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Coaching & Training

Motivating Your Sales Team: Boomers to Gen Z

Understanding what motivates a sales team is a significant challenge faced by sales managers. Typical sales teams often ...

30 Sep 24

17 min read

By Ray Makela Read More

Coaching & Training

Improve Your Rep's Sales Pipeline Management Skills With These 4 Tips

We all know how challenging it can be to manage a constantly changing pipeline, but it's essential for reps to stay orga...

23 Sep 24

7 min read

By Ray Makela Read More

Coaching & Training

4 Tips on How To Reach Decision Makers

"Yes, but I need to meet with the real decision-maker" “I’m stuck with a lower-level contact and they don’t want to give...

19 Aug 24

4 min read

By Ray Makela Read More

Commercial Productivity

Six Ways to Integrate AI Into Your Sales Process to Win More Deals

In today’s complex selling environment, Generative AI rapidly changes how sales teams operate. While using GenAI can pro...

5 Aug 24

8 min read

By Ray Makela Read More

Coaching & Training

Accelerating Sales with AI: Transforming the Sales Process

In addition to uncertain economic conditions, the rise in the number of stakeholders and the complexity of buying decisi...

11 Jun 24

7 min read

By Ray Makela Read More

GTM Design & Structure

Do You Have the Right Talent in Sales?

Recruitment is a key component of any company’s initiative to build up talent in their organization, but without any cle...

22 Mar 24

4 min read

By Ray Makela Read More

Coaching & Training

Five Essential Steps to Building an Effective Sales Playbook

For many commercial leaders, helping sellers to be more effective poses significant challenges. Despite innovative metho...

14 Mar 24

5 min read

By Ray Makela Read More

Coaching & Training

Navigating the New Sales Landscape: Strategies for Accelerating Your Sales Cycle

In today's dynamic commercial environment, accelerating the sales cycle is not just a goal but a necessity for thriving ...

11 Mar 24

8 min read

By Ray Makela Read More

Article

A Seller’s Perspective on Enhancing Sales with AI

As business leaders, we get excited when we think about just how much a Sales team empowered by artificial intelligence ...

23 Feb 24

6 min read

By Ray Makela Read More

GTM Design & Structure

CEOs Discuss: Top-Line Growth and Opportunities in 2024

Good CEOs plan to create value for the quarter; great CEOs create sustainable models for the years to come. For many com...

2 Feb 24

3 min read

By Ray Makela Read More

GTM Design & Structure

Listen: How AI Can Help Drive Your Sales Engine

AI development continues at a breakneck pace, with the number of use cases increasing by the day. This raises the questi...

23 Jan 24

4 min read

By Ray Makela Read More

Coaching & Training

Match the Hatch in Sales to Break Through the Noise When Prospecting

The key to success in sales lies in adapting and fine-tuning your approach. Like in fly fishing, where expert anglers "m...

23 Jan 24

8 min read

By Ray Makela Read More

Customer Success

How to Turn Customer Success into a Main Revenue Driver

Invest in creating value for your customers and your customers will become more invested in your brand in return. As a c...

28 Dec 23

5 min read

By Ray Makela Read More

GTM Design & Structure

The Essential Guide to Navigating Leadership Transitions

With a more optimistic 2024 ahead, most CEOs are ready to actively pursue growth, including a shift toward higher expens...

14 Dec 23

3 min read

By Ray Makela Read More

Coaching & Training

7 Sales Metrics You Should Track Every Month

Every conversation, interaction, and decision made within your sales team significantly impacts your bottom line. To thr...

11 Dec 23

9 min read

By Ray Makela Read More

Coaching & Training

The Ultimate Sales Guide for Collaborating with Procurement

To sales professionals, procurement teams often seem like an insurmountable hurdle on the path to winning sales. While i...

27 Nov 23

16 min read

By Ray Makela Read More

Coaching & Training

Want To Win Large Deals? Follow the RAMP Method

Larger deals mean strategic, long-term relationships and insulating yourself from the competition. However, senior execu...

6 Nov 23

7 min read

By Ray Makela Read More

Coaching & Training

6 Things You Need Before Entering Sales Negotiation

In the modern, competitive landscape of sales, negotiation is no longer simply about price; it’s about value. Smart sale...

16 Oct 23

7 min read

By Ray Makela Read More

Coaching & Training

The Ultimate Sales Rep Performance Checklist & Improvement Plan

Managing an underperforming sales rep is one of the most challenging responsibilities of a frontline manager. You hired ...

9 Oct 23

7 min read

By Ray Makela Read More

Coaching & Training

How to Choose the Best Sales Training Company For Your Business

Choosing the best sales training company for your business is more than just a decision. It is an investment in the futu...

