The SEG Blog

The Difference Between Learning New Skills and Using New Skills
Friday, July 20, 2018

The Difference Between Learning New Skills and Using New Skills

I want to offer some perspective that we have on the difference between delivering a really good training event and actually bringing new sales skills into your organization and I'll start with two data points.

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Working with Expressives - Using Versatility with Talkative, Big Picture Clients
Friday, July 13, 2018

Working with Expressives - Using Versatility with Talkative, Big Picture Clients

Does your client or prospect love to talk? Do they have a hard time getting down to business? You are probably working with an Expressive. Tim Deuitch and Susan Hall discuss strategies to be more versatile and successful when working with clients and prospects who display the Expressive social style.

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3 Things Sales Managers Can Do NOW to Get the Best Results from Training
Friday, July 06, 2018

3 Things Sales Managers Can Do NOW to Get the Best Results from Training

We're in the business of helping our clients get results and one of the things that we know for certain is that coaching is a really important element to sustain success. In fact, the research tells us that you can get a 43% bump, which is coaching alone, but when I talk with sales managers at different companies, the reality of their work is that a lot of times they have little time for one-on-one coaching and so the question is, how do we get the most out of this, when there are so many different responsibilities they have around administration and everything else that they do?

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The Four Current Challenges Holding Back Organizations from High Business Performance
Friday, June 22, 2018

The Four Current Challenges Holding Back Organizations from High Business Performance

There are four elements that are holding back organizations from achieving high business performance, and those four issues that I think need to be explored always, are the basics; focus, communication, leadership, and accountability. I think that without addressing all these issues individually, and then again as a group, businesses have no ability to actually achieve high performance.

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Why a Little Tension in Your Customer Meetings Can Be a Good Thing
Friday, June 15, 2018

Why a Little Tension in Your Customer Meetings Can Be a Good Thing

Is your sales cycle too long? Are your salespeople doing long discovery but not closing any opportunities? Susan Hall and Tim Deuitch discuss strategies to leverage tension when meeting with a customer to win more business and build trust.

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Three Keys to Consider for a Successful Global Training Initiative
Friday, June 08, 2018

Three Keys to Consider for a Successful Global Training Initiative

When companies decide to do training and development, most of them decide to do it globally, and in our experience, we've noticed that there are three really key things that you need to consider if you're going to do a successful global training initiative. The first one is get local input, and when I say that, I mean get input from people who really understand the audience. When you look at the needs of a sales force, for example, in the United States, it could be very different than a sales force in Asia or another part of the world. So get local input, and talk to people on your team who really know the needs of the audience so that you can tailor that training specifically to them.

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Stay Curious! Planning to Listen
Wednesday, May 30, 2018

Stay Curious! Planning to Listen

Despite knowing good Discovery and listening skills we often stop Discovering right when the information is flowing from the customer or prospect. How can we listen more and talk less?

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The Number One Reason People Leave an Organization
Friday, May 25, 2018

The Number One Reason People Leave an Organization

It's pretty common knowledge that people leave organizations because of the problems that they have with their direct supervisor. What's less common to understand is that the number one reason that people are leaving, is because of lack of feedback, or lack of appropriate feedback, specific to situations.

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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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With SEG, there’s no question that the client’s interests come first…We’re active participants in the process. It’s an on-going dialogue..SEG doesn’t come in, ask a few questions then recommend a ‘package.’ They ask tough questions, questions we can’t always answer right away. They listen to our answers, research and ask more questions – then they make a recommendation.


Manager of Learning and Development

Enovation Graphic Systems

Three Keys to Consider for a Successful Global Training Initiative

When companies decide to do training and development, most of them decide to do it globally, and in our experience, we've noticed that there are three really key things that you need to consider if you're going to do a successful global training initiative.

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