4 Steps to Asking Better Sales Discovery Call Questions
The key is to stop focusing on the benefits of your solution and start thinking about what motivates human beings. Because nobody likes change for change’s sake. We NEED motivation!
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. You’re welcome. 😉
How to Close More Deals
Don’t like closing? You’re not alone. If you feel like you’re being too pushy when you close, here’s a whole new way to think about it.
How To Ramp Your Sales Team 10x Faster
Ramping new reps to hit quota faster is every sales leader’s dream, but it doesn’t have to stay a dream.
Sales Training Techniques: Telling vs. Teaching
When I first started as a sales manager, I used to think that telling my team was enough. I know what to do, so I could tell them what to do.
8 Sales Enablement Best Practices to Partner with Revenue Leaders
This one is for my sales enablement and training pros. Have you struggled to connect with your revenue leaders?
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.
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…
Sales Outreach: How to Incorporate Emails and Phone Calls Into Your Sequences
You’ve heard of sequences, right? They are an integral part of your sales outreach and a magical combination of touchpoints to your prospects that, if all goes well, will result in a REALLY good sales call.
Selling to Gen Z and Millennials
Gen Z and Millennials have grown up in an interconnected world with most information available at their fingertips.
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?
The Different Inside Sales Roles Explained
Years ago, we had two kinds of sales reps: inside and outside. Thanks to awesome technology like Zoom and Microsoft Teams, in the near future we’ll have one: rep.
5 Tips For Mastering Your SWIIFT℠ Pitch
After reading the title, you may find yourself wondering “what even is a SWIIFT℠ pitch?” A SWIIFT℠ pitch is a modern-day phone sales version of an “elevator pitch.” This pitch allows potential customers to visualize what it would be like to work with you.
How to Improve the Relationship Between Sales Reps and Managers
With all the economic uncertainty out there, it’s tough to find and keep good reps right now. Data from HubSpot indicates that sales rep turnover is around 35% (even in an economic downturn, attrition is shockingly high).
6 Logistics Sales Tips to Master Phone Selling
Freight and logistics sales has undergone a massive change in the past few years. As companies embrace digital transformation, in-person sales meetings are falling in frequency.