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Coaching & Training

One Additional Question Salespeople Should Always Ask

I was sitting down with our Chief Customer Officer, Ray Makela, and we were discussing deal coaching. I reminded him of ...

20 Dec 17

4 min read

By Norman Behar Read More

Coaching & Training

Most Important Sales Metrics You Should Track Every Month

How many new appointments does it take to hit your sales quota? Sales Managers have access to more tools, reports, and d...

13 Dec 17

6 min read

By Ray Makela Read More

Coaching & Training

4 Behaviors to Building Trust in Sales

“I'm not upset that you lied to me, I'm upset that from now on I can't believe you.” ― Friedrich Nietzsche Trust is esse...

20 Nov 17

5 min read

By David Jacoby Read More

Coaching & Training

Sales Coaching Best Practices to Allocate Your Time Properly

Research shows that sales coaching is a critical skill you need to master as a sales manager. When you do a great job co...

25 Oct 17

4 min read

By David Jacoby Read More

Coaching & Training

Navigating Complex Sales with the Access Sales Call

In most sales situations, prospecting means setting the appointment while the actual selling occurs during the meeting. ...

9 Oct 17

7 min read

By David Jacoby Read More

Coaching & Training

B2B Competition: 4 Steps to Beat The Competition in Sales

If you know the enemy and know yourself, you need not fear the result of a hundred battles – Sun Tzu, 512 BC B2B sales m...

27 Sep 17

6 min read

By Ray Makela Read More

Coaching & Training

Sales Territory Management: Allocating Your Calling Efforts

Imagine you’re managing a sales territory with hundreds of existing accounts to call. How should you best allocate your ...

25 Sep 17

6 min read

By David Jacoby Read More

Coaching & Training

Sales Objection: Prospect Asks "Why Should We Buy From You?"

On this episode, a sales rep asks: I always find myself facing this question from prospects “Why should we buy from you ...

21 Sep 17

4 min read

By Norman Behar Read More

Coaching & Training

Is a Sales RFP Worth Your Time? 10 Criteria to You Can Use to Assess

One of the most important decisions a sales professional can make is whether to pursue a deal. Chasing bad, unqualified ...

12 Sep 17

7 min read

By Ray Makela Read More

Coaching & Training

Before & After the Sales Call: Post and Pre-Call Analysis

Assuming you're a good sales professional, you already build rapport with buyers, ask your buyers thought-provoking ques...

11 Sep 17

6 min read

By David Jacoby Read More

Coaching & Training

2017 State of Sales Management Training Research Report

Our new report confirms the importance of developing sales managers to improve sales performance. This is something that...

8 Aug 17

3 min read

By Alonso Chehade Read More

Coaching & Training

Top Account Sales and Reorganization Strategies

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

1 Aug 17

6 min read

By Ray Makela Read More

Coaching & Training

The 5 Types of Sales Relationships & What You Can Do to Improve Them

Let's take a moment to think about the kind of relationship you have with your typical client. Do you have access to hig...

11 Jul 17

5 min read

By David Jacoby Read More

Coaching & Training

Sales Management Tips to Increase Sales Team Productivity

Part of managing performance is to have a more productive sales team. In this Q&A video, we share five techniques yo...

19 Jun 17

5 min read

By Norman Behar Read More

Coaching & Training

How to Be Successful at Enterprise Sales

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...

13 Jun 17

6 min read

By Ray Makela Read More

Coaching & Training

Key Considerations Before Promoting Your Top Seller To Sales Manager

On this episode, we discuss key considerations before promoting your best salesperson into management. The different ski...

16 May 17

5 min read

By Norman Behar Read More

Coaching & Training

How to Find and Hire Great Sales Managers

On this episode, Kim Rody asks: How do you find great sales managers? In this video, we discuss key considerations befor...

9 May 17

9 min read

By Norman Behar Read More

Coaching & Training

How To Close Sales Deals & The Top 5 Reasons You Aren't Closing

Selling is like walking through a minefield. Take one wrong step, and your deal can blow up in your face. Great salespeo...

