http://www.isnare.com/?s=author&a=John+Fowler Marketing John Fowler Mon, 30 Nov 2009 00:00:00 +0800 http://www.isnare.com/?aid=447725&ca=Marketing Most of the work I do is based around the training and development of sales people and sales managers who have specifically decided that sales is the career for them. Occasionally I am asked to provide sales training for groups whose main role is not to sell but to provide a service in a profession... Business Management John Fowler Tue, 24 Nov 2009 00:00:00 +0800 http://www.isnare.com/?aid=444604&ca=Business+Management In past recessions many companies have taken the short-term soft options of cutting back on training and freezing graduate recruitment. However, the companies that actually analysed what happened as economies came out of previous recessions found that these options greatly impacted their ability to... Business Management John Fowler Fri, 09 Mar 2007 00:00:00 +0800 http://www.isnare.com/?aid=131858&ca=Business+Management How many times has your company run sales training with no visible effect on the business after the training. There are many reasons that sales training fails, here are some of the most common: No Clear Objectives Many times we have been told by sales managers that there sales team can't close, so t... Business Management John Fowler Wed, 28 Feb 2007 00:00:00 +0800 http://www.isnare.com/?aid=129383&ca=Business+Management Books Sales Professionals might like to Read While developing out new website for Sales Training Consultants, we thought it would be a good idea to provide a reading list for sales people wanting to develop their sales skills and knowledge. So, here it is, divided into various sub-categories for eas... Business Management John Fowler Wed, 28 Feb 2007 00:00:00 +0800 http://www.isnare.com/?aid=129385&ca=Business+Management Moving an I.T. company from Product To Services Sales In the communications industry there are two types of people - Bell Heads and Net Heads i.e. those who understand voice and those who understand data. This old, established voice products manufacturer needed to move into the data world, and the u... Business Management John Fowler Wed, 28 Feb 2007 00:00:00 +0800 http://www.isnare.com/?aid=129387&ca=Business+Management We believe that for any sales training initiative to be fully successful, sales managers must be fully involved in the program. This involvement should include both training the managers, and the managers re-enforcing the learning with their sales team. The four main types of sales management traini... Business Management John Fowler Wed, 28 Feb 2007 00:00:00 +0800 http://www.isnare.com/?aid=129397&ca=Business+Management Although we would recommend tailoring training based on the results of your training needs analysis (TNA), there are a number of common modules that can be used as the basis of the training program. Here are some we have developed in the past: Core Sales Skills As a company, you need to offer a rang... Business Management John Fowler Wed, 28 Feb 2007 00:00:00 +0800 http://www.isnare.com/?aid=129400&ca=Business+Management Technology and the internet have given many more options with regard to how training is actually delivered. Most of the key methods are shown below. elearning A quick Google search will show over 15 million entries for elearning. Its a big, and growing, topic with many potential application areas an... Business Management John Fowler Tue, 27 Feb 2007 00:00:00 +0800 http://www.isnare.com/?aid=128815&ca=Business+Management It is amazing how many companies dive straight into a training program without ever understanding the real training needs. These same companies certainly wouldn't start a new business venture without fully understanding the issues, how to get from where they are today to where they want to go and th... Business Management John Fowler Tue, 27 Feb 2007 00:00:00 +0800 http://www.isnare.com/?aid=128816&ca=Business+Management At some point in the training project, we need to assess the skills, knowledge, competencies and behaviours of the current sales people. Without doing this, we cannot understand the starting point for the change and how big the change needs to be. We will also find out whether the whole sales force...