How to Leverage the Sales Impulse Curve for a Better Win Rate
According to a recent HubSpot survey, 71 percent of sales leaders say that their top priority is to close more deals. To which every sales...
Best Practices for Engaging Uninterested Prospects
Every sales rep has called a prospect who told them, in no uncertain terms, to “go to hell.” (Okay, maybe they don’t say it quite...
Getting Past Gatekeepers: 3 Outbound Call Strategies
When prospecting new accounts, every sales rep wants to get on the line with the decision maker right from the beginning. But oftentimes, that just...
Account-Based Prospecting: How to Find New Contacts within Existing Accounts
Ever heard of the “bus-lotto syndrome”? We ask our sales reps on the regular: What happens if your point of contact gets hit by a...
MOMENTUM 2020: Keenan on Sales Coaching & Driving Results
Skiing analogies. Mind-blowing sales tips. And, most importantly, no B.S. That's right: Keenan was in the (virtual) house at our inaugural MOMENTUM sales conference. Keenan,...
The Science of Sales Performance Improvement
We work with sales professionals in companies of all sizes. Across the board, there’s one refrain that we keep hearing: “We want to coach, and...
MOMENTUM 2020: Cracking the Code on Creating Sales Coaching Buy-In with Reps
When it comes to improving your sales force, starting a coaching program is only half the battle. The other (arguably more important) half is creating...
Sales Coaching vs. Training: Why They’re Different, and Why it Matters
Although many managers use the terms coaching and training interchangeably, they’re very different practices. Knowing which one to implement is key to overcoming a sales...
One Size Doesn’t Fit All: 4 Questions to Identify Reputable Sales Best Practices
600 million. That’s how many blogs are on the internet today. And that number is only going up. If you’re obsessed with developing selling skills,...
5 Simple Tips for Building a Kick-Ass Sales Coaching Program
Let's play armchair therapist for a moment. When you hear the phrase “building a sales coaching program”, how does that make you feel? Excited? Terrified?...
Improving Sales Performance: How to Increase Revenue Per Rep
Increasing sales productivity and performance is a top challenge for any sales leader. According to a survey conducted by The Bridge Group, it outweighs recruiting,...
How to Identify the Minor Sales Behavior Changes That Drive Major Results
Our job as sales leaders is to remain objective when it comes to sales performance. We use metrics—activity, quality, and results—to measure success. And when...