“A region of spacetime where gravity is so strong that nothing — no particles or even electromagnetic radiation such as light — can escape from it” (Wikipedia). A black hole. Too often, sales teams spend a significant chunk of their workday in a black hole of subjectivity. The antidote? Game tape. Professional athletes review past […]Read More
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Sales prospecting is dead. *Dramatic pause* Kidding (obviously). Deals don’t just fall into your lap – if they do, tell me how. Sales prospecting is an essential part of your process. Without it, you’re stuck waiting for things to happen. And that’s not a strategy, that’s just dumb luck. That’s why I stole these 10 […]Read More
Sales training is the most underrated growth driver. Because training is the lever that fuels all other initiatives (new products, multi-year contracts, or sales methodology – you name it). I mean, how else are you making sure strategic decisions make it to the front lines? This 4-step sales training plan will help you cut bad […]Read More
If you are in sales, you know what the word negotiation means. Heck, it’s always been — and still is — the #1 skill in sales. The best-of-the-best salespeople are often the best-of-the-best negotiators. They know the negotiation techniques to win deals. They understand the art of making a deal. They are well-versed in the […]Read More
All sales organizations are masters of sales tactics. We know what opening lines to use on a cold call. We know what questions to use in a discovery call. We know how to lock down next steps or overcome the next objection. And while tactics are important, a sound sales strategy is critical to improving […]Read More
No one said sales was fair. Actually, it’s pretty darn unfair. AND: it just got worse. Why? Because the questions sales leaders had all-but-written-off as impossible to answer. Well, they just became answer-able. And some sales leaders (1000 of them, give or take) are already getting ahead. Questions like: Which competitors are really coming up […]Read More
Some one-on-ones are so good that you walk out feeling motivated for the whole week. Others, not so much. We asked sales managers their secrets for running remote one-on-ones that leave reps craving more. The kind that deserve a hand-stinging, ear-ringing high five (except not right now because, you know, social-distancing). Put these 6 elements […]Read More
Career shift? New sales model? Sales team temporarily grounded? There’s no shortage of reasons to make the case for moving outside reps to inside roles. Here’s what you – aka sales professionals – need to know to make the switch. And keep knocking your number out of the park. #1 Master the Online Demo It’s […]Read More
The future of work is uncertain, but one thing is clear: the end of quarter will be remote. The bad news: quotas aren’t going down. The good news: the principles behind managing a team are the same whether they’re in the same room… or remote in their living room. We put together a few no-bs […]Read More