Staying organized and up to date with sales reporting and CRM software can be a chore for many B2B sales reps. Sales leaders appreciate the value of this kind of data, but it can be difficult to help sales reps see the value of spending their valuable time inputting this information.  With the explosion of…

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Simply put, you are coaching the wrong sales reps. Maybe this sounds a little assumptive, but I’m basing this bold statement on 25 years of sales training and consulting experience. Without fail, when asking managers who they coach, the answer is always the same: everyone. And that, my friend, is a mistake. It is not…

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  Do you sing in the shower? I already know the answer. I do. We all do. It sounds so good. There’s some type of acoustical magic when your voice bounces off the tile and travels through the steam and mist.   You don’t even have to know all the words – just mumble –…

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Is Your Sales Training Strategy Trying Too Hard? Here’s Why It Doesn’t Need ‘Everything But the Kitchen Sink’

Previously, we discussed Why Sales Training Programs Aren’t Exclusively A Front-Line Responsibility and the importance of involving top-level leadership in your sales training strategy. In this blog post, we’re highlighting another leading problem with sales training programs: cramming everything into one program and applying the training to every possible service.  Pitfall #5: Throwing everything but…

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The Only Prospecting Sales Strategy You’ll Need This Year

Warning: This article might just help sales leaders and sales reps work together to figure out the value that your company can bring to your customers. Proceed this prospecting sales strategy blog with caution! Working as a marketing executive for the last ten years, I have literally seen thousands of attempts from sales reps to…

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