Yearly Archives: 2022
Tom Brady: The Best Sales Rep That Never Was
You don’t need to be a football fan to know that Tom Brady is the greatest quarterback of all time. His accomplishments on the field are unequaled in the history of football. Between his 7 Super Bowl wins and 5 Super Bowl MVPs and his 243 regular season wins, his record as quarterback is the […]
A Guide to Sales Training Design and Development
Are you a sales trainer or sales coach looking to enhance your skills? Being a sales trainer is one of the most critical jobs at any growing organization. Yes, your first responsibility is to increase the skill of the sales reps on the team. But just as important, your training also impacts your customers, the […]
How Much Selling Do You Really Do?
There’s a statistic floating around the internet that says the average inside sales rep only spends 33% of their time actively selling. That equates to just 13.2 hours per week. I’m not sure if I agree with that figure but time management is an undervalued skill among sales reps. In this article we will outline […]
Selling Strategy: Focus on People or Products?
On the surface, it’s easy to see products as the center of your sales strategy. After all, products and services are the things you sell. It’s natural to build a strategy around them. You want to highlight their best features, compare to the competition, and price to make a profit. However, as easy as this […]
Infographic: How to Make Better B2B Sales Calls
There’s a science to everything, including using that same tried-and-true sales tool—the telephone. Reinvent the dial with these simple tips for increasing the effectiveness of your calls, upping your response rates, and filling your pipeline.
What Type of Sales Training is Right For Your Team?
Congratulations to your company for surviving the pandemic. Things sure looked bleak for a while. You might have needed to lay off staff, but you made it through the downturn. Now the economy is growing again and you are looking to hire more sales talent for your team. That’s the good news. The bad news […]
Do Your Customers Feel Appreciated?
Today, most calendars list appreciation days for everyone and everything. Cat appreciation (August 7). Dog appreciation (August 26). Llamas (December 9). Teachers, nurses, customers (May 3, May 6, April 18). That’s right. We should appreciate customers on April 18, but do we take them for granted the rest of the year? Sellers should appreciate customers […]
Infographic: How to Strengthen the Impact of Your Sales Presentation
When delivering a sales presentation to your customer, her needs and your solutions must be at the core of your presentation. However, there are a few tactics you can leverage in order to strengthen the impact of your delivery and take your presentation to the next level. These include social proof, addressing alternative options, and acknowledging […]
Why Creating a Great Product is Only Half the Battle
When Og, chief cutter of square, stone wheels, accidentally chiseled a round wheel, he had no idea what he’d done. Only later, fitting the round wheels to his cart, did he realize the benefit. However, it still took the painstaking efforts of Ug, Grr, and Arg to bring his invention to market. And so, it […]
