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Coaching & Training

Align Your Sales Process with the Purchase Process for Better Results

Today’s buyers don’t like to be “sold” or pitched. They would rather feel like they are in control of their purchase pro...

17 Jul 23

10 min read

By David Jacoby Read More

Coaching & Training

How to Manage Underperforming Sales Reps

Managing underperforming sales reps can be a daunting challenge, but it is not insurmountable. As a sales leader, you ca...

10 Jul 23

9 min read

By Norman Behar Read More

Coaching & Training

6 Differences Between Sales and Account Management

Sales and account management are vital in driving revenue growth and cultivating strong customer relationships. Although...

4 Jul 23

8 min read

By Ray Makela Read More

Coaching & Training

Active Listening In Sales - A High-Performing Rep Superpower

Imagine a sales scenario where you truly understand your customers, build strong relationships, and consistently achieve...

26 Jun 23

10 min read

By Ray Makela Read More

Coaching & Training

How to Pinpoint the Root Cause of an Underperforming Sales Rep

Identifying the root cause of underperformance allows managers to take proactive measures and provide targeted support t...

21 Jun 23

10 min read

By Norman Behar Read More

Coaching & Training

Sales Pipeline Management vs. Sales Forecasting: What's the Difference

Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for...

19 Jun 23

7 min read

By Norman Behar Read More

Coaching & Training

Managing Sales Behaviors to Improve Sales Performance

When sales teams don't meet their sales targets, managers usually look at the sales outcomes to figure out what went wro...

14 Jun 23

8 min read

By David Jacoby Read More

Coaching & Training

A 4-Step Process to Develop and Achieve A Sales Vision For Your Team

Sales managers frequently find themselves immersed in the immediate, short-term results, making it quite a challenge to ...

7 Jun 23

9 min read

By David Jacoby Read More

Coaching & Training

6 Benefits of Coaching in Sales (And Why It Should Be a Priority)

Why do some sales managers hesitate to coach their teams? What's stopping them from embracing a practice that can transf...

5 Jun 23

11 min read

By Norman Behar Read More

Coaching & Training

Counter Negotiation Tactics to Use When Buyer Makes the First Offer

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventi...

31 May 23

12 min read

By David Jacoby Read More

Coaching & Training

Becoming a Tech-Savvy Sales Manager: How to Leverage Sales Technology

In today's digital age, sales teams have many cool tech tools they can use. But if they don't use them properly, it can ...

29 May 23

15 min read

By Alonso Chehade Read More

Coaching & Training

Price Conversation: When Prospect Wants to Discuss Price Prematurely

In the sales world, pricing is crucial in determining whether or not a prospect will convert into a customer. However, d...

26 May 23

11 min read

By Ray Makela Read More

Coaching & Training

How to Build Rapport in Sales With 3 Simple Techniques

Capturing the attention and trust of your potential customers is a crucial aspect of successful sales. When you establis...

24 May 23

9 min read

By David Jacoby Read More

Coaching & Training

How to Build Value in Sales with Value-Added Benefits

Think of the last time you won a close, competitive sales opportunity. What tipped the scales in your favor? In sales si...

22 May 23

10 min read

By David Jacoby Read More

Coaching & Training

How to Overcome the "It's Too Expensive" Objection

As a salesperson, you'll often encounter objections from buyers regarding the price. Though these objections can be frus...

17 May 23

13 min read

By David Jacoby Read More

Coaching & Training

How to Motivate Your Sales Team to Reach Your Business Goals

As a sales manager, you want your sales team to be motivated and work toward achieving business goals. While there’s no ...

15 May 23

10 min read

By SRG, a Part of SBI Read More

Coaching & Training

5 Procurement Negotiation Strategies to Use with Your Sales Process

In business negotiations, Procurement teams often aim to control every aspect of the sale, from limiting access to decis...

12 May 23

11 min read

By Ray Makela Read More

Coaching & Training

How to Build a Positive Member Experience

As Warren Buffet famously said, “It takes 20 years to build a reputation and five minutes to ruin it.” From initial cont...

10 May 23

8 min read

By Ray Makela Read More

Coaching & Training

Sales Coaching and AI for Better Performance

Sales coaching is a critical aspect of improving the performance of sales teams. It involves various activities, from pr...

10 May 23

10 min read

By Ray Makela Read More

Coaching & Training

Building Your Pipeline in a Challenging Economy

With many companies facing economic headwinds, sales leaders are looking for ways to grow revenues without adding headco...

8 May 23

9 min read

By Norman Behar Read More

Coaching & Training

Selling Skills vs. Sales Methodology: Understanding the Difference

Sales success requires salespeople to have both selling skills and a sales methodology. Selling skills are crucial for e...

