The SEG Blog

Funny Sales Mistakes and Sales Training Moments to Learn From
Friday, May 11, 2018

Funny Sales Mistakes and Sales Training Moments to Learn From

We do this work all the time, and we've done it for years. We've come across all kinds of funny moments, and things were they didn't quite go the way we thought, or just funny things people say. What kind of experiences have you had? What kind of moments?

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Sales Training Reinforcement Best Practices
Saturday, April 28, 2018

Sales Training Reinforcement Best Practices

One of the things we talk about here all the time is sales reinforcement. We know that so many clients are interested in us helping them deliver a great sales event and to bring a sales process in, but we also know that reinforcement of these skills is going to be the key to having them actually put the process of the skills in play. So I'm interested in hearing from each of you, what are some of the best routes your clients are taking to reinforce sales skills?

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5 Coaching Principles for Managers
Friday, April 27, 2018

5 Coaching Principles for Managers

There is a question that has puzzled me for the past 20 years, why is it that managers have such a hard time coaching their people and reinforcing behaviors that eventually will make their jobs so much easier?

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Helping Your Technical Professionals Grow Business
Tuesday, March 27, 2018

Helping Your Technical Professionals Grow Business

We have the good fortune of working with a lot of different types of sales organizations. One of my favorite types of sales teams to work with are those that are highly technical whether it's pharmaceutical or engineering or financial services. These people are smart and certainly very capable, and they have strong domain knowledge that is not only very useful but really critical for them to be able to use with their clients. So, it is not a surprise that as technically oriented companies are looking for ways to grow, they're looking for ways to leverage their technical talent's ability to sell more effectively.

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A Look Back to Leap Sales Forward in 2018
Thursday, January 25, 2018

A Look Back to Leap Sales Forward in 2018

There’s something about turning that page on the annual calendar. Whether in our personal lives or in business, it’s a perfect time to reflect back on the past year, and also to plan for the new.

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Using Social Styles for Effective Leadership
Monday, December 11, 2017

Using Social Styles for Effective Leadership

Tim Deuitch and Susan Hall  discuss improving your leadership effectiveness through increasing your versatility. How do you solve the problem when people are leaving because of their manager?

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How to Grow Your Sales with Social Styles
Monday, November 27, 2017

How to Grow Your Sales with Social Styles

Susan Hall and Tim Deuitch discuss the 4 different Social Styles and techniques to increase sales through building stronger professional and personal relationships.

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5 Questions Every Employee Needs Their Leader to Answer
Wednesday, September 27, 2017

5 Questions Every Employee Needs Their Leader to Answer

Check out episode 5 of the Strategic Insights podcast, 5 Questions Every Employee Needs Their Leader to Answer with Susan Hall and Bob Parks.

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My 3 Favorite Discovery Questions
Friday, September 15, 2017

My 3 Favorite Discovery Questions

As any experienced salesperson or consultant will tell you, Discovery is both an art and a science. Without a plan, it’s easy to miss critical information as well as nuances that can help you shape your value proposition to the client. On the other hand, script your discovery plan too heavily and you’ll come across as a telemarketer taking a survey, and your customer will feel badgered and annoyed. The goal, of course, is to facilitate a professional dialogue with your customer, in which your questions open up and engage a level of shared information and insight that brings value in and of itself.

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The Firehouse!  Approaching Complex Sales with Comprehensive Attention
Friday, September 08, 2017

The Firehouse!  Approaching Complex Sales with Comprehensive Attention

Yesterday the engine light of my car lit up and the transmission sputtered.  I was mobile but with issues, and unaware of the cause and cost. I left it with my favorite technicians who, along with my warranty, are on the case with multiple people and machines assessing the situation. In the past, addressing such an issue didn’t use to be so smooth. I would use a trusted lone mechanic who often needed a hit-and-miss approach to finding the solution. Today, my car has diagnostic warnings and a team of technicians waiting to address its issues. Great attention!

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Discovery Agreements that WOW!
Saturday, August 26, 2017

Discovery Agreements that WOW!

Check out episode 4 of the Strategic Insights podcast, Discovery Agreements that WOW with Susan Hall and Tim Deuitch.

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Is it the Manager’s Fault?
Friday, August 25, 2017

Is it the Manager’s Fault?

The importance of understanding your organization.
Recently I had an interesting call with a Vice President of Sales for a distributorship company. He contacted me because he was looking for training for a sales manager that was struggling with building trust and getting his salespeople to follow him. Could I recommend a class for him?

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In my career as a Professional Development executive, I’ve had the opportunity to work with many outside consulting and training companies. Strategic Enhancement Group stands out as one of the best. It has been a pleasure to work with them for over 4 years at two different companies on various global projects


Janis Lipsitz

Qlikview

5 Coaching Principles for Managers

Why is it that managers have such a hard time coaching their people and reinforcing behaviors that eventually will make their jobs so much easier?

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