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12
Nov
nature_vs_nurture

Can you develop & improve sales skills or are they natural? Are star salespeople born or are they taught? Is sales a skill that is hardwired into a person’s DNA or can you develop and improve on sales skills? This is a long debated question by sales managers and executives alike. How much of a sales skill set can be taught and developed with coaching? At 3Hr Learning, we feel that salespeople are made, not born and they are made with…

28
Oct
relational selling
What is Relationship Selling?
  • Steven Osinski
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Relational selling, also called relationship selling, is the process of seeking out people who have a particular need, assisting them to recognize and define that need and demonstrating to them how a particular service or product fills that need. This process of relational selling ends with a very natural close because it is obvious to them they have a solution to their problem. Sounds pretty simple, right? To dig a little deeper, relational selling: Is a highly respected profession. Provides…

03
Oct
marketing vs sales
Marketing vs Sales
  • Steven Osinski
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Marketing vs Sales: What’s The Difference? When it comes to different businesses and company initiatives, they often have one thing in common: the need to drive sales or transactions in order to earn revenue and grow the business. Most companies accomplish this with a combination of sales and marketing techniques. At 3Hr Learning, we like to use the analogy of the sales team as the Marines, getting sent in first to drive results and create a market. The marketing strategies…

18
Sep
referrals
The Dummies Guide To Easily Getting Referrals
  • Steven Osinski
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Dummies Guide: Best Way To Get Referrals Let’s be real, prospecting can be absolutely miserable. Rejection is much more common than success and it can be extremely difficult to break into new accounts. One easy way to avoid a lot of prospecting rejection is to do a better job of getting high quality referrals from your existing customer base. Executives know and value the opinion of other Executives so why wouldn't you take advantage of your current customer list? Make…

13
Sep
LinkedIn Prospecting – The Ultimate Guide
  • Steven Osinski
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The Ultimate LinkedIn Prospecting Guide Technology now drives our modern day business environment  and for sales people this couldn’t be more true. The internet and the vast growth of social networks have created small degrees of separation that connect almost everyone online. For Sales Professionals, taking advantage of the major social networks such as Facebook, LinkedIn and Twitter is paramount. Today we are going to take you through a simple guide to LinkedIn prospecting and prospect qualifying.  LinkedIn can be…

23
Jul
Closing Deals150
Traditional vs Consultative Selling: Breaking It Down
  • Steven Osinski
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The Traditional vs Consultative Selling Approach What is the difference between a sales rep. and a sales consultant?  That is a question we have found is difficult for many “sales professionals” to answer.  Lets start with some similarities that sales consultants and sales reps. share – they both make money based on someone buying something, also known as a sale.  They both target decision makers within a prospective organization to buy their products or services.  They both target these potential…

24
Nov
phone-sales

Unlike many of his classmates, Seth had found a job in his field of choice right after graduating. Though he was the envy of his peers, Seth was unhappy. In college, Seth dual-majored in Marketing and in Public Relations. His dream was to work at a big New York agency and to manage the accounts of international brands. He had a passion for all things marketing, and he loved the rush of playing a role in a client’s success. Seth…

24
Nov
technology-1
A 4.0 Super Student Struggles to Find a Job in a Failing Economy
  • Steven Osinski
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  • featured .

Armand listened to his parents and his elders. From when he was young, he knew that he was going to college. The formula was common knowledge. Enter middle school with grades high enough to begin taking advanced classes, which would lay the ground work for Honors and AP classes in high school. Those advanced classes would appeal to recruiters. Everyone knew that. And while he was pushing a 4.5 GPA because of his weighted Honors classes, Armand was in the…

23
Nov
inventor
An Inventor Turns to Sales After Crashing in Hollywood
  • Steven Osinski
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“I normally don’t like to tell people this,” Andy said, “but I was on one of those invention shows. You know the ones: a guy walks into a room and has three minutes to pitch his idea to some investors.” Andy always wanted to be an entrepreneur. Ever since he was young, his imagination ran wild with idea after idea for products and for businesses, but he struggled, as most people do, with funding. He came from a blue collar…

23
Nov
family-business

Jackie always did well in school, not perfect, but well. Her family didn’t have a lot of money, so she spent two years at a community college to save on tuition, fearing that four years of state college loans would cripple her financially for life. While she went to school, she worked at her mom’s restaurant, waiting tables and managing stock. She went to classes in the mornings, and when class let out in the early afternoon, she put on…