As a seller, chances are that you’ve heard the acronym, C.N.A. It can stand for the Customer Needs Assessment or Conducting the Needs Assessment. It’s also known as the need’s analysis or the...

Lets face it… each department within your organization is crucial to succeed. Without the management team you wouldn’t have goals to shoot for, without the accounting department you wouldn’t get...

At P1 Learning, our founders cut their teeth in the broadcast world. Early in their careers, they lived in the world of spots and dots, and organized their days surrounding drive time.

As an account manager, you know your broadcast and cable product better than anyone. But the ever-increasing demand for digital can put pressure on even the top performers in any cable and...

For the last month our weekly course recommendations have taken a deep dive into enterprise selling. But, what exactly is an enterprise account? Well.. thanks to our friends and partners at ej4,...

I’m going to say it… prospecting sucks. The thought of picking up the phone and reaching out into the unknown just feels all wrong.  Think about it, throughout our childhood we were told not to talk...

Ah, the close. That part of the sales speele that determines whether you or your salesperson gets paid or not. No wonder you’re always on the lookout for new closing techniques that promise big...

The prevalence of smart devices has brought about a near-constant overlap of advertising and the internet. As you may have already guessed this has caused interactive advertising to grow by leaps...

Sales opportunities don’t just spring up out of thin air. You have to uncover them. If you aren’t prepared to ask the right questions, they could be precious opportunities lost.

As sellers we are conditioned to say “yes” each time our customer asks us for “stuff”. In example… here it is, your customer is outlining their latest list of “value added” demands (FYI, that’s...