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Coaching & Training

Does Sales Training Matter? The Salesperson’s Perspective

One of the most important questions senior sales leaders ask is whether a sales training initiative will really deliver ...

26 Jul 18

1 min read

By Norman Behar Read More

Coaching & Training

Selling Against a Competitor (When You Think They're Better)

On this Q&A episode: "What do you do if your competitor's product is better for the client?" If you can't see the vi...

19 Jul 18

2 min read

By Ray Makela Read More

Coaching & Training

How to Prevent a Prospect Going Silent After Your Proposal

Don't let prospects go silent after responding to a Request for Proposal (RFP). In this Q&A we discuss strategies yo...

27 Jun 18

3 min read

By Ray Makela Read More

Coaching & Training

Why Sales Managers Fail at Coaching?

The reason is pretty simple. Managers become accustomed to telling as opposed to enabling their salespeople to identify ...

7 Jun 18

2 min read

By Norman Behar Read More

Coaching & Training

How to Embed A Company's Culture in Sales Training

A question that often comes up in our conversations with clients: "How do you embed a company's culture in a sales train...

15 May 18

3 min read

By Norman Behar Read More

Coaching & Training

Improving Sales Effectiveness: 5 Main Areas to Focus On

Every sales executive is focused on how they can make their sales organization more effective. After all, we would all l...

8 May 18

1 min read

By Norman Behar Read More

Coaching & Training

What Is Sales Readiness and What Does It Mean?

I’ve often been asked as the CEO and co-founder of Sales Readiness Group, what does “sales readiness” really mean. In to...

8 May 18

1 min read

By Norman Behar Read More

Coaching & Training

How to Better Engage Buyers in the First Sales Call

Many sales leaders tend to over-focus on creating scripts for their sales teams. These include prospecting scripts, pres...

30 Apr 18

2 min read

By David Jacoby Read More

Coaching & Training

Get Effective Sales Coaching Program to Align Managers for Success

It’s no surprise that high-performing sales teams have managers who spend more time coaching, as evidenced in our Sales ...

17 Apr 18

3 min read

By Ray Makela Read More

Coaching & Training

How to Knock Your Next Sales Interview Out of the Park

Attention prospective salespeople—here’s a hint. If you want to work on my sales team, you have to show me you can sell....

19 Mar 18

2 min read

By Ray Makela Read More

Coaching & Training

Before You Invest in a New Sales Tool, Ask Yourself These Questions

Sales enablement has boomed. The State of Sales Enablement Report for 2023 found that the number of businesses with a de...

7 Mar 18

2 min read

By David Jacoby Read More

Coaching & Training

Why Sales Managers Don't Coach (and What to Do About It)

The evidence for the benefits of coaching is compelling. Not only can it help develop your reps and improve selling skil...

2 Mar 18

3 min read

By Ray Makela Read More

Coaching & Training

Building Sales Relationships - 3 Factors Proven to Convert

With the introduction of new sales enablement technologies and the shift to, technology-driven, inside sales reps, do re...

31 Jan 18

2 min read

By Norman Behar Read More

Coaching & Training

How to Influence More B2B Buyers by Showing Your Expertise

One of the core skills of successful selling is how well you can influence buyers. When you have influence, the buyer is...

26 Jan 18

2 min read

By David Jacoby Read More

Coaching & Training

The Importance of Sales Coaching Models for Better Results

In our 2017 Sales Management Research Report, 5 Hallmarks of a High-Impact Sales Organization, we found that sales manag...

17 Jan 18

2 min read

By Norman Behar Read More

Coaching & Training

How to Make the Most of Positive Buyer Feedback

When you’re making a sales presentation, it’s essential that you stay aligned with the buyer. That means asking your buy...

29 Dec 17

2 min read

By David Jacoby Read More

Coaching & Training

One Additional Question Salespeople Should Always Ask

I was sitting down with our Chief Customer Officer, Ray Makela, and we were discussing deal coaching. I reminded him of ...

20 Dec 17

2 min read

By Norman Behar Read More

Coaching & Training

Most Important Sales Metrics You Should Track Every Month

How many new appointments does it take to hit your sales quota? Sales Managers have access to more tools, reports, and d...

13 Dec 17

3 min read

By Ray Makela Read More

Coaching & Training

4 Behaviors to Building Trust in Sales

“I'm not upset that you lied to me, I'm upset that from now on I can't believe you.” ― Friedrich Nietzsche Trust is esse...

20 Nov 17

2 min read

By David Jacoby Read More

Coaching & Training

Sales Coaching Best Practices to Allocate Your Time Properly

Research shows that sales coaching is a critical skill you need to master as a sales manager. When you do a great job co...

