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IJST: Gaining Executive Access Getting meetings with senior executives has never been more important. But it’s also harder than ever. Conventional wisdom says that if you want to talk with an executive, you need to talk like an executive. You need to offer up relevant case studies, ROI calculations, and quantified strategic results as the price of entry. That advice made sense 25 years…
IJST: Virtual Training Can Be Better Than the Classroom When it comes to creating lasting behavior change, most sales leaders assume that virtual sales training is just a pale imitation of the in-person classroom. But what if your virtual training program was as effective—if not more effective—than classroom training? It’s not just wishful thinking. In this article in the International Journal of Sales Transformation, Tim Riesterer explores an online training model…

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