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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

2 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

3 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

3 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

2 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

2 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

2 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

3 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

2 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

4 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

3 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

3 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

3 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

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