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Coaching & Training

Stop Asking These Questions to Increase Client Satisfaction

Most salespeople ask fact-based questions during their sales calls. These are questions designed to uncover factual info...

13 Oct 15

3 min read

By David Jacoby Read More

Coaching & Training

How to Help Your Buyer Move from a Problem to Solution

Sometimes we have problems, but we don’t do anything about them. Other times our problems are so urgent we take immediat...

9 Sep 15

3 min read

By David Jacoby Read More

Coaching & Training

How to Move Beyond BANT for Better Sales Results

Sales people rarely have enough time in the day to manage all of the activities expected of them. Whether it’s making pr...

24 Aug 15

3 min read

By David Jacoby Read More

Coaching & Training

How to Effectively Get Your Prospect's Attention

Research consistently shows that organized, consistent, disciplined prospecting is the number one key to sales success. ...

26 Jun 15

5 min read

By David Jacoby Read More

Coaching & Training

Beat Competition in Sales with a Competitive Edge in Your Strategy

Many salespeople hate competition. Unfortunately, that’s the nature of selling – it's always there and you have to beat ...

29 Apr 15

4 min read

By David Jacoby Read More

Coaching & Training

Multi-Level Selling in 4 Helpful Steps

Here are a few common sales problems: you have gone through the entire sales process only to find out that the person yo...

2 Apr 15

5 min read

By David Jacoby Read More

Coaching & Training

4 Sales Management Tips from a Girl Scout Troop Leader

Over the weekend my living room was converted into a Girl Scout Cookie warehouse and is now stacked floor to ceiling wit...

24 Feb 15

4 min read

By David Jacoby Read More

Coaching & Training

Old School Sales From 1980 - Is It Still Relevant?

Sometimes sales training opportunities appear in the most unlikely places. Last weekend I was walking in my neighborhood...

28 Jan 15

2 min read

By David Jacoby Read More

Coaching & Training

Sales Coaching Template for Performance Issues & Counseling

One of the most challenging situations for many sales managers is dealing with reps who have sales performance issues ca...

18 Dec 14

4 min read

By David Jacoby Read More

Coaching & Training

Sales 2.0 Conference: Sales Coaching Insights from Key Stakeholders

Research shows that effective sales coaching can dramatically improve the performance of sales teams—in some cases drivi...

10 Nov 14

3 min read

By David Jacoby Read More

Coaching & Training

5 Steps For Vital Decision-Making As A Leader

Decision-making is critical to all management positions. However, decision-making is even more important to you in your ...

29 Oct 14

4 min read

By David Jacoby Read More

Coaching & Training

How to Deal with Sales Reps Who Don't Want To Be Coached

One of the most frustrating aspects of sales coaching is dealing with sales reps who don’t want to be coached. We all ha...

4 Aug 14

3 min read

By David Jacoby Read More

Coaching & Training

How To Create Urgency in B2B Sales To Overcome The Status Quo

Asking great sales questions is an essential selling skill that all sales professionals must master to accomplish an eff...

20 Mar 14

2 min read

By David Jacoby Read More

Coaching & Training

Why Customers Raise Sales Objections

In a perfect world, customers wouldn’t raise any sales objections. Sales professionals would precisely identify each cus...

13 Mar 14

3 min read

By David Jacoby Read More

Coaching & Training

How Top Sales Coaches Create a Collaborative Sales Coaching Culture

We firmly believe that sales managers must master the critical skill of sales coaching in order to maximize the sales pe...

22 Jan 14

2 min read

By David Jacoby Read More

Coaching & Training

How to Avoid Wasting Time in Sales Management

If there is one consistent complaint we hear from frontline sale managers, it is that they are always short on time. Thi...

20 Dec 13

2 min read

By David Jacoby Read More

Coaching & Training

How to Improve Sales Skills With a Lesson From President Lincoln

After reading “Gettysburg: The Last Invasion,” by Guelzo, I learned the answer to one of American history’s great trivia...

