One Question that will Improve Your Sales Calls–Backed by Data
Salesperson: “Most companies are experiencing XYZ business problem. Is this something you and your team are seeing?” Buyer: “Kind of.” Salesperson: “What are you doing...
Want Outstanding Outbound Leads? Start A/B Testing Right Now
Steve originally shared this story on Funnel Clarity on 9/14/15. This post was updated and modified for republishing on 3/19/18. The team here at ExecVision loves testing...
9 Ways to Leverage Conversation Intelligence for Customer Success
Customer Success teams are the front line for customer interactions. They tackle hundreds, if not thousands, of unique client requests every day. From implementation challenges...
How to Leverage Conversation Intelligence & The Habit Loop For Effective Sales Coaching
Effective Sales Coaching Conversations My friend Ed Porter posted the below sales coaching conversation on LinkedIn. He graciously allowed me to reprint it here to showcase how...
101 Conversation Intelligence Platform Use Cases
There are 101 ways that customers can use a conversation intelligence platform. We observed and we listened, then documented here for your benefit. How else...
Steve Richard’s Top 10 Sales Management Books
Several Sales VPs who read my top 10 sales books asked me about sales management books. In the interest of efficiency, I decided to broadcast the list...
The Best Sales Commission Structure
A tempting sales commission plan can attract top talent and motivate reps to perform at their best. Even more so, a good compensation model is...
Field Of Dreams: Coaching Sales Reps
If you build it, they will coach Written by Chad T. Dyar, Sales Enablement Expert We can all agree that all coaching, not just coaching...
Effective Sales Coaching Techniques: Why Your “Sales Training” Was a Waste of Time and Money
Written by Andy Farquharson It’s an unfortunate situation. You’ve invested time and resources into coaching sales teams, but your sales reps still aren’t improving. Bummer,...
Why I Love Cold Calling Companies
I was at a sales leader networking event tonight. During happy hour everyone was shocked when I said that I love cold calling companies. Their shock...
Sales Coaching Programs: The Business Case and ROI
Coaching is the thing every sales leader wants their managers doing more of. Yet it is the thing that consistently falls through the cracks? Why? ...
Is Calling or Emailing Better for A Sales Development Plan?
Originally posted by Zach Barney on 10/25/16 Link to original post When I first met Peter Chun (VP Inside Sales at LucidChart) a few years ago, he was just...