Ray Makela
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ATD Blog
4 Modern Sales Approaches to Accelerate Your Sales Cycle
By
Ray Makela
Thursday, February 15, 2024
In today’s dynamic commercial environment, accelerating the sales cycle is not just a goal but a necessity for thriving in a competitive market. The landscape has evolved, with buying...
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ATD Blog
The Ultimate Sales Rep Performance Checklist
By
Ray Makela
Tuesday, November 28, 2023
Managing an underperforming sales rep is one of the most challenging responsibilities of a frontline manager. You hired this person with high expectations and were excited to see them...
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ATD Blog
Driving Sales Velocity in a Challenging Market: 4 Traits of Top Sellers
By
Ray Makela
Thursday, November 16, 2023
In the evolving sales landscape, understanding what drives success can often seem like deciphering an enigma. However, if we look closely, patterns begin to emerge that delineate successful...
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ATD Blog
Bridging the AI Gap in Sales: Is Your Organization Ready?
By
Ray Makela
Monday, November 06, 2023
It turns out, AI has already taken over. No, not in a dystopian sense, but certainly in the content of our news feed and in the battle for our attention. Practical AI tools for businesses...
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ATD Blog
Harnessing the Power of AI in Sales: A Guide for Leaders
By
Ray Makela
Tuesday, October 24, 2023
The integration of artificial intelligence (AI) into the sales domain has opened up a plethora of opportunities. As sales leaders navigate this new landscape, understanding the nuances of...
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ATD Blog
5 Reasons Sales Managers Say They Don’t Coach (And What to Do About It)
By
Ray Makela
Friday, May 20, 2022
The benefits of coaching are compelling. Not only can it help develop reps and improve their selling skills, but high-performing sales teams tend to have managers who spend more time...
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ATD Blog
A Sales Manager’s Playbook for Success
By
Ray Makela
Wednesday, February 16, 2022
In the sports world, coaches and managers are evaluated on one metric: winning.In the corporate world, victories are just as important. For sales managers, it’s about winning deals and...
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ATD Blog
Maximizing the Effectiveness of Your Annual Sales Meeting
By
Ray Makela
Wednesday, December 22, 2021
Here are some lessons learned we’ve picked up along the way from working with our clients as they’ve planned their annual sales meetings. We like to ask executive sponsors and meeting...
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ATD Blog
How to Remotely Connect and Develop Relationships With Buyers
By
Ray Makela
Friday, February 26, 2021
Something as simple and subtle as a handshake has gone away, maybe for good. This applies to sales as well.So, how do we replicate something as subtle and ubiquitous as a handshake when we...
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ATD Blog
5 Must-Have Items in Your Sales Meeting Agenda
By
Ray Makela
Monday, March 16, 2020
When were coaching sales managers, we often get questions about weekly sales meetings: If you have a weekly meeting with your sales team, what is regularly on the agenda? First, we should...
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