This piece is part of our series on modern sales reps, by sales reps. Harry Houdini. Criss Angel. David Copperfield. David Blaine. Teller. Remember these names. A deck of 52 rests in my clammy, trembling hands. I stand anxiously behind a heavy curtain — only thing separating myself and my future. Feeling vulnerable due to...Read More
Picture this: You watch a sales rep swing and miss with prospects all week. You’re a modern sales leader, so you look at their metrics, take plenty of notes and come up with helpful exercises to help them improve. You sit down for an hour-long one-on-one coaching session where you share the tips and exercises...Read More
In sales, speed matters. Everyone wants to sell faster. The faster you sell, the more deals you can close. Pretty simple, right? Maybe not. The destination is clear. The trick is getting there. As a sales leader, this means you must coach your reps on how to sell with velocity. The importance of speed at...Read More
This piece is part of our series on sales development, by sales development reps. You identify the perfect prospect to go after in an optimal account for your company. You manage to obtain their direct phone number to reach them. You excitedly dial. Disappointment sinks in when you hear the all-too-familiar automated attendant say that...Read More
As a sales leader, you understand the importance of defining a career path for your reps and helping them get there. We’ve already covered how to transition sales development reps to account executives, but now it’s time to help them take the next step. Sales Coaching Tips: The Path to Enterprise Sales Coaching and...Read More
We all want to increase sales performance. And 16 experts have identified one of the keys for getting there: sales coaching. But what does effective sales coaching really entail? We know that sales leaders need to have regular one-on-one sessions with their reps and that coaching should be metrics-driven. To take it a step further,...Read More
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