Learning & Development

The Only Prospecting Sales Strategy You’ll Need This Year

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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Why Most Sales Coaching Fails

Why Most Sales Coaching Fails

All the experts and data say the same thing about sales coaching – it works. Initially, I wanted to start this article off with a series of data-driven statistics to substantiate the case I’m about to make. But if you are in sales, you already know it is true: Sales organizations that effectively coach their…

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How to Overcome Obstacles in Sales and in Life

How to Overcome Obstacles in Sales and in Life

Every rep at one time or another has struggled with obstacles in sales, and when it comes to sales motivation and sales strategy, there’s a lot of white noise out there trying to solve the problem with a series of tips.  But here’s what we want to ask: Is any of it actually helpful?  Recently,…

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Why is every rep struggling with sales prospecting?

Why is every rep struggling with sales prospecting?

Why is every rep struggling with sales prospecting? Here’s why. Most everything we’ve learned about selling sabotages our chances of converting the disinterested.  In sales prospecting, we are taught to make plausible arguments for why our solution benefits the customer.  You’ve heard these maxims a thousand times:  Don’t sell products or services, sell solutions.  Use…

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Sales Coaching & Assessment Part 2: How To Assess Sales Rep Performance & Become a Strategic Coach

Sales Coaching & Assessment Part 2: How To Assess Sales Rep Performance & Become a Strategic Coach

In our last post, Is What You Learned About Sales Coaching and Performance Assessment Wrong?, we asked a tough question: Are you developing the wrong people with your sales training? With this post, we’re going to explore another big mistake in sales coaching and performance assessment: Measuring behaviors instead of results.     Four Sales Coaching…

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