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Coaching & Training

How to Establish Your Credibility on a Virtual Sales Call

Whether your selling virtually or in-person, the first minutes of an initial sales call with a new prospect are critical...

3 Sep 20

4 min read

By David Jacoby Read More

Coaching & Training

How to Conduct a Virtual Sales Call & Connect with Customers

We receive a lot of inquiries about how to help sales reps improve their ability to engage with clients effectively—espe...

21 Aug 20

10 min read

By Ray Makela Read More

Coaching & Training

How to Conduct Highly Productive One-On-One Sales Meetings

How sales managers communicate and interact with their teams is crucial to building a winning culture, and keeping the s...

7 Aug 20

6 min read

By Norman Behar Read More

Coaching & Training

Becoming a Better Sales Leader During COVID-19

The COVID-19 pandemic has been the ultimate validation of the importance of leadership abilities for sales managers. In ...

31 Jul 20

6 min read

By David Jacoby Read More

Coaching & Training

How to Lead an Effective Sales Team Meeting

Sales managers play a critical role in the psyche and success of their sales teams and that's especially true during the...

14 Jul 20

6 min read

By Norman Behar Read More

Coaching & Training

Why Teams Need Better Selling Skills for the New Normal

The COVID- 19 pandemic is creating profound changes in how sales professionals engage with clients. While some sales pro...

5 Jun 20

4 min read

By Norman Behar Read More

Coaching & Training

6 Cognitive Biases that Can Kill Your Sales Results

Like many, I‘ve spent plenty of time watching Netflix during the COVID-19 lockdown. I recently came across Salesman, a f...

28 May 20

6 min read

By David Jacoby Read More

Coaching & Training

Pivoting to Virtual Learning: Your Questions Answered

We recently hosted a webinar with Sam Herring from Intrepid by Vitalsource to discuss how to make the pivot to Virtual a...

1 May 20

13 min read

By Ray Makela Read More

Coaching & Training

Relationships, Revenue, and Retention During a Crisis

I recently presented to the Women Business Owners (WBO) association on this topic. It was interesting to share thoughts ...

25 Apr 20

5 min read

By Norman Behar Read More

Coaching & Training

Three New Year's Resolutions for Salespeople in 2015

As we start 2015, there are many reasons to be optimistic. The US economy continues to expand, unemployment rates are at...

26 Mar 20

4 min read

By Norman Behar Read More

Coaching & Training

Making the Transition to Live Online Sales Training

In the span of a few weeks, the work world has shifted en masse from regular offices to working at home as a result of t...

23 Mar 20

6 min read

By David Jacoby Read More

Coaching & Training

Sales Readiness Checklist: The 5-Step Assessment

As your company begins to hire new sales reps and looks for ways to accelerate their ramp-up time, while we would all li...

20 Mar 20

3 min read

By Norman Behar Read More

Coaching & Training

Virtual Sales Training During COVID-19 Travel Restrictions

Many of our clients are concerned about how the evolving COVID-19 outbreak and related travel bans will impact their bus...

14 Mar 20

4 min read

By Ray Makela Read More

Coaching & Training

Use Collaboration to Become a Great Sales Coach

According to industry research, sales managers that devote more than three hours of coaching per month to each of their ...

11 Mar 20

6 min read

By David Jacoby Read More

Coaching & Training

Transforming How You Sell: No More Product Pushing

Traditionally the sales professional has been viewed with cynicism based on the perception of self-serving salespeople w...

13 Feb 20

4 min read

By Norman Behar Read More

Coaching & Training

5 Key Factors to Calculate the Cost of Sales Training

I’m often asked by prospective clients, “what does good sales training cost?”. Although, the correct and straightforward...

30 Jan 20

5 min read

By Norman Behar Read More

Coaching & Training

4 Steps to Start Coaching Your Sales Team Today

Most sales managers know they need to coach their salespeople to maximize performance, but they don’t know how to get st...

10 Jan 20

8 min read

By David Jacoby Read More

Coaching & Training

The Biggest Drivers of Sales Training Success in 2020

As sales organizations plan their training initiatives for 2020, here are my thoughts on the biggest drivers for success...

11 Dec 19

6 min read

By Norman Behar Read More

Coaching & Training

21 Powerful Open-Ended Questions for Sales

Asking great questions is an essential skill every successful sales professional must master. That’s because when you as...

19 Sep 19

5 min read

By David Jacoby Read More

Coaching & Training

Selling to the Enterprise: Why You Need Salespeople

Imagine achieving phenomenal sales growth with no salespeople. Impossible? Well, Dropbox, the file storage company, foun...

