How to Stop Prospect Ghosting and Move Stalled Deals
In today’s tough economy, it’s (unfortunately) become the norm for deals to stall out—even when everything felt great on the call.
Ultimate Guide to Building Your Sales Team Development Plan and Budget
Building your sales team development plan and sales training budget for the next year can be daunting. That’s why I’ve compiled tips from my 20+ years in the industry to help make this as painless as possible!
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.
5 Sales Manager Tips for Onboarding New BDRs
Great news. You’ve got proof of concept, found your ICP, and gotten some funding. Now it’s time to build out your BDR team.
How to Find the Best Inside Sales Training Company
Are you looking for the best inside sales training company? With all of the noise out there and everyone claiming to be the best, how can you tell when a training vendor is truly great and different from the rest?
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, as a HUMAN – our job is to take action to get results.
8 Tips to Show Executive Presence on Sales Calls
Congratulations! You got the big boss to attend your call. Now let’s make sure you’ve got enough executive presence to impress them.
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.
How to Keep Prospects on the Phone
Everyone loves to talk about how many calls it takes to get someone on the phone (me included), but not enough of us talk about how to KEEP them on the phone!
#1 Best Time Management Tip for Sales Managers
At 23, in my first sales management job, I was buried by everything my team needed and all the things I didn’t know how to help with. Sound familiar?
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…
4 Quick and Effective Sales Voicemail Scripts
Are you thinking, “Should I leave a voicemail? Nobody ever calls back! Am I doing something wrong? Why aren’t people calling me back? Can I leave a better voicemail?”
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.
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. 😉