Tips for Enablement Leaders to Increase Sales Coaching Focus
I was just talking to an enablement leader friend who was really frustrated that they spent so many months building a robust training program – rolled it out beautifully – and…
Why You Need a Sales Training and Enablement Budget for 2024
Tons of amazing sales trainers and enablement folks fell victim to RIFs because of this year’s slow economy. It’s unfortunate, but not surprising, right?
Why You Should Use Video During Sales Meetings
Whether you’re inside or field selling, we’re all virtual now. If your team is struggling to adapt and/or thrive with video selling, here are a few remote selling tips to help.
Associative Learning: Why It’s the Best Sales Training Technique
Last week, I soapboxed about how videos aren’t training sellers anything (read that post here). So today, I’ll share a learning strategy that ACTUALLY works…
Why Sales Training Videos Don’t Work
Calling All Leaders Training Sellers! There’s something crazy happening in the sales training industry right under our noses, and it’s severely impacting the skill level of your front-line sellers. Truth: sometimes I’m part of the problem. Riddle me this, my friends…
Call Bridging 101: Paving the Way for a Follow-up Sales Call
Call Bridging is a critical skill if you’re used to face-to-face selling and now working the phones. In my previous posts, I talked about call productivity and setting call goals as critical skills when transitioning from traditional selling to virtual selling.
8 Sales Rep Onboarding Best Practices
There are about 3 million moving parts in an onboarding program since it happens across so many departments, mostly outside of sales. Because of this, it’s easy to lose our way during onboarding. One of the most important hindrances is the lack of investment — both in effort and money — in onboarding.
5 Critical Tips for New Account Executives
Congratulations on your promotion to AE! Transitioning from an appointment setter, qualifier or SDR/BDR to an Account Executive who carries a revenue quota and closes deals is a BFD. Here are five skills that can help you make goal faster!
How to Scale Your Inside Sales Team
In the past decade, inside sales has been out-pacing field sales by a 10-15x ratio. Scalability is a challenge inside sales leaders will continue to face for years to come.
7 Phone & Video Prospecting Tips for Sales Reps to Crush It
Plenty of sales reps love the convenience of email and LinkedIn prospecting. But rapid-fire, stock messages do little to build rapport and trust with your prospects. That’s why, as much as some people despise it, you have to pick up the phone.
Top Sales Closing Techniques
So you put in the hard work, you hooked your prospect, you got to the decision-maker, and you’re at the finish line – it’s now time to close the sale. Time to celebrate? Not quite yet… A shocking 64% of reps don’t actually end up closing the deal.
Quickly Improve Prospect Engagement on Sales Calls
How many of you have been on the receiving end of a sales call, bored to tears while the rep on the other end just keeps rattling away? Probably ALL […]
How to Run Successful Sales Rep 1:1 Meetings
Managers/Leaders: What does it take to run a successful sales rep 1:1 meeting? Ten bucks says you and your rep have different definitions of “success” here. […]
5 Time Management Tips for Sales Reps
Being in sales is the busiest job in the world – hands down. If you’re a leader, you’ve got a ton on your shoulders between leading your team and establishing a strong company culture.
Factor 8 Named a Selling Power 2023 Top Sales Training Company
Factor 8 is pleased to announce it has been named to Selling Power’s annual list of Top Sales Training Companies in 2023. “We are so grateful to Selling Power for […]