If you’re considering sales management training, focus on practical, field-based coaching to ensure lasting success. Teaching the teacher is the key to creating a culture of continuous improvement and ...
To continue reading this content, please enable JavaScript in your browser settings and refresh this page. Columnist Hal Becker reflects on his years at Xerox, where ...
Becker, 58, is a 1972 graduate of Cleveland Heights High School who earned a bachelor’s degree from John Carroll University in 1976. He said his new book, published in September by Career Press of New ...
To continue reading this content, please enable JavaScript in your browser settings and refresh this page. Columnist Hal Becker writes that leaders who don't ...
To continue reading this content, please enable JavaScript in your browser settings and refresh this page. Columnist Hal Becker writes that salespeople could up their ...
Columnist Hal Becker walks you through formulating your “magic question” for potential clients. No surprise: It aims to elicit more listening than talking by you. For years I have been calling this my ...
To continue reading this content, please enable JavaScript in your browser settings and refresh this page. Columnist Hal Becker says there are no magic bullets in the ...
Columnist Hal Becker writes about how salespeople can improve their performance by learning to see the transaction from the customer's viewpoint. Selling can be very easy and straightforward if you ...
To continue reading this content, please enable JavaScript in your browser settings and refresh this page. Hal Becker writes that all of us experience poor customer ...
Columnist Hal Becker suggests taking a page from the Apple playbook: Let your customers touch, feel and engage with your product. My good friend, who is a nationally recognized sales trainer, pointed ...
To continue reading this content, please enable JavaScript in your browser settings and refresh this page. Columnist Hal Becker writes that salespeople tend to make ...
To continue reading this content, please enable JavaScript in your browser settings and refresh this page. Columnist Hal Becker writes that sales are the lifeblood of ...
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