Sales Training

This page is a database of articles and downloadable white papers on many different aspects of sales training. You can search for any particular topic (e.g. "cold-calling") by typing it into the search box above the list of contents to the right. If you use the productivity tools in Connect (Calendar, Contacts, Workshop, Dashboard) you can use your dashboard results to see which areas of selling you have the most weak spots and then come to this page to find training resources to help you improve.

Radio - The Great Multiplier

Often we tend to think of radio as a stand-alone medium. While it can work effectively this way, more often it runs in combination with other media. It’s well-documented that a radio version (not just a direct lift of the soundtrack) of a TV spot can bring to the listener’s mind the TV spot and every day you can hear dozens of spots directing you to advertisers’ web sites. Radio is a fantastic multiplier of the results of other media as well…newspapers, direct mail, billboards, magazines, point of purchase, skywriting...

“In the middle section of this Wednesday’s Press Chronicle Citizen is an ad you’ll want to cut out, stick on your refrigerator, keep for reference. It describes an offer we can’t mention on the air…”

“This…is your mailbox, yet it’s somehow different. Waiting inside is something that will change your life…for at least 6 weeks. What looks like an ordinary coupon book, is really…”

“You’re walking down the cookie aisle at Safeway and you see it – the big blue banner. You pretend not to notice, but it beckons you on…”

“’What the heck does that mean?’ That’s what you’re thinking. You know, that huge billboard on I-17. The one with the red letters that say ‘Help’ and lists a phone number. You’re tempted to call it but…nahhh… Well, so far this week 1357 Dallas commuters have called that number, and here’s the kind of help they got…”

“This month’s Arizona Highways magazine has s surprise waiting for you, right in the middle, an advertisement that may be more compelling than any story in the issue. It describes a jewelry store that custom-designs…”

“SFX: alarm clock

Guy: Yawn

SFX: computer keyboard, email logging on, more typing


Voice: It’s 2:30 AM, but you don’t want to miss the Uptown Travel Sweepstakes coming to your inbox at any moment. Don’t mistake it for SPAM. It’s a chance to win one of 13 all – expense paid trips for two to the Grand Canyon…”

“Tonight on 60 Minutes, you’ll see an amazing commercial for TV Town. Right when Dan rather is confronting his guest with another career-changing question, you will be confronted by the never-before mentioned savings on every home theatre system at TV Town…”

We’ve created commercials designed to draw listeners’ attention to free standing inserts in newspapers that multiplied the advertisers’ results by several fold. You can too.

Now go out and do some multiplying of your own.

Jeffrey Hedquist. Visit

Sales Training