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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

2 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

5 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

2 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

3 min read

By Ray Makela Read More

Coaching & Training

How to Tell If You Had a GREAT Sales Call

One of the most common, but often misunderstood, expressions after meeting with a customer is that “it was a great sales...

8 Jun 15

2 min read

By Norman Behar Read More

Coaching & Training

How to Leverage LinkedIn to Improve Your Prospecting Results (With Pictures)

Social Selling is a term that is popular these days, but what exactly does it mean and how do you do it? Social selling ...

8 May 15

2 min read

By Alonso Chehade Read More

Coaching & Training

4 Factors for Determining Optimal Sales Training Classroom Size

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

6 May 15

4 min read

By Ray Makela Read More

Coaching & Training

Beat Competition in Sales with a Competitive Edge in Your Strategy

Many salespeople hate competition. Unfortunately, that’s the nature of selling – it's always there and you have to beat ...

29 Apr 15

4 min read

By David Jacoby Read More

Coaching & Training

Why You Need to Become the Chief Training Officer of Your Sales Team

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

15 Apr 15

3 min read

By Ray Makela Read More

Call Planning

The 30-Day LinkedIn Challenge to Increase Sales Performance

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

8 Apr 15

2 min read

By Ray Makela Read More

Coaching & Training

Multi-Level Selling in 4 Helpful Steps

Here are a few common sales problems: you have gone through the entire sales process only to find out that the person yo...

2 Apr 15

5 min read

By David Jacoby Read More

Coaching & Training

How to Help Sales Managers Successfully Coach Selling Skills

One of the primary reasons sales managers neglect to coach their sales reps is that they don’t know how. Although this i...

30 Mar 15

3 min read

By Norman Behar Read More

Coaching & Training

Setting Clear Expectations: It's What Great Leaders Do

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

26 Mar 15

1 min read

By Ray Makela Read More

Coaching & Training

Make Social Selling a Must-Have Sales Skill

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

18 Mar 15

3 min read

By Ray Makela Read More

Coaching & Training

Top 5 Characteristics of Successful Salespeople

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

4 Mar 15

2 min read

By Ray Makela Read More

Coaching & Training

4 Sales Management Tips from a Girl Scout Troop Leader

Over the weekend my living room was converted into a Girl Scout Cookie warehouse and is now stacked floor to ceiling wit...

24 Feb 15

4 min read

By David Jacoby Read More

Coaching & Training

If I Had More Time I Would Have Written a Shorter Sales Presentation

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

11 Feb 15

3 min read

By Ray Makela Read More

Coaching & Training

Generating New Business with Referral Prospecting

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

3 Feb 15

3 min read

By Ray Makela Read More

Coaching & Training

Old School Sales From 1980 - Is It Still Relevant?

Sometimes sales training opportunities appear in the most unlikely places. Last weekend I was walking in my neighborhood...

28 Jan 15

2 min read

By David Jacoby Read More

Coaching & Training

Sales Coaching Template for Performance Issues & Counseling

One of the most challenging situations for many sales managers is dealing with reps who have sales performance issues ca...

18 Dec 14

4 min read

By David Jacoby Read More

Coaching & Training

Using LinkedIn Sales Navigator to Open Target Accounts

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

10 Dec 14

3 min read

By Ray Makela Read More

Coaching & Training

Behavioral Interviewing: How to Hire Top People for Sales

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

26 Nov 14

3 min read

By Ray Makela Read More

Coaching & Training

Why Reps Should Be Using LinkedIn for Sales More Often

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

17 Nov 14

3 min read

By Ray Makela Read More

Coaching & Training

Sales 2.0 Conference: Sales Coaching Insights from Key Stakeholders

Research shows that effective sales coaching can dramatically improve the performance of sales teams—in some cases drivi...

10 Nov 14

3 min read

By David Jacoby Read More

Coaching & Training

How To Use LinkedIn For Sales Prospecting

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

3 Nov 14

1 min read

By Ray Makela Read More

Coaching & Training

5 Steps For Vital Decision-Making As A Leader

Decision-making is critical to all management positions. However, decision-making is even more important to you in your ...

29 Oct 14

4 min read

By David Jacoby Read More

Coaching & Training

4 Areas Where LinkedIn Can Improve Your Sales Process

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

27 Oct 14

2 min read

By Ray Makela Read More

Coaching & Training

How to Plan an Effective Annual Sales Meeting

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

15 Oct 14

4 min read

By Ray Makela Read More

Coaching & Training

When Sales Coaching Works Best and When to Skip It

If you want to maximize the performance of your sales team, there is almost universal agreement that you must master the...

10 Oct 14

3 min read

By Norman Behar Read More

Coaching & Training

Top 3 Ways to Assess Your Sales Coaching Effectiveness

Are you a good sales coach? Many managers rarely give this question much thought, and that is a pity since sales coachin...

2 Oct 14

2 min read

By Marlaina Capes Read More

Coaching & Training

How to Improve Your Sales Forecast Accuracy

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

17 Sep 14

3 min read

By Ray Makela Read More

Coaching & Training

Sales Pipeline Management in Today's Post-CRM World

The nearly universal adoption of CRM solutions (Salesforce, Microsoft Dynamics, Sugar…) has led to an emphatic requireme...

9 Sep 14

2 min read

By Norman Behar Read More

Coaching & Training

What Are the Best Sales Training Programs for Your Organization?

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

4 Sep 14

2 min read

By Ray Makela Read More

Coaching & Training

What's the Best Sales Training Delivery Method?

There is an ongoing, evolving debate about the best way to deliver sales training programs. At the center of this debate...

18 Aug 14

1 min read

By Norman Behar Read More

Coaching & Training

Reinforce Sales Training With These 6 Key Steps for Sales Management

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

11 Aug 14

3 min read

By Ray Makela Read More

Coaching & Training

How to Identify an Effective Sales Management Training Program

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

8 Aug 14

1 min read

By Ray Makela Read More

Coaching & Training

How to Deal with Sales Reps Who Don't Want To Be Coached

One of the most frustrating aspects of sales coaching is dealing with sales reps who don’t want to be coached. We all ha...

4 Aug 14

3 min read

By David Jacoby Read More

Coaching & Training

Hiring a Sales Training Company That Is Right for Your Organization

Once a company has identified the need for sales training, the next step is to navigate your way through all of the opti...

28 Jul 14

2 min read

By Marlaina Capes Read More

Coaching & Training

How to Train and Engage Millennial Salespeople

One of the biggest challenges senior sales leaders face is how to onboard and train millennial salespeople. This is part...

25 Jul 14

1 min read

By Norman Behar Read More

Coaching & Training

Questions to Ask Before Choosing a Sales Training Provider

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

21 Jul 14

1 min read

By Ray Makela Read More