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Sales

The Biggest Drivers of Sales Training Success in 2020

As sales organizations plan their training initiatives for 2020, here are my thoughts on the biggest drivers for success...

11 Dec 19

3 min read

By Norman Behar Read More

Sales

21 Powerful Open-Ended Questions for Sales

Asking great questions is an essential skill every successful sales professional must master. That’s because when you as...

19 Sep 19

2 min read

By David Jacoby Read More

Sales

Selling to the Enterprise: Why You Need Salespeople

Imagine achieving phenomenal sales growth with no salespeople. Impossible? Well, Dropbox, the file storage company, foun...

20 Aug 19

2 min read

By David Jacoby Read More

Sales

How to Prioritize Your Time as a Sales Manager

Learn how to use a prioritization system based on Stephen Covey's principles; to stop spending too much time stuck on ur...

8 Aug 19

3 min read

By Ray Makela Read More

Sales

Moving from Chief Problem Solver to Sales Enabler

I recently had the opportunity to co-host a webinar on the Future of Sales Coaching (access recording here) with Jake Mi...

23 Jul 19

2 min read

By Norman Behar Read More

Sales

Turning Your Salesforce Into A Learning Force

In this episode, we discuss how sales is changing, how sales training needs to respond to the new complexities in the ma...

10 Jul 19

3 min read

By Ray Makela Read More

Sales

How to Hire the Right Sales Manager

One of the most significant impediments to sales growth is hiring the right sales manager. Unfortunately, companies stru...

6 Jun 19

2 min read

By Norman Behar Read More

Sales

13 Tactics to Prevent a Heated Price Negotiation

Discounting is expensive. Learn how to prevent a heated price negotiation by maximizing the value of the deal using fund...

5 Jun 19

3 min read

By Ray Makela Read More

Sales

Win More Sales Negotiations by Asking Yourself These Crucial Questions

Before your next sales negotiation, ask yourself these questions to ensure a successful outcome—a great sales negotiatio...

23 May 19

3 min read

By Ray Makela Read More

Sales

TACTICs For Managing Difficult Negotiations

Managing difficult negotiations is not easy, the TACTIC model can help you deal and communicate with a manipulative sale...

20 May 19

4 min read

By Ray Makela Read More

Sales

Partner & Build Long-Lasting Relationships with Procurement

Instead of struggling to negotiate with Procurement, learn how to work with them. These questions will show you how to b...

16 May 19

3 min read

By Ray Makela Read More

Sales

Maximizing Your Negotiation Leverage with Power Sources

Learn how to develop a stronger value proposition. These reasons will help you improve your negotiation leverage to sell...

26 Apr 19

3 min read

By Ray Makela Read More

Sales

National Sales Meetings: Should It Include Sales Training?

Conducting sales training at a national sales meeting is a common practice but typically doesn't result in sustainable s...

22 Apr 19

2 min read

By Norman Behar Read More

Coaching & Training

The Ultimate Checklist for Corporate Sales Training Success

In this video, we share the top requirements that some of our clients routinely point to as the key drivers of corporate...

8 Apr 19

2 min read

By Norman Behar Read More

Sales

High-Performance SaaS Sales Training & Scaling

The single greatest trend in software technology over the last 20 years (Salesforce.com was founded in 1999) has been th...

29 Mar 19

2 min read

By Norman Behar Read More

Sales

How to Build Confidence in Sales & Close Deals

Sales is about the transfer of confidence. In this Q&A, we discuss five ways you can build your confidence to improv...

7 Mar 19

3 min read

By Ray Makela Read More

Sales

Leverage Sales Pre-Call Planning to Gain A Competitive Edge

On this Q&A episode: "What's an underrated selling skill that salespeople can develop to get an edge over their comp...

20 Feb 19

2 min read

By Norman Behar Read More

Sales

How to Differentiate Your Solution from the Competition

In today’s crowded marketplace, it’s easy to forget how many choices your buyer has. Buyers have a difficult time differ...

13 Feb 19

2 min read

By David Jacoby Read More

Sales

Top 3 Characteristics of High-Performing Sales Teams

A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team ac...

24 Jan 19

2 min read

By Norman Behar Read More

Sales

SaaS Demo Best Practices: Preventing Post-Demo Prospect Silence

On this Q&A episode: "What's the best way to follow-up with a demo? Even though my demos go really well, the prospec...

