According to a report by Forbes Insights, in association with Brainshark, sales coaching and mentoring is cited as the most important role that frontline managers play, according to 74% of leading companies. But are we really surprised? This result wasn’t surprising considering the significant impact sales coaching has on performance. Sales reps with 30 minutes...Read More
In life, when other people talk too much, we notice right away. When we talk too much, it’s everyone else that notices. Let’s be honest, salespeople love to talk to people. Although this isn’t always a bad thing (you’re probably viewed as friendly, relatable, and honest) it can quickly alienate a prospect. The issue is...Read More
We’re less than one week into March Madness. How’s sales productivity in your environment? If you’re having challenges in keeping the team focused on business, or if you want to amp up sales performance in general, build a sales tournament with a March Madness theme. Then you can take some of that energy your team...Read More
When Dan Ceravolo ran a March Madness-themed sales contest during his first year as the director of business development and partnerships at Ringlead, his teams saw a 70 percent increase in scheduled demos from the weeks prior. The sales leader says his secret to sales motivation is in coupling it with a real world-event that...Read More
The Discovery Call is the first call after connecting with a prospect – some say it’s the most important step in the modern sales process. Sales reps provide value by making informed recommendations to their prospects. Reps are only able to do so by stepping into buyers’ shoes, learning about their priorities, and finding solutions,...Read More
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