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Jeff Blackwell

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President, Sales Practice Sales Training

10 points

Jeff Blackwell is the founder of the sales training community of practice (CoP) and author of the professional selling blog for sales practitioners at SalesPractice.com

WEB: Sales Training UK

Nov. 18, 2011

Jeff Blackwell recommends this answer by Michael A Brown

Does sales training really fail?

Sometimes it does, and here are a few reasons …
The training emphasis is on content rather than behaviors. An indicator is when the trainer opens with, “We have lots of material to cover, so let’s get started.”
The alleged training objectives contain few if ... more

Sales Management

Nov. 18, 2011

Jeff Blackwell and 16 other people answered this question

Do you think the ABC (always be closing) approach is dead?

Hello Adem. For clarity, when you wrote "ABC (always be closing)" what specifically were you referring to? Were you referring to approaching sales as a progression of consent or did you have something else in mind? more

Always Be Closing

Sales Management

Nov. 17, 2011

Jeff Blackwell is now following Scott Albro and 1 other person

Nov. 17, 2011

Jeff Blackwell and 5 other people answered this question at this roundtable

Modern Sales Management: How the Best Sales Managers Thrive in Today’s New Environment [10/6 @ 11 am]

Why will the number of salespeople in the US go from 18 million to 3 million by 2020?

The numbers from The Bureau of Labor Statistics (BLS) of the U.S. Department of Labor do not support the notion that sales and related occupations will be at the numbers suggested (3 Million) by 2020. In fact, employment "growth" is projected in all but one ... more

Human Resources

Feb. 8, 2011

Jeff Blackwell recommends this answer by Eric Doner

Is sales art, science or a hybrid of both; if so, which is necessary and which is optional or...?

Selling is Art AND Science: The Art of Communication and the Science of Behavior. The Magic of Selling is in balancing Strategy and Skills. more

Feb. 5, 2011

Jeff Blackwell recommends this answer by Carole Railton

When a consumer chooses to buy

This depends on so much. that is exactly why there are salespeople about. the salesperson discovers the needs of the client, whether they be specific product, lifestyle, and lots more and then offers a solution with their product or service that will satisfy some or ... more

Consumer Behavior

Jan. 31, 2011

Jeff Blackwell and 1 other person answered this question

What does "professional selling" mean to you?

Thank you Jeb for responding to the question. I appreciate the input.

Jan. 29, 2011

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