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Coaching & Training

Building An Independent Sales Team Starts With SBAR Framework

Front-line Sales Managers often find themselves overwhelmed with responsibilities, leaving little time for important tas...

27 Jan 23

9 min read

By Ray Makela Read More

Coaching & Training

How To Set Yourself Up For Success When You Are A New Sales Manager

Congratulations! You have just been promoted from salesperson to sales manager, now what? For many sales organizations, ...

27 Jan 23

9 min read

By David Jacoby Read More

Coaching & Training

Strategic Questions to Ask Senior Leaders to Increase Sales

In these challenging economic times, sales professionals must meet with senior executives and C-Suite leaders who are em...

25 Jan 23

6 min read

By Ray Makela Read More

Coaching & Training

Increasing Sales Opportunities Means Overcoming Status Quo Bias

Research estimates that about 40% of all sales opportunities end with no decision. The harsh reality of this statistic i...

25 Jan 23

5 min read

By Ray Makela Read More

Coaching & Training

How Sales Coaching Can Help You Beat Economic Challenges

During challenging economic times, it’s only natural for sales leaders to look for ways to do more with less. While your...

23 Jan 23

6 min read

By David Jacoby Read More

Coaching & Training

3 Proven Strategies to Improve Sales Without Adding Headcount

Are you being asked to do more with less? Today’s economic reality has companies looking carefully at budgets, especiall...

23 Jan 23

4 min read

By Norman Behar Read More

Coaching & Training

Improve Credit Union Operations Through Digital Transformations

Are you ready to take your credit union's member experience to the next level? Digital transformation is the key to unlo...

17 Jan 23

4 min read

By Ray Makela Read More

Coaching & Training

Beat Your Competition With These Sales Playbook Best Practices

In today’s uncertain economic times, there’s a new business mantra: “Do more with less.” For sales teams that means achi...

16 Jan 23

6 min read

By David Jacoby Read More

Coaching & Training

Strategies to Manage A Bad Sales Manager & Reduce Employee Turnover

According to LinkedIn research, the turnover rate for salespeople increased up to 25% compared to the 2019 pre-COVID rat...

28 Dec 22

8 min read

By David Jacoby Read More

Coaching & Training

5 Key Principles of Change Management in Sales to Support Training

Many organizations invest in sales training initiatives to improve the sales team’s performance, yet these efforts often...

28 Dec 22

5 min read

By Ray Makela Read More

Coaching & Training

Sales Manager Tips To Improve Rep Performance Feedback

Providing regular, constructive feedback to sales representatives on their performance is an important part of their dev...

19 Dec 22

3 min read

By David Jacoby Read More

Coaching & Training

3 Key Qualities to Improve Odds of Hiring a Good Salesperson

What’s the economic outlook for next year? Rising interest rates? Inflation? Recession? Answer: No one knows for sure. H...

19 Dec 22

7 min read

By David Jacoby Read More

Coaching & Training

What to Keep Top of Mind When Selling in a Down Economy

Over the last few months, economic uncertainty has increased significantly due to a combination of factors including geo...

30 Nov 22

4 min read

By Norman Behar Read More

Coaching & Training

How to Improve Sales Close Rates with this Real-Life Example

I recently spoke with a sales leader who saw a dramatic increase in his team’s close rate, increasing from 34% to 54% ov...

7 Nov 22

6 min read

By David Jacoby Read More

Coaching & Training

Coaching & Joint Sales Calls: When You Should Ride to the Rescue

For a sales manager going on a call with a sales rep, nothing is more painful than watching the rep crash and burn. The ...

2 Nov 22

5 min read

By David Jacoby Read More

Coaching & Training

Help Sales Managers Set a Goal to Focus on What's Most Important

The over-arching objective of sales enablement professionals should be to support revenue growth by helping sales profes...

2 Nov 22

4 min read

By Ray Makela Read More

Coaching & Training

Three Unexpected Benefits of Sales Training

Sales training is proven to help your team close more business deals, stay competitive, avoid discounting, win bigger de...

18 Oct 22

7 min read

By David Jacoby Read More

Coaching & Training

Build Trust and Confidence in a Sales Negotiation in 5 Steps

You’ve worked hard to get the deal to this point and then other decision-makers appear, procurement gets involved and yo...

28 Sep 22

6 min read

By Ray Makela Read More

Coaching & Training

Advice to Solve Customer Problems from Top Tech Entrepreneur

“Fall in love with the problem, not the solution.” That’s how Uri Levine, the co-founder of Waze, the world’s leading na...

26 Sep 22

5 min read

By David Jacoby Read More

Coaching & Training

How to Measure Your Sales Leader Influence

One of the driving forces of sales leadership is influence – the ability to affect the motivations, actions, and behavio...

