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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

2 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

3 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

3 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

1 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

4 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

2 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

3 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

3 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

3 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

3 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

4 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

4 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

3 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

1 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

3 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

3 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

3 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

3 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

1 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

2 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

2 min read

By Ray Makela Read More

Coaching & Training

4 Key Resources to Maximize Post-Sales Training Effectiveness

The most common concern we hear about sales training initiatives is will the training stick (i.e., will participants app...

3 Aug 16

2 min read

By Norman Behar Read More

Coaching & Training

How Many Sales Funnel Stages Do You Really Need?

On this episode, Warren Miller, Sales Director at One View asks: How many sales pipeline stages do you recommend in a CR...

2 Aug 16

2 min read

By Norman Behar Read More

Coaching & Training

What to Do When a Prospect Isn't Ready to Buy

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

28 Jul 16

2 min read

By Ray Makela Read More

Coaching & Training

Why Sales Training Leads to Better Results, and How to Track It

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...

22 Jul 16

2 min read

By Ray Makela Read More

Coaching & Training

The #1 Trait to Look for in a New Sales Rep

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

24 Jun 16

3 min read

By Ray Makela Read More

Coaching & Training

Sales Reps Don't Ask For The Sale? Learn Why They Aren't Closing Deals

Closing should be the easiest part of selling. It's the natural culmination of a sales conversation. You've helped the b...

21 Jun 16

4 min read

By David Jacoby Read More

Coaching & Training

How to Increase Your Sales Team Motivation to Win

On this episode, Morgan Pierce, Senior Director of Product Marketing at Altify asks: How do you motivate your team to wi...

16 Jun 16

3 min read

By Norman Behar Read More

Coaching & Training

How to Create a “Gritty” Sales Team

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

31 May 16

3 min read

By Ray Makela Read More

Coaching & Training

Why Sales Management Skills Should Be Your Top Priority

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

18 May 16

3 min read

By Ray Makela Read More

Coaching & Training

How to Manage Conflict Within Your Sales Team

Renan DeBarros asks: How do you deal with office conflicts? On this episode, we talk about performance counseling and ho...

9 May 16

5 min read

By Norman Behar Read More

Coaching & Training

Top Criteria for Sales Training Success

On this episode, Rainer Simmoleit, CEO at P4C Consulting asks: What are the top criteria for sales training success. to ...

4 May 16

4 min read

By Norman Behar Read More

Coaching & Training

What Sales Managers Can Learn from The Military

A few years ago, I had a long conversation with a newly promoted sales manager (let’s call him John) who was insecure ab...

20 Apr 16

3 min read

By David Jacoby Read More

Coaching & Training

Hiring Salespeople That Are The Right Fit For Your Team

On this episode, Anne Sommi Edmondson, Executive Vice President of Marketing asks: In one of my past jobs, we churned th...

8 Apr 16

3 min read

By Norman Behar Read More

Coaching & Training

Strong Sales Process Steps to Hold Accountability

On this episode, Founder of Membrain.com George Brontén asks: "How do you hold the sales team accountable for executing ...

30 Mar 16

2 min read

By Norman Behar Read More

Coaching & Training

Creating and Building a World Class Sales Organization

On this episode, Sales Director Gary Pickering asks "How do you create a world class sales organization?". We describe t...

25 Mar 16

2 min read

By Norman Behar Read More

Coaching & Training

What to Do When Your Prospect Goes Silent

On this episode, Ema Roloff asks: How do you re-engage a customer, who has given a verbal, that has gone silent? What wa...

18 Mar 16

2 min read

By Norman Behar Read More

Coaching & Training

Sales Lessons from Surviving a Timeshare Presentation

Perhaps it’s the fact that I work at a sales training company, but I have a soft spot for salespeople. Whether it is a p...

7 Mar 16

3 min read

By David Jacoby Read More

Coaching & Training

How to Measure Sales Training Effectiveness

On this episode, SRG's CEO and Managing Director Norman Behar talks about what's the best approach to measuring the effe...

4 Mar 16

2 min read

By Norman Behar Read More