Coaching sales reps is one of your most important jobs as a sales leader. But how can you measure the effectiveness of your coaching sessions? By developing your own training certifications, of course. Think of a certification like a skill quiz — reps earn certifications by studying for and being tested on specific selling skills,...Read More
Going more than a week without coaching a sales rep is a problem. That’s according to ConnectAndSell CEO Chris Beall. He recently joined ExecVision.io Founder Steve Richard and AA-ISP CEO Larry Reeves for a webinar about sales coaching — specifically, using call dispositions to identify points of resistance for reps and coach around them. Here...Read More
When the time comes to roll out an updated or improved sales pitch, it’s imperative to not stumble through this process. Your sales organization needs to be unified on communicating the value of your product or service. In order to get your team unified, you first need to establish buy-in. Take these five vital steps...Read More
Any message from a sales rep that includes “touching base,” “circling back” or “checking in” is what Jill Konrath calls the kiss of death. “That is an email or voicemail that gets deleted in two seconds,” she said. “People don’t want someone who’s touching base. They want a deal with somebody who continually brings them...Read More
This is the second of a two-part series on using personalized videos in the sales process. Click here to read part one. Since we know using customized video is an effective route to better prospecting, let’s walk through the process of creating them. To start, you’ll need some equipment. Here are the basics: Screen recording...Read More
The health benefits of laughter are documented and numerous. And since new research from the American Heart Association tells us that 68 percent of sales employees have poor eating habits and 69 percent do not have ideal cholesterol levels, you and your sales team can use as many healthy benefits as you can get. So...Read More
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