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Conversation Intelligence

Are Your Sales Managers A 1950's Pit Crew?

I love this video, and the story it tells about the impact of technology - It's ability to transform performance and render what once appeared ground breaking and modern outdated and obsolete. The...

Sales Coaching

[Infographic] The Impact of Sales Coaching

The results are in, the evidence is clear - Sales coaching can have a transformational impact on sales performance. In this infographic we break down the extent of the impact and some of the key...

Sales Role Play, Interviews

A Refreshing Approach To Sales Interviews

An interview is always a nerve racking time, I personally think those nerves are amplified in a sales role, where it is assumed that because you ‘sell’ you will be good at selling yourself!

Sales Role Play

5 Sales Role Play Essentials

Even though sales role-play within sales coaching is not a new concept, the way in which it’s often used in companies can be detrimental to the company and its salespeople. However, if used...

Sales Conversations

8 Deadly Crutch Words and Phrases

Using ineffective and poor crutch words and phrases can damage your sales conversations. In the modern world, where sales is driven by science, our choice of vocabulary can emotionally connect or...

Sales Demos

4 Product Demo Mistakes and How to Fix Them Fast

For many Sales Pros, the demo is the main event. It’s the culmination of your profiling and prospecting efforts and is you, and your product’s, time to shine.

Sales Coaching

A 5 Point Plan For Effective Sales Coaching

One research study after another shows that coaching makes a measurable, and substantial, improvement in the revenue performance of sales teams. Many organisations have acknowledged this, and...

Conversation Intelligence, Sales Coaching

Case Study - The Impact Of Sales Coaching

For the last 10 months, every Friday for 90 minutes I’ve been coached, and, in this post, I’ll share with you the impact it’s had on me with real data.

Sales Coaching

Conventional Sales Coaching Wisdom Challenged

Recent articles from two prominent sales leaders persuasively challenge conventional wisdom on sales coaching. Both articles are well worth your time by themselves, but for handy reference here...

Conversation Intelligence

Five ways conversation intelligence tech will help crush your competition

I’ve often found that as sales people, we spend our lives worrying about the competition. And it’s a fair concern. It's understood now that 57% of a prospect’s purchase decision is complete before...

Sales Coaching

Sales Coaching: The Disconnect Epidemic

If salespeople represent the blood coursing through the veins of a modern business, sales coaches can be thought of as the heartbeat. As we've highlighted many times - without the proper training...

Sales Conversations, Sales Coaching

Why Your Manager Doesn't Review Your Sales Calls

Listening to your team's sales conversations is one of the most impactful uses of your time as a sales manager or leader.

6 Steps To Self Reflection In Sales

Self reflection is the gateway to learning from experience, for both sales professionals, and the people responsible for coaching them. The tricky part is finding the time to invest in self...

Call Centers

Call Center Coaching - The Path To Quality Assurance

Call center coaching is a vital part of Quality Assurance.  It ensures consistent high performance from staff members, keeping them fully equipped to handle calls in the best possible manner to...

Sales Conversations

6 Ways To Improve Your Sales Vocabulary

The science of effective sales conversations lies partly with the language we use to elicit the desired reactions and emotions of the prospects we speak with.

5 Flaws of Dated Sales Coaching - and how to fix them

When I was starting off in the world of sales some ten years or so ago, I would infrequently be accompanied by my manager to sales meetings. The purpose of this ‘in field’ ride-along would be so...

Sales Conversations

Conversation Intelligence - Defeating Sales Tool Overwhelm

Are you familiar with the phrase ‘chuck enough mud at the wall and soon enough some will stick?’ Well that's the ‘clean’ version anyway!

Sales Coaching, Sales Performance

[Video] Webinar Highlights - Competitive Positioning in Your Software Demo

Earlier this week we sat down with Peter Cohan (The Second Derivative) and Brian Geery (SalesNv) to discuss how software vendors can best position themselves in relation to their competitors...

Sales Training, Sales Conversations

What can SaaS sales leaders learn from the world of Retail?

5 months ago, my world changed… I was told, by my wife that I was going to be a father. Gulp!

Sales Conversations, Sales Coaching

The Worst Coaching Conversation We've Ever Seen

Effective sales coaching stems from having effective conversations. Myself and Adam Zais of Kurlan Associates, recently wrote about the impact having great quality pre-call planning and post –call...

Sales Training, Sales Conversations, Sales Performance

6 Sales Leaders Share Their Essential Sales Manager Skills

Being a sales manager is a demanding role, with an ever-changing set of priorities, skills and expectations. We reached out to 6 international sales coaches seeking answers to this question: What...

Sales Coaching

Why your sales team that suck, think they are great

93% of Americans rated their own driving skills as ‘above average’.

Sales Conversations

8 Techniques Sales Pros Can Borrow From The Helping Professions

Although the titles have changed over the years I've always considered myself to be working in the behaviour change business. Whether it was working in sales fresh out of University, a pivot to...

Prospecting, Sales Conversations, Sales Coaching

13 Great Discovery Questions

Sales revenue is won and lost in discovery - the crucial call or part of the process where opportunities are qualified for fit, whilst the compelling reasons to buy are revealed by gaining...

Why side-by-side sales coaching is dead

The exercise of live observing reps (aka ‘riding along’) on sales calls has long been a tried and tested method for managers to become exposed to how their reps sell, in order to coach them to a...