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How to Create a “Gritty” Sales Team

By Ray Makela

Psychologist Angela Duckworth defines Grit as the combination of passion and perseverance. She studies Grit for a living. Her research suggests that Grit can predict success across many different types of groups; from inner city students and military cadets to sales professionals.

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7 Ways to Overcome Prospecting Resistance

By David Jacoby

Rejection is a normal part of selling. If you sell for a living, you'll hear the word “no” many times in your career. This is particularly true in prospecting where prospects offer up all different types of resistance.

The root cause of most resistance is that the prospect wasn't expecting your call. Chances are the prospect just wants to get you off the phone and continue on with his or her business. It's important to note that this resistance often has no bearing on whether the prospect is interested in your solution. In fact, most sales professionals have many examples of great customers originally starting off as challenging prospects.

Given the frequency of prospecting resistance, mastering this skill is critical to your sales success.

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5 Reasons Why You Should Train Your Sales Managers First

By Ray Makela

Changing the skills, behaviors and culture of the sales organization is hard. Most sales executives, sales enablement experts and learning and development professionals will agree on this fact. Though challenging, organizations embark on this journey because the potential return on investment from improved sales performance is significant, if done correctly.

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