Case Studies

The Five Biggest Mistakes People Make in Video Meetings

Now that things are returning to “normal,” don’t expect virtual meetings to go away. Expect to do more of them, more often, but with improvements. Remember what happened in late winter 2020, when your employer told you that you would …

Apprenticeships: a Brilliant Post-COVID Talent Strategy

Apprenticeships aren’t only for plumbers and electricians. Savvy employers will use apprenticeship programs to attract and retain talented people in the coming years. Have you seen the current state of employment recently?  Most of the time we only hear about …

The Difficult Conversations Every Leader Needs to Master – Part 1

A difficult conversation is any conversation in which there are strong differences of opinion between two people, and which has the potential to become emotional. In Part 1 of this article we’ll explore what makes a difficult conversation difficult. In …

Don’t Forget to Sell at Both the Business and Personal Levels

B2B buyers make their purchase decisions at two levels: a business level and a personal level. That’s why sales professionals need to sell at both levels. Everyone must sell to some degree or another regardless of their specific role. A …

New Year’s Resolution: Improving Your Skills – Part 2

You can become better at almost anything if you follow the simple plan laid out in Part 1. In Part 2 we’ll explore the final three steps to move from here to there. You can, in fact, improve your skills …

New Year’s Resolution: Improving Your Skills – Part 1

You can become better at almost anything if you follow this simple plan. In Part 1 we explore the first half of the journey from here to there. As you read this you may be working on a few New …

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“I participated in the B2B Sales Essentials Course over the last year taught by company president Hank Boyer. His expertise in preparation, customer needs assessments along with his overall expertise of the various sales competencies will help my company forge new business opportunities during a challenging economic period. I would not hesitate to recommend B2B Sales Essentials to any organization which has a desire and is committed to being a world class / best in class in their business.”

Dean M.
Director of Sales, Massachusetts