Me: “Can I make a suggestion” Suspect: “Sure” Me: “Based on everything you’ve said, in my opinion and do tell me if you disagree, I believe we should agree to end the demo early, we’re not a good...
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impact of technology - It's ability to transform performance and render what once appeared ground breaking and modern outdated and obsolete.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...
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...
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!
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...
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...
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.
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...
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.
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...
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...
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...
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 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...
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.
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...
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...
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...
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...
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...
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...