8 Sep 22

4 min read

By David Jacoby Read More

Coaching & Training

Motivating Your Sales Team to Prospect in a Down Economy

It’s easy for sales professionals to get frustrated and lose motivation when selling into a slowing economy. There are m...

1 Sep 22

7 min read

By Ray Makela Read More

Coaching & Training

Sales Coaching Techniques to Avoid Top 5 Mistakes

Sales Coaching is the most important way a manager can improve how their sales team sells. The power of sales coaching i...

26 Aug 22

8 min read

By Norman Behar Read More

Coaching & Training

How ICPs in Sales Help You Find and Meet with Top Prospects

In prospecting, the only thing worse than not setting a prospecting appointment is setting an appointment with the wrong...

12 Aug 22

4 min read

By David Jacoby Read More

Coaching & Training

The "One More Meeting" Prospecting Strategy

Most sales leaders are hyper-focused on increasing the sales team performance and try anything to improve prospecting ac...

10 Aug 22

5 min read

By Ray Makela Read More

Coaching & Training

5 Leadership Skills to Build a Stronger Team

Leadership and management skills often get confused and interchanged when talking about developing more effective front-...

19 Jul 22

5 min read

By Ray Makela Read More

Coaching & Training

How Call Planning Can Improve Your Sales Win Rate

Improving win rates is a priority for sales organizations because too much time and energy are spent on opportunities th...

8 Jul 22

5 min read

By Norman Behar Read More

Coaching & Training

3 Things French Cooking Can Teach Us About Sales Performance

During the pandemic, stuck at home with few restaurant options, I taught myself how to cook. As I became more obsessed w...

24 Jun 22

6 min read

By David Jacoby Read More

Coaching & Training

5 Steps to Crush Your Numbers as a Sales Leader

Are you a sales leader looking to improve your team’s performance and grow sales numbers? Most sales leaders would say y...

15 Jun 22

5 min read

By Ray Makela Read More

Coaching & Training

3 Sales Truths From a Mattress Salesman

Can a new mattress change your life? Maybe—more on that later. But my recent experience shopping for a mattress highligh...

6 Jun 22

6 min read

By David Jacoby Read More

Coaching & Training

3 Reasons Sales Managers Focus on Selling vs. Managing

Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks, focus...

6 May 22

3 min read

By Norman Behar Read More

Coaching & Training

Rethinking Virtual Sales Training Delivery–6 Lessons From the Field

Training has gone through an incredible upheaval over the past two years. When the pandemic started, companies had to ad...

29 Apr 22

5 min read

By Ray Makela Read More

Coaching & Training

Four Sales Performance Metrics that Matter

Sales managers are responsible for managing, coaching, motivating, and measuring the performance of their teams. Unfortu...

18 Apr 22

5 min read

By Norman Behar Read More

Coaching & Training

4 Reasons Why Asking Questions Will Improve Your Sales Calls

Asking great questions is foundational to consultative selling, but for many sales reps, this is easier said than done. ...

12 Apr 22

4 min read

By David Jacoby Read More

Coaching & Training

4 Techniques to Embed Video to Sell to Key Executives

Targeting and gaining access to key executives is challenging, yet we’ve all been told we need to do it in order to be m...

1 Apr 22

6 min read

By Ray Makela Read More

Coaching & Training

7 Different Styles of a Successful Sales Manager

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires multiple ...

23 Mar 22

6 min read

By David Jacoby Read More

Coaching & Training

A High-Performance Sales Team: Lessons from Moneyball

You don’t have to be a baseball fan to enjoy the movie Moneyball with Brad Pitt and Jonah Hill. The movie is an account ...

18 Mar 22

4 min read

By Ray Makela Read More

Coaching & Training

Sales Management Styles (And Which One to Avoid)

One key takeaway from the pandemic is the heightened importance of how sales managers communicate with their teams. Sinc...

2 Mar 22

4 min read

By Norman Behar Read More

Coaching & Training

The Cost of a Bad Sales Hire: A Million-Dollar Mistake

What is the most expensive decision you can make as a frontline sales manager? Hands down, it's deciding who you'll brin...

22 Feb 22

5 min read

By Ray Makela Read More

Coaching & Training

Recruiting with Gen Z: The Next Class of Sales Professionals

The great Resignation. Realignment. Reshuffling. Whatever you call it there is a lot of movement in sales organizations ...

11 Feb 22

6 min read

By Ray Makela Read More

Coaching & Training

How to Maximize Your Sales ROI

Do you wonder why the most successful sales leaders in your organization reach their goals every quarter? They focus on ...

31 Jan 22

4 min read

By Ray Makela Read More