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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

4 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

3 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

4 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

4 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

8 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

8 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

6 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

7 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

7 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

11 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

8 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

8 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

6 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

5 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

5 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

5 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

7 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

4 min read

By Norman Behar Read More

Coaching & Training

How to Handle Shift to Virtual Training

On this episode, SRG's CEO and Managing Director Norman Behar shares best virtual training tips when considering moving ...

1 Mar 16

5 min read

By Norman Behar Read More

Coaching & Training

Sales Performance Indicators: Unit vs Value Win Rate

On this episode, SRG's CEO and Managing Director Norman Behar shares advice on managing sales performance. Jon Ray asks:...

22 Feb 16

4 min read

By Norman Behar Read More

Coaching & Training

How to Implement a Contest to Increase Sales Team Motivation

On this episode, SRG's CEO and Managing Director Norman Behar shares his best practices for sales contests and incentive...

10 Feb 16

4 min read

By Norman Behar Read More

Coaching & Training

Sales Pipeline Management & Tips To Consider To Hit Your Sales Quota

If you want to make your sales quota, start by consistently managing a sales pipeline. That means ensuring that you’re d...

2 Feb 16

9 min read

By David Jacoby Read More

Coaching & Training

How To Approach Your Sales Leadership to Change the Status Quo

On this episode, SRG's CEO and Managing Director Norman Behar shares advice on how to get sales leadership to change the...

29 Jan 16

3 min read

By Norman Behar Read More

Coaching & Training

How to Avoid Wasting Time with Unqualified Leads

On this episode, SRG's CEO Norman Behar shares advice on how to avoid wasting time with unqualified leads. Dan Christie ...

28 Jan 16

4 min read

By Norman Behar Read More

Coaching & Training

The Role of Sales Management in Sales Training

On this episode, we talk about the role of sales management in sales training. The question is: To what extent should a ...

21 Jan 16

4 min read

By Norman Behar Read More

Coaching & Training

Sales Call Planning: Remember the ABCs

According to CSO Insights, less than 50% of first meetings result in second meetings. One reason for this poor ratio is ...

4 Dec 15

8 min read

By David Jacoby Read More

Coaching & Training

The Secret to Great Sales Presentations

According research conducted by the Chally Group, 39% of B2B buyers select a vendor according to the skills of the sales...

19 Nov 15

7 min read

By David Jacoby Read More

Coaching & Training

How You Can Develop Sales Leadership Skills as a Sales Manager

If you want to become a high-impact sales manager, the type that consistently achieves great results with your sales tea...

16 Nov 15

4 min read

By Norman Behar Read More

Coaching & Training

Sales Grit: The Power of Passion and Perseverance for Better Results

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

29 Oct 15

5 min read

By Ray Makela Read More

Coaching & Training

Negotiate Deals & Start with the End in Mind

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

22 Oct 15

5 min read

By Ray Makela Read More

Coaching & Training

Stop Asking These Questions to Increase Client Satisfaction

Most salespeople ask fact-based questions during their sales calls. These are questions designed to uncover factual info...

13 Oct 15

6 min read

By David Jacoby Read More

Coaching & Training

Pay it Forward to Develop Great Customer Coaches

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

2 Oct 15

5 min read

By Ray Makela Read More

Coaching & Training

Why Inbound Marketing Benefits Are Not Enough

Few salespeople enjoy prospecting, particularly cold calling. But what if your sales team never had to cold call again? ...

17 Sep 15

9 min read

By Alonso Chehade Read More

Coaching & Training

How to Help Your Buyer Move from a Problem to Solution

Sometimes we have problems, but we don’t do anything about them. Other times our problems are so urgent we take immediat...

9 Sep 15

7 min read

By David Jacoby Read More

Coaching & Training

How to Move Beyond BANT for Better Sales Results

Sales people rarely have enough time in the day to manage all of the activities expected of them. Whether it’s making pr...

24 Aug 15

7 min read

By David Jacoby Read More

Coaching & Training

How to Respond to Customer Feedback Most Effectively

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

23 Jul 15

6 min read

By Ray Makela Read More

Coaching & Training

How to Engage and Train an Experienced Salesperson

One of the greatest challenges many sales training initiatives face is that the participants (sales professionals) often...

21 Jul 15

4 min read

By Norman Behar Read More

Coaching & Training

How to Effectively Get Your Prospect's Attention

Research consistently shows that organized, consistent, disciplined prospecting is the number one key to sales success. ...

26 Jun 15

10 min read

By David Jacoby Read More

Coaching & Training

Improving Win Rates with Better Sales Closing Techniques

When I speak with sales leaders about improving sales performance, one of their most frequent comments is that they need...

24 Jun 15

4 min read

By Norman Behar Read More

Coaching & Training

How to Set Realistic Prospecting Goals

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

10 Jun 15

7 min read

By Ray Makela Read More