“What do you coach? You coach the gap. Build a bridge that takes your people from where they are today to where they want or need to be.” – Keith Rosen I love that quote. It brings a clear analogy to something that’s often vague: sales coaching. Almost every sales leader out there will agree […]Read More
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This guest post is from Conrad Wadowski of Ops.tv which identifies leading operators and does video research on how they make use of sales and marketing products. — At Ops.tv, we’re obsessed with studying the ways people use and get value from SaaS. As part of our research agenda, we recently interviewed 20 sales leaders […]Read More
I was writing so fast my hand started cramping. 23 minutes into an interview with Derek Grant on how they do their call coaching at SalesLoft, and I already had several pages of notes. While many B2B sales organizations record calls and demos, few know how to make use of them. Derek and his team […]Read More
You’re about to learn nine of the exact sales coaching habits and systems the world’s top B2B sales leaders follow to develop their sales teams successfully. This isn’t an anecdotal article. Seven of the nine habits I’ll talk about come from analyzing usage patterns of over 5,000 users in the Gong call coaching platform The […]Read More