2 Oct 23

13 min read

By Ray Makela Read More

Coaching & Training

Harnessing the Power of AI in Sales: A Guide for Leaders

The integration of Artificial Intelligence (AI) into the sales domain has opened up a plethora of opportunities. As sale...

25 Sep 23

9 min read

By Ray Makela Read More

Coaching & Training

Four Exciting Applications of Generative AI for Sales Managers

The role of a frontline sales manager (FLSM) is challenging. From supporting sellers and providing coaching to handling ...

7 Sep 23

8 min read

By Ray Makela Read More

Coaching & Training

How to Beat the Competition in Sales

There is no escape from competition in sales. Whether it is already apparent or lurking around the corner, the challenge...

6 Sep 23

15 min read

By Ray Makela Read More

Coaching & Training

6 Sales Coaching Activities That Will Set You Apart

Sales coaching is one of the most important activities a manager can do to increase performance. Yet managers often conf...

31 Aug 23

5 min read

By Ray Makela Read More

GTM Design & Structure

Why Generative AI Should Be Part of Your Sales Toolkit

Generative AI has emerged as a game-changer in the world of sales, lending itself as a potent tool to augment the capabi...

16 Aug 23

5 min read

By Ray Makela Read More

Coaching & Training

Sales Negotiating: How to Approach Contract Changes & Price Increases

Attracting new clients and negotiating deals in today's economy can be challenging. And on top of that, you might be ask...

14 Aug 23

16 min read

By Ray Makela Read More

Coaching & Training

Enhance Sales Conversations with Generative AI

It seems you can’t open your news feed these days without seeing an article about how AI will transform the workforce. B...

10 Aug 23

11 min read

By Ray Makela Read More

Coaching & Training

Master the Art of Active Listening by Practicing These 4 Things

One of my favorite thought-provoking questions to ask a Sales Manager is “What do you think is the single most important...

5 Aug 23

5 min read

By Ray Makela Read More

Coaching & Training

Selling to Procurement: How to Get to “Yes” Faster

As a sales leader, you know how important it is to work with Procurement to get a deal closed. However, navigating the p...

31 Jul 23

11 min read

By Ray Makela Read More

Coaching & Training

6 Differences Between Sales and Account Management

Sales and account management are vital in driving revenue growth and cultivating strong customer relationships. Although...

4 Jul 23

8 min read

By Ray Makela Read More

Coaching & Training

Active Listening In Sales - A High-Performing Rep Superpower

Imagine a sales scenario where you truly understand your customers, build strong relationships, and consistently achieve...

26 Jun 23

10 min read

By Ray Makela Read More

Coaching & Training

Price Conversation: When Prospect Wants to Discuss Price Prematurely

In the sales world, pricing is crucial in determining whether or not a prospect will convert into a customer. However, d...

26 May 23

11 min read

By Ray Makela Read More

Coaching & Training

5 Procurement Negotiation Strategies to Use with Your Sales Process

In business negotiations, Procurement teams often aim to control every aspect of the sale, from limiting access to decis...

12 May 23

11 min read

By Ray Makela Read More

Coaching & Training

How to Build a Positive Member Experience

As Warren Buffet famously said, “It takes 20 years to build a reputation and five minutes to ruin it.” From initial cont...

10 May 23

8 min read

By Ray Makela Read More

Coaching & Training

Sales Coaching and AI for Better Performance

Sales coaching is a critical aspect of improving the performance of sales teams. It involves various activities, from pr...

10 May 23

10 min read

By Ray Makela Read More

Coaching & Training

Selling Skills vs. Sales Methodology: Understanding the Difference

Sales success requires salespeople to have both selling skills and a sales methodology. Selling skills are crucial for e...

3 May 23

9 min read

By Ray Makela Read More

Coaching & Training

3 Types of Negotiation Tactics, Strategy Examples, and How to Respond

Negotiation is an important skill to get what you want while building and maintaining trust in your relationships. Let's...

19 Apr 23

6 min read

By Ray Makela Read More

Coaching & Training

The 4 Essentials to Sell to the CFO in a Challenging Economy

In times of tight budgets, companies are cautious about spending, and more people are involved in making purchasing deci...

17 Apr 23

6 min read

By Ray Makela Read More

Coaching & Training

The Rise of the Team Seller

Once celebrated in movies, the lone-wolf style of sales is no longer an effective approach in today's complex buying atm...

3 Apr 23

9 min read

By Ray Makela Read More

Coaching & Training

3 Tips to Build a Customer-Success Culture

In today's highly competitive marketplace, businesses can’t afford to take customer loyalty for granted. Every sales org...

29 Mar 23

4 min read

By Ray Makela Read More