25 Sep 13

3 min read

By David Jacoby Read More

Coaching & Training

Why Feature Dumping Doesn't Work & What You Should Do Instead

One of the worst mistakes salespeople make, even highly experienced ones, is “feature dumping.” Here the sales professio...

17 Aug 13

3 min read

By David Jacoby Read More

Coaching & Training

Lead More Effective Sales Presentations by R-E-A-Ding Your Audience

One of the most nerve wracking experiences for any sales professional is making sales presentations to buying committees...

12 Apr 13

2 min read

By David Jacoby Read More

Coaching & Training

How to Onboard New Sales People Efficiently

Here is a troubling statistic: the average sales person stays with a company for about two years. Considering all of the...

27 Mar 13

1 min read

By David Jacoby Read More

Coaching & Training

How to Get Your Non-Sales People to Improve Your Sales

“I need my sales team to be more proactive.” It’s a comment we hear frequently from sales leaders. The reason for it is ...

25 Feb 13

1 min read

By David Jacoby Read More

Coaching & Training

Great Sales Conversations: “What’s in it for me?”

We are now in the homestretch of the 2012 political season, and the airwaves are flooded with political ads, speeches an...

1 Nov 12

1 min read

By David Jacoby Read More

Coaching & Training

Captivating Customers: The Magnetic Pull of Storytelling in Sales

Dating as far back as the Stone Age, the art of story telling is a highly effective form of communication. People are si...

9 Jul 12

1 min read

By David Jacoby Read More

Coaching & Training

Tips for Effectively Opening a Sales Call

For better or worse, research has indicated that we make decisions or judgments about a person in the first seven second...

26 Jun 12

2 min read

By David Jacoby Read More

Coaching & Training

3 Building Blocks of Successful Customer Relationships

Sales reps, who typically tend to be pretty social by nature, will often try to build rapport with customers based on a ...

29 May 12

1 min read

By David Jacoby Read More

Coaching & Training

Find Top Sales Talent Like a Pro Football Recruiter

Does it seem like the NFL season plays out on TV or sports talk radio 365 days a year? I was watching ESPN and one NFL a...

11 May 12

1 min read

By David Jacoby Read More

Coaching & Training

Sales Coaching ROI: Avoiding the Trap to Drive Improved Results

Consistent sales coaching is a great way for sales managers to improve results. However one common challenge we see with...

2 May 12

1 min read

By David Jacoby Read More

Three Territory Management Time Wasters to Avoid

In our current slow growth, budget constrained economy, sales teams have to do more with less. Quotas keep going up, whi...

7 Mar 12

2 min read

By David Jacoby Read More

Coaching & Training

Importance of Understanding Customers Needs and How to Do it

The stalled sale is one of the most frustrating experiences for a sales professional particularly when the sales person ...

7 Dec 11

1 min read

By David Jacoby Read More

Coaching & Training

Lead Qualification Process: Magic Carpet Ride

The lead qualification process is a critical but challenging selling skill for salespeople. Ask too few sales questions ...

22 Aug 11

2 min read

By David Jacoby Read More

Coaching & Training

Money is Only One Way to Increase Sales Team Motivation

One of the primary functions of sales managers is to always keep the sales team motivation high. Of course, the easy ans...

3 Dec 10

1 min read

By David Jacoby Read More

Marketing

Sales & Marketing 2.0: A Lot More Than Just Technology

After spending two days attending the Sales 2.0 Conference in San Francisco, I was amazed at the number of companies (la...

10 Nov 10

1 min read

By David Jacoby Read More

Coaching & Training

Hire Effective Sales People By Looking for These Key Attributes

One of the most frequent questions I hear from sales leaders is what are the key attributes I should look for when I hir...

20 Oct 10

1 min read

By David Jacoby Read More

Coaching & Training

The Sales Performance Indicators that Really Matter

In speaking with sales leaders, we often hear how they focus on results. After all, it is the sales results that drive g...

22 Sep 10

1 min read

By David Jacoby Read More

Coaching & Training

What Is the Importance of Confidence in Sales?

I was speaking with a senior sales leader and we were discussing the importance of confidence in sales. While confidence...

25 Aug 10

1 min read

By David Jacoby Read More