20 Aug 19

4 min read

By David Jacoby Read More

Coaching & Training

How to Prioritize Your Time as a Sales Manager

Learn how to use a prioritization system based on Stephen Covey's principles; to stop spending too much time stuck on ur...

8 Aug 19

7 min read

By Ray Makela Read More

Coaching & Training

Moving from Chief Problem Solver to Sales Enabler

I recently had the opportunity to co-host a webinar on the Future of Sales Coaching (access recording here) with Jake Mi...

23 Jul 19

4 min read

By Norman Behar Read More

Coaching & Training

Turning Your Salesforce Into A Learning Force

In this episode, we discuss how sales is changing, how sales training needs to respond to the new complexities in the ma...

10 Jul 19

7 min read

By Ray Makela Read More

Coaching & Training

How to Hire the Right Sales Manager

One of the most significant impediments to sales growth is hiring the right sales manager. Unfortunately, companies stru...

6 Jun 19

4 min read

By Norman Behar Read More

Coaching & Training

Win More Sales Negotiations by Asking Yourself These Crucial Questions

Before your next sales negotiation, ask yourself these questions to ensure a successful outcome—a great sales negotiatio...

23 May 19

6 min read

By Ray Makela Read More

Coaching & Training

TACTICs For Managing Difficult Negotiations

Managing difficult negotiations is not easy, the TACTIC model can help you deal and communicate with a manipulative sale...

20 May 19

8 min read

By Ray Makela Read More

Coaching & Training

Partner & Build Long-Lasting Relationships with Procurement

Instead of struggling to negotiate with Procurement, learn how to work with them. These questions will show you how to b...

16 May 19

7 min read

By Ray Makela Read More

Coaching & Training

Maximizing Your Negotiation Leverage with Power Sources

Learn how to develop a stronger value proposition. These reasons will help you improve your negotiation leverage to sell...

26 Apr 19

6 min read

By Ray Makela Read More

Coaching & Training

National Sales Meetings: Should It Include Sales Training?

Conducting sales training at a national sales meeting is a common practice but typically doesn't result in sustainable s...

22 Apr 19

5 min read

By Norman Behar Read More

Coaching & Training

The Ultimate Checklist for Corporate Sales Training Success

In this video, we share the top requirements that some of our clients routinely point to as the key drivers of corporate...

8 Apr 19

5 min read

By Norman Behar Read More

Coaching & Training

High-Performance SaaS Sales Training & Scaling

The single greatest trend in software technology over the last 20 years (Salesforce.com was founded in 1999) has been th...

29 Mar 19

5 min read

By Norman Behar Read More

Coaching & Training

How to Build Confidence in Sales & Close Deals

Sales is about the transfer of confidence. In this Q&A, we discuss five ways you can build your confidence to improv...

7 Mar 19

6 min read

By Ray Makela Read More

Coaching & Training

Leverage Sales Pre-Call Planning to Gain A Competitive Edge

On this Q&A episode: "What's an underrated selling skill that salespeople can develop to get an edge over their comp...

20 Feb 19

5 min read

By Norman Behar Read More

Coaching & Training

How to Differentiate Your Solution from the Competition

In today’s crowded marketplace, it’s easy to forget how many choices your buyer has. Buyers have a difficult time differ...

13 Feb 19

4 min read

By David Jacoby Read More

Coaching & Training

Top 3 Characteristics of High-Performing Sales Teams

A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team ac...

24 Jan 19

5 min read

By Norman Behar Read More

Coaching & Training

SaaS Demo Best Practices: Preventing Post-Demo Prospect Silence

On this Q&A episode: "What's the best way to follow-up with a demo? Even though my demos go really well, the prospec...

7 Dec 18

7 min read

By Ray Makela Read More

Coaching & Training

Use a Sales Hiring Process to Avoid the High Costs of a Bad Sales Hire

If you're a football fan, you're no doubt familiar with the woeful tale of Johnny Manziel’s brief professional football ...

4 Dec 18

6 min read

By David Jacoby Read More

Coaching & Training

How to Become a Great Sales Leader

As a sales manager, you may not consider yourself a sales leader. After all, strategic leadership issues fall within the...

4 Oct 18

5 min read

By David Jacoby Read More

Coaching & Training

How to Deliver Product Demos that Convert

On this Q&A episode: "Why most product demos miss the mark, and what can I do to improve my chances of success?" If ...

2 Oct 18

7 min read

By Ray Makela Read More

Coaching & Training

The Mindset of a Top Performing Sales Professional

On this Q&A episode: "What makes up the mindset of a top performing sales professional? What are the characteristics...

11 Sep 18

6 min read

By Ray Makela Read More