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Insights
Monday, December 21, 2020
When rowing on the water, every person in the boat needs to be in sync. It’s the ultimate teamwork sport, requiring all rowers to work in unison and be physically and technically exact in...
Insights
Tuesday, December 15, 2020
This year saw sales kickoffs move from convention centers to home offices and shift from conference tables to kitchen islands. The impact of this sudden change was felt across all sectors...
Insights
Wednesday, December 2, 2020
Conversations around the Zoom Bar are turning positive. Most companies are well into business as usual—pandemic style. Virtual meetings are the norm, customers are getting comfortable...
Insights
Tuesday, November 17, 2020
People like people who listen to them. In fact, one of the four principles of rapport is empathy—the ability to understand and share the feelings of another. If you want to understand...
Insights
Monday, October 5, 2020
Sales training is a massive market and shows signs of growing. However, it is a market that has been absent of learning. Traditional sales training programs usually include a one-week...
Insights
Thursday, October 1, 2020
Every salesperson will encounter hesitation from customers. What separates good from great salespeople is knowing how to handle objections. It’s up to sales leaders to ensure their teams...
Insights
Thursday, October 1, 2020
When new managers are hired they are being given the opportunity to lead, supervise, mentor, and motivate others, and their ability to do so makes a huge impact on your company’s success....
Insights
Tuesday, September 29, 2020
Virtual selling requires a higher level of communication, and the most effective communication consists of strong form and substance. Form is the way in which the material is presented; it...
Insights
Tuesday, September 29, 2020
What defining characteristic should sales reps possess before buyers will pay attention to what they have to say? Credibility. Potential buyers quickly disqualify reps who lack credibility....
Insights
Wednesday, September 23, 2020
In this week’s Ask a Trainer guest post, Mike Kunkle offers advice for sales enablement professionals who are helping their sales teams become more buyer-centric. Dear Mike,I work in sales...
Insights
Tuesday, September 22, 2020
Long before the pandemic studies revealed the importance of sales and marketing alignment. Organizations that align their sales and marketing processes with the customers’ journeys have at...
Insights
Wednesday, September 16, 2020
Sales teams across countless industries have transitioned more of their sales training into virtual formats. Whether it’s new hire onboarding or continuous skill development, virtual...
Insights
Wednesday, September 16, 2020
March 2020 threw companies and the training industry for a loop. No more flights? No more in-room gatherings? Everyone asked the same question: “How can we continue to train our sales teams...
Insights
Thursday, September 3, 2020
Every CEO and sales managers wants to have a high-performing sales team. To survive during the COVID-19-related recession and the upcoming new normal, it’s no longer a want. It’s a NEED. To...
Insights
Tuesday, September 1, 2020
Due to the pandemic, sales organizations—and sales enablement teams, specifically—have been navigating a world where requirements and expectations have shifted (in many cases, more than...
Insights
Wednesday, August 26, 2020
An annual event for thousands of companies, sales kickoffs prepare sales teams for the coming year’s goals and celebrate the previous year’s successes. “SKOs come in all shapes and sizes,”...
Insights
Thursday, August 20, 2020
Sales is a highly measurable role where the numbers shine like a spotlight throughout the organization. When we can create repeatability in the process and performance, we can help drive...
Insights
Tuesday, June 23, 2020
The coronavirus has forced millions of people to work remotely. When it was first announced, you likely experienced a rollercoaster of emotions. Among them was uncertainty over how you’d...
Insights
Thursday, June 18, 2020
About a month ago, a good friend of mine who runs the sales enablement department of a SaaS company reached out to me for some help. She shared that during a recent meeting with the...
Insights
Thursday, June 4, 2020
When new acquaintances or individuals you haven’t seen for some time approach you or you want to impress colleagues, how do you respond to common questions related to what you do for a...
1-20 of 381 Results