Steve Richard’s Top 10 Sales Books
SPIN Selling – This is a classic just like Catcher in the Rye. You need to know it. The Joshua Principle – A coming of age story...
5 Tips to Master Active Listening on Sales Calls
Let’s face it. People like to talk. In fact, neuroscience tells us that most people spend 60% of their conversations talking about themselves. We’re wired to do...
Bridging the Sales Empathy Gap
By Kevin Ascher | Founder of AcousticSelling Ask any executive, consultant, or recruiter what it takes to be successful in sales, you’ll likely receive an answer...
Call Recordings & Coaching Improve Your Reps’ Success
By Randy Riemersma | Founder of Span the Chasm No call coaching = less sales success. I could feel his embarrassment as he sat down...
Outbound Prospecting & Cold Calling Metrics: Benchmarks for Outsourced Sales Development
Sales VPs always ask me, “What are the cold calling metrics you track at your outsourced appointment setting firm, Vorsight? What are your SDRs expected to...
11 Guiding Principles for Business and Life
In my 11 years as an owner of a business, I have learned the following 11 things: Don't let perfect be the enemy of good.Keep...
Filler Words – Do They Matter in Sales?
I’m, like kinda obsessed with, um, filler words. As the owner of a business who employs more than 35 millennial sales reps, how can I...
Remove the Excuses from Call Coaching
Do your sales managers coach? Every sales executive falls into one of these categories when I ask this question: Yes, I see them.Yes, they say...
Demystifying Call Recording Laws By State
State by state call recording laws are often misunderstood. And it’s no wonder why. Federal call recording laws outline different regulations based on the type...
Sales Enablement Video Role Play Software – and How ExecVision is Different
One of the biggest challenges in sales enablement (aka sales effectiveness, sales productivity, sales excellence) is ensuring that every sales rep knows what to say...
How to Run Better Sales Discovery Calls
Written by David Khim｜HubSpot Reps often go into calls without a plan. They wing it. You can hear it when you listen to recorded calls. Even...
Data Proving the Effectiveness of a Call Review & Scoring Program
Written by Jason Smith｜IO Education Every day your Sales Development Team is making proactive outbound sales calls. Or at least they should be. Here are 2...