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Sales Training

By: Norman Behar
October 23rd, 2023

Given that one of the most important differentiators for sales professionals is how they sell, it is natural to want to include sales training at your upcoming SKO. However, with a number of competing priorities, you need the right sales training approach to incorporate sales training without sacrificing other priorities.

Sales Coaching | Negotiating

By: Ray Makela
October 16th, 2023

In the modern, competitive landscape of sales, negotiation is no longer simply about price; it’s about value. Smart sales professionals understand that selling value—before you start negotiating the terms of the deal—is paramount. Furthermore, a deep understanding of how the deal will unfold and who will be involved is crucial to setting yourself up for a successful negotiation.

Sales Management

By: Ray Makela
October 9th, 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 develop into a superstar. Yet, they are underperforming their quota. Let's look at what is happening and what you can do to help them.

Sales Training

By: SRG, a Part of SBI
October 2nd, 2023

Choosing the best sales training company for your business is more than just a decision. It is an investment in the future success of your sales team. But what makes sales training such a crucial component of this process? Let's explore the benefits of sales training and key considerations for finding the best sales training company.

Sales Management | Sales Leadership

By: Ray Makela
September 25th, 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 AI becomes paramount. This guide delves into the essentials of AI for sales, its potential challenges, practical applications, and the importance of proper training.

Sales Process | Sales Coaching

By: David Jacoby
September 19th, 2023

Today's sellers must be proficient in face-to-face and virtual selling. This means that sales success requires many skills. However, we can still identify the top skills cutting across all aspects of selling that will make closing come naturally. Let's dive into the five skills you need to succeed in this new sales environment.