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Coaching & Training

A 4-Step Process to Develop and Achieve A Sales Vision For Your Team

Sales managers frequently find themselves immersed in the immediate, short-term results, making it quite a challenge to ...

7 Jun 23

4 min read

By David Jacoby Read More

Coaching & Training

Counter Negotiation Tactics to Use When Buyer Makes the First Offer

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventi...

31 May 23

5 min read

By David Jacoby Read More

Coaching & Training

How to Build Rapport in Sales With 3 Simple Techniques

Capturing the attention and trust of your potential customers is a crucial aspect of successful sales. When you establis...

24 May 23

4 min read

By David Jacoby Read More

Coaching & Training

How to Build Value in Sales with Value-Added Benefits

Think of the last time you won a close, competitive sales opportunity. What tipped the scales in your favor? In sales si...

22 May 23

4 min read

By David Jacoby Read More

Coaching & Training

How to Overcome the "It's Too Expensive" Objection

As a salesperson, you'll often encounter objections from buyers regarding the price. Though these objections can be frus...

17 May 23

6 min read

By David Jacoby Read More

Coaching & Training

How to Motivate the Quiet Quitters on Your Sales Team

The current phenomenon of “quiet quitting” has been gaining attention recently. It refers to the growing trend of employ...

1 May 23

4 min read

By David Jacoby Read More

Coaching & Training

Will AI Replace Salespeople? Separating Fact from Hype

In just a matter of a few months, ChatGPT has created a global frenzy. Its amazing capabilities show how Artificial Inte...

28 Apr 23

4 min read

By David Jacoby Read More

Coaching & Training

4 Unique Challenges Facing Sales Managers

Being a sales manager is tough. They face unique challenges like hitting revenue targets, managing a diverse team, navig...

26 Apr 23

5 min read

By David Jacoby Read More

Coaching & Training

How to Ask for Referrals in Sales with 6 Key Tactics

Last weekend, a strange man knocked at my front door. He introduced himself as a painter named Steve with a unique speci...

20 Apr 23

5 min read

By David Jacoby Read More

Coaching & Training

The Role Of Sales People after the Emergence of AI

With each passing day, it seems as if there is a new advancement in Artificial Intelligence (AI). Last week I saw the fu...

10 Apr 23

2 min read

By David Jacoby Read More

Coaching & Training

3 Ways to Use "Sell Me This Pen" to Hire Sales Superstars

The “sell me this pen” test is a classic go-to question for sales managers interviewing sales candidates, and it’s easy ...

5 Apr 23

4 min read

By David Jacoby Read More

Coaching & Training

New Sales Hire: Industry Experience or “Best Athlete”?

Hiring sales stars is an important yet challenging task for every sales manager. One challenge is whether to hire based ...

20 Mar 23

2 min read

By David Jacoby Read More

Coaching & Training

A Winning Sales Culture: Lessons from Salesforce & Netflix

The success of any sales organization depends on having the right mindset, culture, and strategy. As two of the most suc...

15 Mar 23

4 min read

By David Jacoby Read More

Coaching & Training

Avoid These 3 Missteps & Prevent Inaccurate Sales Pipeline Forecasting

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain mis...

9 Mar 23

3 min read

By David Jacoby Read More

Coaching & Training

Ignore Zuckerberg. Effective Sales Organizations Need a Sales Manager

Can a company succeed without managers? Mark Zuckerberg, CEO of Meta, thinks so. He's proposed a cost-cutting measure to...

23 Feb 23

3 min read

By David Jacoby Read More

Coaching & Training

How To Set Yourself Up For Success When You Are A New Sales Manager

Congratulations! You have just been promoted from salesperson to sales manager, now what? For many sales organizations, ...

27 Jan 23

4 min read

By David Jacoby Read More

Coaching & Training

How Sales Coaching Can Help You Beat Economic Challenges

During challenging economic times, it’s only natural for sales leaders to look for ways to do more with less. While your...

23 Jan 23

3 min read

By David Jacoby Read More

Coaching & Training

Beat Your Competition With These Sales Playbook Best Practices

In today’s uncertain economic times, there’s a new business mantra: “Do more with less.” For sales teams that means achi...

16 Jan 23

3 min read

By David Jacoby Read More

Coaching & Training

Strategies to Manage A Bad Sales Manager & Reduce Employee Turnover

According to LinkedIn research, the turnover rate for salespeople increased up to 25% compared to the 2019 pre-COVID rat...

28 Dec 22

3 min read

By David Jacoby Read More

Coaching & Training

Sales Manager Tips To Improve Rep Performance Feedback

Providing regular, constructive feedback to sales representatives on their performance is an important part of their dev...

