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...
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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...
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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...
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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. ...
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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...
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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.
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One research study after another shows that coaching makes a measurable, and substantial, improvement in the revenue performance of sales teams. Many organisations have...
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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.
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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...
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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...
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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...
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Listening to your team's sales conversations is one of the most impactful uses of your time as a sales manager or leader.
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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...
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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...
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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.
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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’...
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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!
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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...
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5 months ago, my world changed… I was told, by my wife that I was going to be a father. Gulp!
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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...
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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...
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93% of Americans rated their own driving skills as ‘above average’.
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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...
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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...
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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...
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