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The Biggest Drivers of Sales Training Success in 2020

By Norman Behar

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As sales organizations plan their training initiatives for 2020, here are my thoughts on the biggest drivers for success.

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How to Maximize Your Sales Training Budget

By Norman Behar

How to maximize a sales training budget is a question that comes up quite often when we talk to clients. In most cases, they're looking at either a new sales training initiative or an annual budget. 

When you think about training budgets, here are a few key considerations.

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Want To Win Large Deals? Follow the RAMP Method

By Ray Makela

We all want to get access and sell higher, yet it’s difficult. CXO’s are busy, and often protected by a gatekeeper.

But the payoff is larger deals, more strategic relationships, longer term relationships and the ability to insulate yourself from the competition. 

The question is, how do you get the meeting, and what do you do when you get there?

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Can A Sales Rep Who's Underperforming Actually Improve and Develop Into a Superstar?

By Ray Makela

The short answer is "it depends." In this video, we share four proven management actions you can take to improve performance. Watch now to learn step by step how to solve performance issues or avoid wasting time with someone who's just not a good fit.

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21 Powerful Questions to Develop More Sales Opportunities

By David Jacoby

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Asking great questions is an essential skill every successful sales professional must master. That’s because when you ask open-ended questions, you transform the sales call. Your focus moves away from your solution to the buyer’s problems, goals, and concerns. As a result, your customer feels listened to, while you learn key insights about what’s important to the buyer.

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Selling to the Enterprise: Why You Need Salespeople

By David Jacoby

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Imagine achieving phenomenal sales growth with no salespeople. 

Impossible?

Well, Dropbox, the file storage company, founded in 2007, grew its revenues to $116 million by 2012.  Its sales then rocketed to $1.46 billion by 2018. 

What’s even more impressive is that for most of its short life as a company, Dropbox achieved this remarkable growth with no salespeople. 

Dropbox has historically relied on viral growth, together with a referral marketing model, with more than 90% of its revenue generated from self-serve channels.  See here and here for discussions of Dropbox’s business model. 

It’s easy to understand the appeal of no salespeople. No headaches or expense dealing with hiring, training, managing, and paying sales reps.

So, did Dropbox discover a better (and more profitable) mousetrap?

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How to Prioritize Your Time as a Sales Manager

By Ray Makela

In this episode, we discuss how to use a prioritization system to stop spending too much time stuck on urgent tasks, and more time on what's important—like coaching your team.

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Moving from Chief Problem Solver to Sales Enabler

By Norman Behar

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I recently had the opportunity to co-host a webinar on the Future of Sales Coaching (access recording here) with Jake Miller, Product Marketing Manager, at Allego. As part of the webinar, Jake shared some of Allego’s insights based on a survey Allego conducted of nearly 300 sales reps, managers, and enablement leaders on sales coaching. One key takeaway from this survey (see chart below) is that the #1 “ask” from sales reps was for more skills-based coaching.

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Turning Your Salesforce Into A Learning Force

By Ray Makela

In this episode, we discuss how sales is changing, how sales training needs to respond to the new complexities in the marketplace, and what salespeople need to do to adopt a learning mindset.

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Teach your Sales Team to Solve Their Own Problems-- So You Don't Have To

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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