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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Can Millennials Hack It in a Demanding Workplace?

By Kelly Riggs | Sales + Leadership

Boomers have little patience for the self-absorbed social media addict who wants to “hack” his/her way through life, avoiding the very appearance of work. So, it was little surprise when a 2014 survey of 20,000 HR managers by Scout Exchange and Oracle HCM Users Group revealed that HR managers have serious doubts about the Millennial work ethic.

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The Sales Value of Time

By Kelly Riggs | Sales + Leadership

What is the single most valuable asset you possess as a salesperson? There is one thing that no salesperson can do without. It is absolutely non-negotiable – a complete deal-breaker. Your most valuable asset, far and away, is your time. The sales value of time is simply incalculable.

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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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