Ninety percent of sales training fails. When you consider how much a company spends per person on sales training, a company can lose as much as $500,000 a year on failed sales training. Those are frightening figures, but companies can improve them, says John Doerr, Co-President of RAIN Group and co-author of the new report Why Sales Training Fails. Listen as Doerr discusses why sales training fails for so many companies and what they can do to fix that and start generating more money, not lose it.

Direct download: Sales_Training_Fails_Doerr.mp3
Category:general -- posted at: 7:00am EST

Want to get prospects to pay attention to you and trust you? Then you need to create marketing that isn't perceived as marketing. You need to create content that helps people solve a problem, says Michael Stelzner, author of Launch: How to Quickly Propel Your Business Beyond the Competition. Listen as Stelzner discusses why content marketing is the better strategy and what you can do—no matter how large your firm—to create content and grow your business.

Direct download: Content_Marketing_Stelzner.mp3
Category:podcasts -- posted at: 7:00am EST

Generating leads online can be challenging, especially when SEO rules frequently change. But if you know who your idea client is, know what websites and blogs they visit, and produce content that they want and need, you can better target them and drive traffic to your site. Listen as Duct Tape Marketing's John Jantsch discusses how B2B firms can best use online advertising, SEO, SEM, and social media to increase lead generation

Direct download: SEO_SEM_Advertising_Jantsch.mp3
Category:podcasts -- posted at: 7:00am EST

Being likeable helped Sally Field win an Oscar ("You like me! You Really Like me!"), and it can help you win more sales. That's because people buy from people and businesses they like. You might provide the best service, but unless prospects and clients connect with you, you will not win their business. Listen as Michelle Tillis Lederman, author of The 11 Laws of Likability, explains how to increase your likability, strong client relationships, and win more sales.

Direct download: Likability_and_Sales_Lederman.mp3
Category:podcasts -- posted at: 7:00am EST



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