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One of your accounts is being reorganized. Your contacts were advancing an opportunity, but now everyone is entering a s...

In this Q&A video, we lay out what it takes to be successful in enterprise sales and the best way to deal with procu...

For many sales teams, a full sales pipeline is reassuring. It means their salespeople have plenty of potential deals to ...

In this episode, Florin from Loopio asks How many "no's” are you willing to get from different people within an account ...

In this episode, Gerardo Dada asks: What is the best way to follow up with lost sales opportunities? Ray Makela, Chief C...

I’ve written before about Angela Lee Duckworth’s concept of “grit,” which she discussed in her popular TED talk, “Grit: ...

On this episode, Kenneth Vogt, owner at Vera Claritas asks: What do you cover in your weekly sales meetings? If you have...

On this episode, we discuss how to respond when a prospect asks for a discount. Our Chief Customer Officer Ray Makela ta...

Organizations in North America spend over $2.2 Billion dollars every year training their sales teams (source: Training I...

On this episode a sales training manager asks: Should a salesperson ever push to close the sale? I know many people say ...

On this episode, Mary Ann, MBA asks: In today's business landscape constantly changing e.g. new products, competition, c...

I recently had the opportunity to hear Mike Kunkle, Senior Director of Sales Enablement at Brainshark, speak about Top-P...

On this episode, CEO of ioFunnel Ankur asks: Often after dropping an email or LinkedIn message we try to follow up with ...

On this episode, Muralidhar Rao, CEO, Executive Education, Regenesys Business School, India asks: How do you deal with t...

In this episode, Daniel asks: A prospect has told you they’re interested in your product but not for a few months or qua...

When we ask our clients about why they're embarking on sales training, we often hear that they "haven’t done it in a whi...

Finding salespeople is easy but finding the right salespeople is a challenging task. Plus the cost of a bad hire is high...

Psychologist Angela Duckworth defines Grit as the combination of passion and perseverance. She studies Grit for a living...

Changing the skills, behaviors and culture of the sales organization is hard. Most sales executives, sales enablement ex...

It’s about Grit. Grit is passion and perseverance to long term goals. According to Angela Lee Duckworth, “Grit” wins ove...

"Begin with the End in Mind" Over 35 years ago, Steven Covey identified this as one of the Seven Habits of Highly Succes...

In today's challenging and complex selling environment, having a great customer coach (or better yet, customer coaches) ...

Think of a recent sales call where you just presented your solution to a buyer. Assuming you have done an effective job ...

Most sales teams I work with have a common prospecting challenge: the sales people dread prospecting, but their sales ma...

Whenever we start a sales training project, our client inevitably asks, ”How many sales reps should we have in each clas...

One of the first lessons I was taught as a newly commissioned officer in the Navy was that the division officer (first l...

As SRG’s Director of Marketing, one of the most common questions I get from sales professionals is whether LinkedIn can ...

Abraham Lincoln was known for his uncanny knack to lead others – even those with whom he disagreed. Click here for a gre...

It’s time to stop treating Social Selling as a shiny new object in sales enablement With the hype and promise around Soc...

Whether you’re a sales manager looking to hire a great salesperson or a good salesperson looking to get better, recogniz...

One of my favorite quotes about writing has been attributed to many great authors, including Pascal, Cicero, Twain, Fran...

While many sellers avoid the activity of prospecting like the plague, prospecting is the lifeblood of generating new bus...

Across our client base and in our sales training workshops, we are seeing sales professionals becoming more familiar wit...

Amazon is notorious for having a challenging hiring process. In fact, Jeff Bezos, CEO of Amazon, once said “I’d rather i...

Updating and using LinkedIn has become a bit like flossing your teeth. We are encouraged to do it every day, it seems li...

I often discuss the value of LinkedIn as a way of mapping and researching new areas of the account, and I continue to he...

It may be time to get serious about using LinkedIn for sales, including prospecting. We all hear the buzz about social n...

As organizations go through process of planning their upcoming annual sales meetings, we thought we’d share a few though...

Forecasting can be a challenging task. As a Sales Manager, you're asked to look into the future, predict the probable be...

There are many sales training programs to choose from and the investment is not insignificant. In order to find the best...

Organizations engage in sales training programs for numerous reasons. Despite best intentions, these programs too often ...

Too often we see sales leaders procure their sales management training program only to find out that it is just a reconf...

People buy from people they like and trust, correct? That’s a given. But when you are making a sales training investment...

It is often hard for the sales people to make the transition to sales manager. Part of this challenge is attributable to...

The transition from Sales Professional to Sales Manager is often a difficult one and a topic that has been discussed in ...

Deal coaching often gets a bad rap because it is frequently unstructured, and often becomes a contentious discussion bet...

Being a sales professional in today’s internet-savvy, procurement-driven, cost-conscious environment is extremely challe...

One of the benefits of attending industry trade shows is being able to learn best practices from industry leaders. For u...

Let’s face it: when we think of a great salesperson, we often think of that hard-charging, fast-talking, go-getter that ...

I used to sell software licenses. My customers didn’t even get a box in their hand. I reflected on what I was actually s...