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How to Teach your Sales Team to Solve Their Own Problems

By Ray Makela

Being your reps' chief problem solver is terrible for sales performance. Here's a technique you can use to train your team to solve their own problems.

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How to Hire the Right Sales Manager

By Norman Behar

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One of the most significant impediments to sales growth is hiring the right sales manager. Unfortunately, companies struggle with identifying the right people to manage and lead their sales teams. For companies with exceptionally high growth rates, the challenge is even more pronounced. Sales headcount growth drives the need to hire even more frontline managers.

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13 Tactics to Prevent a Heated Price Negotiation

By Ray Makela

Discounting is expensive. Learn how to prevent a heated price negotiation by maximizing the value of the deal using fundamental principles and tactics.

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How to Plan Sales Meetings that Engage & Motivate Your Team

By David Jacoby

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If you’ve ever run a sales meeting, you probably know that most salespeople aren’t thrilled to attend. Good sales reps prefer to spend their time selling, not sitting in a conference room. After all, they can’t make quota daydreaming their way through a boring meeting.

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Effective Sales Negotiation Process to Increase Leverage

By Ray Makela

Before your next sales negotiation, ask yourself these questions to ensure a successful outcome. A great sales negotiation process to increase your leverage.

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TACTICs For Managing Difficult Negotiations

By Ray Makela

Managing difficult negotiations is not easy, the TACTIC model can help you deal and communicate with a manipulative sales negotiator. 

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How to Partner and Build a Long-Lasting Relationship with Procurement

By Ray Makela

Instead of struggling to negotiate with Procurement, learn how to work with them. These questions will show you how to build a strong procurement relationship.

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Maximizing Your Negotiation Leverage with Power Sources

By Ray Makela

Learn how to develop a stronger value proposition. These reasons will help you improve your negotiation leverage to sell on value rather than price.

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National Sales Meetings: Should It Include Sales Training?

By Norman Behar

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Conducting sales training at a national sales meeting is a common practice but typically doesn't result in sustainable selling skills improvement. The key reason for this lack of effectiveness is that it's almost impossible to impact behavior change through a standalone training event. 

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Five Sales Negotiation Tactics to Use with Procurement

By Ray Makela

Negotiating with Procurement can be challenging.  In this video, you'll learn five sales negotiation tactics you can use when negotiating with Procurement.

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6 Traits of an Effective Corporate Sales Training Program

By Norman Behar

In this video, we share the top requirements that some of our clients routinely point to as the key drivers of corporate sales training success.

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How to Effectively Set Clear Sales Team Expectations

By Norman Behar

Learn how to effectively communicate clear sales team expectations to ensure that your team understands what you want them to do and achieve.

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The Key to Scaling a High-Performing SaaS Sales Team

By Norman Behar

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The single greatest trend in software technology over the last 20 years (Salesforce.com was founded in 1999) has been the adoption of Software as a Service (SaaS) applications by corporations. On a daily basis, employees use a variety of SaaS applications to more efficiently manage their accounting, human resource, marketing, and sales functions. 

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Managing Sales Behaviors to Improve Sales Performance

By Norman Behar

Managing sales performance is a fundamental sales management skill. Learn how to effectively manage sales behaviors to get your sales team to generate  great results consistently. 

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Match the Hatch to Break Through the Noise When Prospecting

By Ray Makela

Prospecting is a lot like fly fishing. In this episode, we talk about the similarities between those two practices, and how by "matching the hatch" you're much more likely to break through the noise when prospecting.

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5 Ways to Build Confidence to Win More Sales

By Ray Makela

Sales is about the transfer of confidence. In this Q&A, we discuss five ways you can build your confidence to improve your sales results.

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An Underrated Selling Skill That'll Give You a Competitive Edge

By Norman Behar

On this Q&A episode: "What's an underrated selling skill that salespeople can develop to get an edge over their competition?"

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How to Differentiate Your Solution from the Competition

By David Jacoby

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In today’s crowded marketplace, it’s easy to forget how many choices your buyer has. Buyers have a difficult time differentiating your solution from the competition’s solution. What may be an obvious distinction to you may not be so apparent to the buyer.

So you need to explain why the buyer should select your solution instead of the alternatives. Skilled sales reps differentiate their solutions by highlight features that are important to the buyer where they're strong, and their competitors are weak.

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How to Manage Underperforming Sales Reps

By Norman Behar

A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team achieve their full potential.

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3 Characteristics of a High Performing Sales Team

By Norman Behar

A look into each of the characteristics top performing sales teams have in common. Watch this video to help your team achieve their full potential.

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How to Breakout of a Sales Slump

By Norman Behar

Are you going through a sales slump? No matter how hard you try, you can’t seem to close a deal? Here is how it starts, and six steps to break out of it.

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How to Prevent Your Next SaaS Demo Going Silent

By Ray Makela

On this Q&A episode: "What's the best way to follow-up with a demo? Even though my demos go really well, the prospect seems to go silent after we meet".  

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Can You Afford a Bad Sales Hire? Read This Now

By David Jacoby

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If you're a football fan, you're no doubt familiar with the woeful tale of Johnny Manziel’s brief professional football career. Manziel was a star college quarterback who won the Heisman trophy as a freshman in 2012. The Cleveland Browns later drafted him in the first round of the 2014 NFL draft, where he played for two injury-prone seasons in 2014-2015.

Manziel’s time at Cleveland was plagued by questions about his behavior, work ethic, substance abuse, off-the-field problems, as well as his inability to translate his college game to the professional level. The impact on the Cleveland Browns was catastrophic. They wasted a precious first round draft pick as well as lost time and money. Here is a description of how he hurt Cleveland as well as a litany of his bad behavior

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How to Overcome the "It's Too Expensive" Objection

By Norman Behar

On this Q&A episode: "What's the best response to "It's too expensive'?" I often struggle with price objections when the customer says, "My price is too high." Is there a best response to this objection? What do you recommend?

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How to Become a Great Sales Leader

By David Jacoby

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As a sales manager, you may not consider yourself a sales leader. After all, strategic leadership issues fall within the purview of senior executives such as the Chief Revenue Officer. But ask your sales team to describe your leadership qualities and you may hear comments such as “She knows how to communicate what she wants,” “He makes the right decisions at the right time,” “She’s very persuasive,” or “He works twice as hard as anybody else on the team.”

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How to Deliver Product Demos that Convert

By Ray Makela

On this Q&A episode: "Why most product demos miss the mark, and what can I do to improve my chances of success?"

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The Mindset of a Top Performing Sales Professional

By Ray Makela

On this Q&A episode: "What makes up the mindset of a top performing sales professional? What are the characteristics that help top performers stand out or that make them more effective?"

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Can On-Demand Sales Training Replace Classroom Training?

By Norman Behar

On this Q&A episode: "Can on-demand sales training replace classroom training.

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How To Help Reps Keep Their Pipeline Up-To-Date

By Ray Makela

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Since the day the first contact management systems added features to enable Reps to keep track of their opportunities, there has been a constant struggle between manager and sales rep to keep the pipeline clean and “update the damn CRM.” Management wants a roll-up of their reps’ pipelines to enable better visibility and produce accurate forecasts, while reps are not motivated to spend precious selling time on administrative tasks and data entry that doesn’t help them close business.

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The Best Question to Ask on a First Sales Meeting

By Norman Behar

On this Q&A episode: "What's the most effective question to ask a prospect on a first meeting?"

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