3 May 23

9 min read

By Ray Makela Read More

Coaching & Training

How to Motivate the Quiet Quitters on Your Sales Team

The current phenomenon of “quiet quitting” has been gaining attention recently. It refers to the growing trend of employ...

1 May 23

10 min read

By David Jacoby Read More

Coaching & Training

Will AI Replace Salespeople? Separating Fact from Hype

In just a matter of a few months, ChatGPT has created a global frenzy. Its amazing capabilities show how Artificial Inte...

28 Apr 23

10 min read

By David Jacoby Read More

Coaching & Training

4 Unique Challenges Facing Sales Managers

Being a sales manager is tough. They face unique challenges like hitting revenue targets, managing a diverse team, navig...

26 Apr 23

10 min read

By David Jacoby Read More

Coaching & Training

How to Ask for Referrals in Sales with 6 Key Tactics

Last weekend, a strange man knocked at my front door. He introduced himself as a painter named Steve with a unique speci...

20 Apr 23

11 min read

By David Jacoby Read More

Coaching & Training

3 Types of Negotiation Tactics, Strategy Examples, and How to Respond

Negotiation is an important skill to get what you want while building and maintaining trust in your relationships. Let's...

19 Apr 23

6 min read

By Ray Makela Read More

Coaching & Training

The 4 Essentials to Sell to the CFO in a Challenging Economy

In times of tight budgets, companies are cautious about spending, and more people are involved in making purchasing deci...

17 Apr 23

6 min read

By Ray Makela Read More

Coaching & Training

The Role Of Sales People after the Emergence of AI

With each passing day, it seems as if there is a new advancement in Artificial Intelligence (AI). Last week I saw the fu...

10 Apr 23

5 min read

By David Jacoby Read More

Coaching & Training

3 Ways to Use "Sell Me This Pen" to Hire Sales Superstars

The “sell me this pen” test is a classic go-to question for sales managers interviewing sales candidates, and it’s easy ...

5 Apr 23

8 min read

By David Jacoby Read More

Coaching & Training

The Rise of the Team Seller

Once celebrated in movies, the lone-wolf style of sales is no longer an effective approach in today's complex buying atm...

3 Apr 23

9 min read

By Ray Makela Read More

Coaching & Training

3 Tips to Build a Customer-Success Culture

In today's highly competitive marketplace, businesses can’t afford to take customer loyalty for granted. Every sales org...

29 Mar 23

4 min read

By Ray Makela Read More

Coaching & Training

Setting Up Your New Sales Hire for Success: 5 Key Factors

Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and c...

22 Mar 23

8 min read

By Norman Behar Read More

Coaching & Training

New Sales Hire: Industry Experience or “Best Athlete”?

Hiring sales stars is an important yet challenging task for every sales manager. One challenge is whether to hire based ...

20 Mar 23

5 min read

By David Jacoby Read More

Coaching & Training

A Winning Sales Culture: Lessons from Salesforce & Netflix

The success of any sales organization depends on having the right mindset, culture, and strategy. As two of the most suc...

15 Mar 23

9 min read

By David Jacoby Read More

Coaching & Training

Avoid These 3 Missteps & Prevent Inaccurate Sales Pipeline Forecasting

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain mis...

9 Mar 23

8 min read

By David Jacoby Read More

Coaching & Training

Modern Sales Training & 2023 Industry Updates: Ken Taylor Interview

Recently, our CEO Ray Makela sat down virtually with industry insider Ken Taylor, CEO of Training Industry, for an in-de...

7 Mar 23

6 min read

By Alonso Chehade Read More

Coaching & Training

The WHY Behind Effective Sales Coaching & Why Managers Don't Do It

Sales coaching is crucial in improving sales reps' performance and selling skills. However, many managers don't prioriti...

1 Mar 23

6 min read

By Norman Behar Read More

Coaching & Training

Ignore Zuckerberg. Effective Sales Organizations Need a Sales Manager

Can a company succeed without managers? Mark Zuckerberg, CEO of Meta, thinks so. He's proposed a cost-cutting measure to...

23 Feb 23

7 min read

By David Jacoby Read More

Coaching & Training

Powerful Sales Coaching Questions Every Sales Manager Should Ask

To have the most productive coaching sessions, start with these two elements - the right mindset and powerful questions....

21 Feb 23

8 min read

By Ray Makela Read More

Coaching & Training

3 Strategies for Selling to the CFO During an Economic Slowdown

Do you want to avoid today's reduced budgets and CFO roadblocks to close more deals? Selling to CFOs (Chief Financial Of...

15 Feb 23

7 min read

By Ray Makela Read More