7 Dec 18

3 min read

By Ray Makela Read More

Sales

Use a Sales Hiring Process to Avoid the High Costs of a Bad Sales Hire

If you're a football fan, you're no doubt familiar with the woeful tale of Johnny Manziel’s brief professional football ...

4 Dec 18

3 min read

By David Jacoby Read More

Sales

How to Become a Great Sales Leader

As a sales manager, you may not consider yourself a sales leader. After all, strategic leadership issues fall within the...

4 Oct 18

2 min read

By David Jacoby Read More

Sales

How to Deliver Product Demos that Convert

On this Q&A episode: "Why most product demos miss the mark, and what can I do to improve my chances of success?" If ...

2 Oct 18

3 min read

By Ray Makela Read More

Sales

The Mindset of a Top Performing Sales Professional

On this Q&A episode: "What makes up the mindset of a top performing sales professional? What are the characteristics...

11 Sep 18

3 min read

By Ray Makela Read More

Sales

Can On-Demand Sales Training Replace Classroom Training?

On this Q&A episode: "Can on-demand sales training replace classroom training. If you can't see the video thumbnail ...

10 Sep 18

2 min read

By Norman Behar Read More

Sales

Best Sales Questions to Ask Customers During The First Meeting

On this Q&A episode: "What's the most effective question to ask a prospect on a first meeting?" If you can't see the...

28 Aug 18

2 min read

By Norman Behar Read More

Sales

How Managers Can Determine Coachability With a Salesperson Assessment

To maximize sales results, a sales manager has to ensure that his or her team is operating at its peak level, like a spo...

17 Aug 18

2 min read

By David Jacoby Read More

Coaching & Training

Key Considerations for a Successful Sales Training Partnership

On this Q&A episode: "What are some of the key considerations for a successful sales training partnership?" If you c...

30 Jul 18

3 min read

By Norman Behar Read More

Coaching & Training

Does Sales Training Matter? The Salesperson’s Perspective

One of the most important questions senior sales leaders ask is whether a sales training initiative will really deliver ...

26 Jul 18

1 min read

By Norman Behar Read More

Sales

Selling Against a Competitor (When You Think They're Better)

On this Q&A episode: "What do you do if your competitor's product is better for the client?" If you can't see the vi...

19 Jul 18

2 min read

By Ray Makela Read More

Sales

How to Prevent a Prospect Going Silent After Your Proposal

Don't let prospects go silent after responding to a Request for Proposal (RFP). In this Q&A we discuss strategies yo...

27 Jun 18

3 min read

By Ray Makela Read More

Sales

Why Sales Managers Fail at Coaching?

The reason is pretty simple. Managers become accustomed to telling as opposed to enabling their salespeople to identify ...

7 Jun 18

2 min read

By Norman Behar Read More

Coaching & Training

How to Embed A Company's Culture in Sales Training

A question that often comes up in our conversations with clients: "How do you embed a company's culture in a sales train...

15 May 18

3 min read

By Norman Behar Read More

Sales

Improving Sales Effectiveness: 5 Main Areas to Focus On

Every sales executive is focused on how they can make their sales organization more effective. After all, we would all l...

8 May 18

1 min read

By Norman Behar Read More

Sales

What Is Sales Readiness and What Does It Mean?

I’ve often been asked as the CEO and co-founder of Sales Readiness Group, what does “sales readiness” really mean. In to...

8 May 18

1 min read

By Norman Behar Read More

Sales

How to Better Engage Buyers in the First Sales Call

Many sales leaders tend to over-focus on creating scripts for their sales teams. These include prospecting scripts, pres...

30 Apr 18

2 min read

By David Jacoby Read More

Sales

Get Effective Sales Coaching Program to Align Managers for Success

It’s no surprise that high-performing sales teams have managers who spend more time coaching, as evidenced in our Sales ...

17 Apr 18

3 min read

By Ray Makela Read More

Sales

How to Knock Your Next Sales Interview Out of the Park

Attention prospective salespeople—here’s a hint. If you want to work on my sales team, you have to show me you can sell....

19 Mar 18

2 min read

By Ray Makela Read More

Sales

Before You Invest in a New Sales Tool, Ask Yourself These Questions

Sales enablement has boomed. The State of Sales Enablement Report for 2023 found that the number of businesses with a de...

7 Mar 18

2 min read

By David Jacoby Read More

Sales

Why Sales Managers Don't Coach (and What to Do About It)

The evidence for the benefits of coaching is compelling. Not only can it help develop your reps and improve selling skil...

2 Mar 18

3 min read

By Ray Makela Read More