8 Components of a World-Class New Sales Hire Onboarding Program
Been thinking that revenue targets would be easier to crush if your new hires would ramp up to speed more quickly? You’re spot-on, my friend.WATCH: Onboarding Sales Reps: 10 Hacks […]
Overcoming Sales Call Reluctance
Let’s dive deep into a phenomenon that’s rearing its head in the world of sales: call reluctance. Having chatted with senior sales leaders this month, it’s clear this isn’t just an isolated challenge; it’s a widespread issue.
Why You Need Training for Sales Managers
Sales is an ever-evolving landscape, with tools, techniques, and targets shifting regularly. Yet, while we often focus on training our frontline sales reps, there’s a critical group that’s frequently overlooked: sales managers.
The Importance of Scheduling Next Steps in Sales
I can’t tell you the number of calls that I listen to (or receive) where salespeople do not schedule next steps before ending the call. It’s so basic, so fundamental, yet so often neglected.
Sales Is A Confidence Sport
If you’re reading this, you’ve probably made an outbound sales call. You’ve probably made thousands. Stop and think for a second just how many things about this take guts – it takes sales confidence.
Why Event-Based Sales Training Falls Short
In the world of sales, the quest for effective training solutions is never-ending. For years, event-based sales training has been the norm, but is it actually effective?
Inside Sales Training: What Does Good Training Look Like?
Whether you’re shopping around for external inside sales training vendors or working with your internal training department, knowing what good inside sales rep training looks like is the first step to ensuring your training is checking all the key boxes.
How to Budget for Sales Training
Employee development is a critical part of attracting and retaining sales talent, so you’ve got to budget for sales training each year. Unfortunately, a fraction of leaders include an annual development line item in budgets.
How to Use ChatGPT to Write Sales Emails
As a sales leader, should you be scared of ChatGPT? Or should you embrace this new technology and use it to make your sales teams better?
How to Improve Buyer Engagement in Video Sales Meetings
There’s no denying that “something’s missing” when we move from in-person meetings to video. It’s true of team meetings, training, and especially sales calls. If video is part of your every day, how do you stand out from the crowd?
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…
BDR vs AE: What’s the Difference?
In this blog, we’ll cover the basic responsibilities of each sales role (to help you decide if it’s right for you or for your organization). Finally, we’ll differentiate some key skills for each so you can identify what training your existing or new teams may need.