19 Dec 22

1 min read

By David Jacoby Read More

Coaching & Training

3 Key Qualities to Improve Odds of Hiring a Good Salesperson

What’s the economic outlook for next year? Rising interest rates? Inflation? Recession? Answer: No one knows for sure. H...

19 Dec 22

3 min read

By David Jacoby Read More

Coaching & Training

How to Improve Sales Close Rates with this Real-Life Example

I recently spoke with a sales leader who saw a dramatic increase in his team’s close rate, increasing from 34% to 54% ov...

7 Nov 22

3 min read

By David Jacoby Read More

Coaching & Training

Coaching & Joint Sales Calls: When You Should Ride to the Rescue

For a sales manager going on a call with a sales rep, nothing is more painful than watching the rep crash and burn. The ...

2 Nov 22

2 min read

By David Jacoby Read More

Coaching & Training

Three Unexpected Benefits of Sales Training

Sales training is proven to help your team close more business deals, stay competitive, avoid discounting, win bigger de...

18 Oct 22

3 min read

By David Jacoby Read More

Coaching & Training

Advice to Solve Customer Problems from Top Tech Entrepreneur

“Fall in love with the problem, not the solution.” That’s how Uri Levine, the co-founder of Waze, the world’s leading na...

26 Sep 22

2 min read

By David Jacoby Read More

Coaching & Training

How to Measure Your Sales Leader Influence

One of the driving forces of sales leadership is influence – the ability to affect the motivations, actions, and behavio...

8 Sep 22

2 min read

By David Jacoby Read More

Coaching & Training

How ICPs in Sales Help You Find and Meet with Top Prospects

In prospecting, the only thing worse than not setting a prospecting appointment is setting an appointment with the wrong...

12 Aug 22

2 min read

By David Jacoby Read More

Coaching & Training

3 Things French Cooking Can Teach Us About Sales Performance

During the pandemic, stuck at home with few restaurant options, I taught myself how to cook. As I became more obsessed w...

24 Jun 22

3 min read

By David Jacoby Read More

Coaching & Training

3 Sales Truths From a Mattress Salesman

Can a new mattress change your life? Maybe—more on that later. But my recent experience shopping for a mattress highligh...

6 Jun 22

3 min read

By David Jacoby Read More

Coaching & Training

4 Reasons Why Asking Questions Will Improve Your Sales Calls

Asking great questions is foundational to consultative selling, but for many sales reps, this is easier said than done. ...

12 Apr 22

2 min read

By David Jacoby Read More

Coaching & Training

7 Different Styles of a Successful Sales Manager

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires multiple ...

23 Mar 22

2 min read

By David Jacoby Read More

Coaching & Training

Virtual Selling is Here to Stay

It may seem like a lifetime ago, but early in the pandemic people thought “Work from Home” was just a temporary disrupti...

20 Jan 22

2 min read

By David Jacoby Read More

Coaching & Training

Our Top 10 Sales Management and Leadership Posts of 2021

It's been quite a year for sales leaders across the country. Before we gaze ahead to 2022, we want to take a quick look ...

22 Dec 21

1 min read

By David Jacoby Read More

Coaching & Training

Managing Enterprise Sales: Quality vs. Quantity

Previously, we discussed why “linearity” doesn’t work when managing enterprise sales opportunities. Selling to the enter...

19 Nov 21

2 min read

By David Jacoby Read More

Coaching & Training

The Problem with Linearity in Enterprise Sales Opportunities

Many senior sales leaders are enamored with “linearity”- the concept that the sales process can be broken into monthly, ...

10 Nov 21

2 min read

By David Jacoby Read More

Coaching & Training

Selling to the Chief Technology Officer

If you sell technology solutions, you know that meeting with Technology Officers early in the sales process can dramatic...

22 Oct 21

3 min read

By David Jacoby Read More

Coaching & Training

Selling to Complex Accounts: Your Customer Coach Relationship Strength

When navigating a large, complex sales opportunity, one of the most important relationships a sales rep can cultivate is...

30 Sep 21

2 min read

By David Jacoby Read More

Coaching & Training

Position Yourself as a Trusted Advisor, Not a Salesperson

“Do you mind if I ask you a few questions to understand your needs better?” This is the go-to line most salespeople use ...

22 Sep 21

2 min read

By David Jacoby Read More

Coaching & Training

How to Establish Credibility with Customers

Inevitably at some point during a sales call, the customer will ask, “Who else have you done this for?” What they’re rea...

24 Aug 21

1 min read

By David Jacoby Read More

Coaching & Training

How to Get Access to Key Executives

In previous blogs, we discussed how to prepare for a meeting with a key executive (see here and here). But the 800-pound...

26 Jul 21

3 min read

By David Jacoby Read More