How to Get Your Field Reps Selling Virtually
Excuse me, BUT SHOULDN’T THIS BE OVER BY NOW?! Nine, six, and three months ago no fewer than 10 field sales VP’s told me they and their teams were “waiting […]
Tips for Mastering Call Coaching
Call coaching is literally THE hardest new skill for sales managers. Yes, it’s a new skill even if you’re not a new manager. Why? Because as a seller – hell, […]
Join Factor 8: We’re Hiring a Remote Account Executive!
If you’re ready to take a giant leap in your career – and you’re willing to work hard for it – you may have found your place. Factor 8 / […]
Tips for Successful Sales Rep Onboarding
When I was in corporate America leading training organizations, my “white whale” was onboarding. I built programs, I improved programs, I chased the ever-elusive perfect new hire training experience. Pretty […]
How to Budget for Sales Training
Employee development is a critical part of attracting and retaining talent, but only a fraction of leaders include an annual development line-item in budgets. We wait until we have a […]
How to Make Negotiation Your Super Power
Wow! What a great webinar on “Making Negotiation Your Super Power!” This was near and dear to my heart as honestly, I don’t feel very confident in my negotiation abilities. […]
Why You Should Use Video During Sales Meetings
Last month, I shared a panel at ExecVision’s Momentum with Bob Perkins, Morgan Ingram, Shay Keeler, and Dan Breault where we talked about the move to virtual selling. It was […]
Tips for Managing a Remote Sales Team
Sales Management is a tough gig. Virtual sales management is tougher. Like our sales teams struggle to sell “with an arm and leg tied behind their back” with the exclusion […]
Join #GirlsClub Gen 3: A Program for Rising Female Sales Leaders
Get to know #GirlsClub (Yup, For Guys Too!) If you’ve seen me speak in the past two years, you’ve probably caught the addition of a new company to the Factor […]
What Skills Do Your Sales Reps Need to Keep Deals Moving?
We’re all thrilled that the world is opening more and more and business is getting back to normal. The vast majority of sellers and leaders I talk to say the […]
Why Your Customer Care Agents Should Be Upselling
Sometimes an upsell is obvious. The kid at the movie theater register (MAN, I miss the movies) has obviously been scripted to say, “How about some Red Vines or nachos […]
How Leaders are Pivoting their Sales Strategy
Each month I have the privilege of facilitating a by-invitation-only Executive Open Bar peer discussion. We pick a topic, share what’s working, give advice, and basically help our fellow Sales […]
Transitioning Your Team from Field Sales to Virtual Sales – Interview with Premier Safety
2020 has thrown a curve ball at many sales teams, but field sales teams have arguably made the most drastic changes due to the fact that most reps can no […]
Tips for Virtually Onboarding New Sales Reps
In July, our Executive Open Bar topic was Remote Training Best Practices. This was a high-demand topic for obvious reasons with so many workforces now at home. If you’re new […]
How to Have Difficult Conversations at Work
Difficult conversations are often dreaded and sometimes even avoided, but hey, let’s be honest, these are conversations that we need to have. Before I became Lauren’s sidekick (AKA Executive Assistant), […]