Kelly Riggs

All Posts by Kelly Riggs

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About the Author

Kelly Riggs is a business performance coach and founder of the Business LockerRoom. A former national Salesperson of the Year and serial entrepreneur, Kelly is a recognized thought leader in the areas of sales, management leadership, and strategic planning. He serves clients ranging from small, privately held companies to Fortune 500 firms. Kelly has written two books: “1-on-1 Management™: What Every Great Manager Knows That You Don’t” and “Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.”

Apr 25

3 Reasons Customers Don’t Care About Your Product

By Kelly Riggs | Sales + Leadership

The average salesperson is completely enamored with his/her product. That must be fairly obvious to customers, who are consistently inundated with feature-dump, product-focused sales presentations that provide little in the way of differentiation and create even less interest. On the other hand, what you may be missing is there are least three things that your customer cares about WAY more than they care about your product.

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Mar 14

The Sad State of Sales Training

By Kelly Riggs | Sales + Leadership

The vast majority of sales training is incredibly ineffective. Not because much of what is claimed to be “sales” training is actually just “product” training. Not at all. Instead, just looking at actual sales training – that is, training designed to improve selling skills – the evidence is clear. It is enormously ineffective. That’s not only my opinion based on 25 years of observation, it is consistent with extensive research on the effectiveness of salespeople.

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