1. says

    Sales 101 is absolutely essential for any more advanced selling techniques to take hold. In fact, salespeople who master these foundational techniques raise them to a higher level that alleviates the need for more advanced training, Make sure your people are strong in the foundational elements before you bring in anything else or it will not be as successful as possible.

  2. says

    I agree with Jonathan. The vast majority of companies I get called in to employ salespeople that, for the most part, never mastered the fundamentals of selling.
    Are there advanced selling techniques that are valuable? Absolutely. Are there some sales which call for more complex selling solutions than others? For certain BUT, unless the salespeople understand and practice Sales 101 first, no amount of advanced training will be useful.