3 Sales Leadership Challenges (and How to Fix Them)
Being a leader is hard. When faced with a new sales leadership challenge, it can often feel like you are alone on an island. Turns out, finding a group of […]
Top Challenges Inside and Virtual Sales Teams Are Facing Today
Is virtual sales here to stay? YES! (although your field sales teams sure hope not…) The truth is, virtual sales is HARD. In fact, a recent Gartner research study cited […]
How to Improve Remote Sales Team Engagement
Folks, we’re over a year into this new normal. What we talked about 12 months ago to engage your remote teams, is probably not still working today. Need a few […]
Top Voicemail Mistakes Inside Sales Reps Make
Reps often tell us they feel like they could be replaced by an outgoing voicemail message. Sound familiar? Pretty much nobody returns a call, right? Wrong. In training, we’ve seen […]
5 Questions You Should Never Ask on a Sales Discovery Call
You’ve probably heard me say this before: Prospect discovery and pipeline discovery are two VERY different meetings. And, the questions you ask on a sales discovery call are MUCH different […]
How Pipeline and Prospect Discovery Questions Are Different
Prospect discovery questions are drastically different from pipeline discovery questions. In fact, you should never use pipeline questions with a prospect. Why? Because prospects are somewhere between cold and lukewarm. […]
3 Quick and Easy Tips to Craft a Powerful Sales Pitch
IMPORTANT: Your Value Prop (aka Sales Pitch) and your Intro are very different things. If you’re using them together, take a stroll over to my post about the SWIIFT Intro. […]
4 Steps to Asking Better Sales Discovery Call Questions
Prospecting discovery is drastically different from pipeline discovery. If you’re selling something new and you’re leading with the standard exploratory questions that everyone else already Googled, you’re probably not getting […]
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 […]
Factor 8 Named a Selling Power Top Sales Training Company
This feels like a big deal… Twenty (cough) ish years ago during my first week as a Sales Manager, my colleagues (and assigned hazers) dropped a stack of Selling Power […]
How to Build an Account and Lead Qualification Strategy
Does anyone out there NOT have a story about working their tail off to reach a Decision Maker only to find out that it was a bum lead? Account and […]
How to Hire a Great Sales Manager
Raise your hand if you’ve promoted the wrong rep to sales manager before? Yeah, no sales leader in the world can keep both (or either of?) their hands down. And […]
Top Cold Call Tips and Techniques
People love to ask, “Is Cold Calling Dead?” It’s probably for the controversy effect more than anything, right? My answer (like all great consultants) is, “It depends.” Marketing has come […]
What’s the Difference Between a BDR and AE?
In the past five years, the acronyms BDR and SDR have jumped to the forefront of selling – particularly digital or virtual selling in the SaaS space. Feeling lost already? […]
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 […]