5 May 17

8 min read

By David Jacoby Read More

Coaching & Training

Managing a Healthy Sales Pipeline: Why Less Is More

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

24 Apr 17

4 min read

By Ray Makela Read More

Coaching & Training

B2B Sales Prospecting: Knowing When to Persist & When to Move On

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

6 Apr 17

6 min read

By Ray Makela Read More

Coaching & Training

When to Follow Up on Lost Sales Deals & How To Effectively Do It

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

4 Apr 17

7 min read

By Ray Makela Read More

Coaching & Training

6 Questions to Coach a Gritty Sales Team

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

30 Mar 17

3 min read

By Ray Makela Read More

Coaching & Training

How to Manage a Sales Team Remotely

In this episode, our CEO Norman Behar shares best practices for managing a remote sales team. A challenge that sales man...

10 Mar 17

10 min read

By Norman Behar Read More

Coaching & Training

5 Sales Meeting Agenda Items That Will Help Your Team Grow

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

8 Mar 17

5 min read

By Ray Makela Read More

Coaching & Training

Which Sales Leadership Skills Do You Share with Napoléon?

When you hear the name Napoléon Bonaparte, valuable sales leadership skills might not be the first things that come to m...

6 Mar 17

7 min read

By David Jacoby Read More

Coaching & Training

Selling Value Instead of Price When Prospect Wants Discount

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

15 Feb 17

7 min read

By Ray Makela Read More

Coaching & Training

Why Most Sales Closing Techniques Fail with B2B Deals

There is a misconception among some salespeople that with the right closing technique, they’ll get a reluctant buyer to ...

1 Feb 17

6 min read

By David Jacoby Read More

Coaching & Training

Effective Sales Training Techniques to Change Sales Behaviors

On this episode, Nisaar Nadiadwala CEO of Maroof Marketing Consultancy asks: Should we include sales training as a compl...

9 Jan 17

8 min read

By Norman Behar Read More

Coaching & Training

How to Develop Effective Online Sales Training

I was recently speaking with a prospective client about the use of online sales training and Virtual Instructor-Led Trai...

20 Dec 16

1 min read

By David Jacoby Read More

Coaching & Training

6 Reasons Why Corporate Sales Training Fails

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

19 Dec 16

8 min read

By Ray Makela Read More

Coaching & Training

How to Measure Sales Coaching Effectiveness

On this episode, our CEO Norman Behar discusses tools and processes to measure the coaching effectiveness of sales manag...

29 Nov 16

8 min read

By Norman Behar Read More

Coaching & Training

The Problem with "Pushing" to Close the Sale

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

2 Nov 16

6 min read

By Ray Makela Read More

Coaching & Training

Securing "Quality At Bats” To Improve Win Rates & Margins

A common theme I hear from top sales executives is that we simply don’t get enough “quality at bats”. A phrase in baseba...

21 Oct 16

3 min read

By Norman Behar Read More

Coaching & Training

How to Improve Your Sales Hiring Process Success Rate

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

11 Oct 16

6 min read

By Ray Makela Read More

Coaching & Training

Top Producer Analysis: How to Clone Top Sales Performers

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

27 Sep 16

7 min read

By Ray Makela Read More

Coaching & Training

Cold Calling: How to Get Past the Gatekeeper

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

23 Sep 16

6 min read

By Ray Makela Read More

Coaching & Training

Hiring the Best Salesperson: Think CAT

Imagine that you could go on an action/adventure vacation anywhere in the world, where would you go? Maybe a safari in N...

20 Sep 16

6 min read

By David Jacoby Read More

Coaching & Training

What Makes a Good Salesperson? 5 Key Qualities Needed for Success

On this episode, Paul O'Connell asks: What are the attitudes that help the most successful salespeople excel? Core sales...

13 Sep 16

3 min read

By Norman Behar Read More

Coaching & Training

New Sales Manager: My Boss Won't Let Me Do My Job!

On this episode, a new sales manager asks: My manager often gives me good advice on how to get my team to respect me. La...

9 Aug 16

4 min read

By Norman Behar Read More

Coaching & Training

Overcoming Seasoned Sales Reps Resistance to Training

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

5 Aug 16

4 min read

By Ray Makela Read More