25 Oct 17

2 min read

By David Jacoby Read More

Coaching & Training

Navigating Complex Sales with the Access Sales Call

In most sales situations, prospecting means setting the appointment while the actual selling occurs during the meeting. ...

9 Oct 17

3 min read

By David Jacoby Read More

Coaching & Training

B2B Competition: 4 Steps to Beat The Competition in Sales

If you know the enemy and know yourself, you need not fear the result of a hundred battles – Sun Tzu, 512 BC B2B sales m...

27 Sep 17

3 min read

By Ray Makela Read More

Coaching & Training

Sales Territory Management: Allocating Your Calling Efforts

Imagine you’re managing a sales territory with hundreds of existing accounts to call. How should you best allocate your ...

25 Sep 17

3 min read

By David Jacoby Read More

Coaching & Training

Sales Objection: Prospect Asks "Why Should We Buy From You?"

On this episode, a sales rep asks: I always find myself facing this question from prospects “Why should we buy from you ...

21 Sep 17

2 min read

By Norman Behar Read More

Coaching & Training

Is a Sales RFP Worth Your Time? 10 Criteria to You Can Use to Assess

One of the most important decisions a sales professional can make is whether to pursue a deal. Chasing bad, unqualified ...

12 Sep 17

3 min read

By Ray Makela Read More

Coaching & Training

Before & After the Sales Call: Post and Pre-Call Analysis

Assuming you're a good sales professional, you already build rapport with buyers, ask your buyers thought-provoking ques...

11 Sep 17

3 min read

By David Jacoby Read More

Coaching & Training

2017 State of Sales Management Training Research Report

Our new report confirms the importance of developing sales managers to improve sales performance. This is something that...

8 Aug 17

1 min read

By Alonso Chehade Read More

Coaching & Training

Top Account Sales and Reorganization Strategies

One of your accounts is being reorganized. Your contacts were advancing an opportunity, but now everyone is entering a s...

1 Aug 17

3 min read

By Ray Makela Read More

Coaching & Training

The 5 Types of Sales Relationships & What You Can Do to Improve Them

Let's take a moment to think about the kind of relationship you have with your typical client. Do you have access to hig...

11 Jul 17

2 min read

By David Jacoby Read More

Coaching & Training

Sales Management Tips to Increase Sales Team Productivity

Part of managing performance is to have a more productive sales team. In this Q&A video, we share five techniques yo...

19 Jun 17

2 min read

By Norman Behar Read More

Coaching & Training

How to Be Successful at Enterprise Sales

In this Q&A video, we lay out what it takes to be successful in enterprise sales and the best way to deal with procu...

13 Jun 17

3 min read

By Ray Makela Read More

Coaching & Training

Key Considerations Before Promoting Your Top Seller To Sales Manager

On this episode, we discuss key considerations before promoting your best salesperson into management. The different ski...

16 May 17

2 min read

By Norman Behar Read More

Coaching & Training

How to Find and Hire Great Sales Managers

On this episode, Kim Rody asks: How do you find great sales managers? In this video, we discuss key considerations befor...

9 May 17

4 min read

By Norman Behar Read More

Coaching & Training

How To Close Sales Deals & The Top 5 Reasons You Aren't Closing

Selling is like walking through a minefield. Take one wrong step, and your deal can blow up in your face. Great salespeo...

5 May 17

4 min read

By David Jacoby Read More

Coaching & Training

Managing a Healthy Sales Pipeline: Why Less Is More

For many sales teams, a full sales pipeline is reassuring. It means their salespeople have plenty of potential deals to ...

24 Apr 17

2 min read

By Ray Makela Read More

Coaching & Training

B2B Sales Prospecting: Knowing When to Persist & When to Move On

In this episode, Florin from Loopio asks How many "no's” are you willing to get from different people within an account ...

6 Apr 17

3 min read

By Ray Makela Read More

Coaching & Training

When to Follow Up on Lost Sales Deals & How To Effectively Do It

In this episode, Gerardo Dada asks: What is the best way to follow up with lost sales opportunities? Ray Makela, Chief C...

4 Apr 17

3 min read

By Ray Makela Read More

Coaching & Training

6 Questions to Coach a Gritty Sales Team

I’ve written before about Angela Lee Duckworth’s concept of “grit,” which she discussed in her popular TED talk, “Grit: ...

30 Mar 17

1 min read

By Ray Makela Read More

Coaching & Training

How to Manage a Sales Team Remotely

In this episode, our CEO Norman Behar shares best practices for managing a remote sales team. A challenge that sales man...

10 Mar 17

4 min read

By Norman Behar Read More

Coaching & Training

5 Sales Meeting Agenda Items That Will Help Your Team Grow

On this episode, Kenneth Vogt, owner at Vera Claritas asks: What do you cover in your weekly sales meetings? If you have...

8 Mar 17

2 min read

By Ray Makela Read More