin Page
Link to our Rss Page
Link to our Twitter Page
Link to our Youtube Page

Copyright © 2023 Client Builder Sales & Marketing LLC | All Rights Reserved | Powered by: Zen Design Firm