The other day, Spotify offered me a list of my top 100 most listened to songs of 2018. My spouse and I share an account, and I have diverse taste, so the playlist was a total mess. Snoop Dogg with Beethoven? Why not! Despite that, a few gems popped out at me from the list […]

As a sales rep, even if you receive the greatest sales coaching ever from the best coach, it could still lead to failure. That’s because there is one quality that coaching plans cannot control: the coachability of the salesperson. It is for this reason that Richard Harris states that sales coaching starts at the hiring […]

It’s that time of year. Everyone is scrambling to make sure their holiday shopping is done, and after scouring for gifts for family and friends, you likely have little energy left to even think about client gifts. Truth is, it is easy to skimp on customer gifts during the holidays. Too many people treat it […]

If you are in sales, chances are you’ve been on a video conference. Video conferencing applications have become a necessity in the business world and are a staple in every company’s technology stack. The prevalence of video is perhaps the most noticeable within sales itself. As the inside sales model firmly establishes itself as the […]

It seems like there are a million blog posts and sales gurus promoting their version of the best sales kickoff meeting. The one theme they are lacking? Suggestions that sales managers should have empathy and care for their sales team. Of course everyone thinks they know what makes a good sales kickoff, because everyone has […]

Sales reps spend an average of 25 hours a month, 15% of their total selling time, leaving voicemails. With pickup rates hovering around 13%, the majority of sales calls go to voicemail, and sales best practices suggest that salespeople should always leave voicemails. Regardless if sales reps are calling leads, prospects or customers, these messages […]

As a sales rep, you sell more than a product, or a band-aid, you sell a positive change – a future state. You sell the idea that your prospect’s problems will disappear and their life will transform and improve as a result of their purchase. The same principle applies whether you are selling a car, […]

The sales slump is a dangerous place to be. It can happen to everyone, from a first-time sales rep all the way to a veteran enterprise salesperson. It is especially worrisome when the team’s top performer falls into a slump. It can affect whether the entire team meets goal, and damage the morale of the […]

One of the oldest principles of sales is the more time you spend selling, the more revenue you will generate. Unfortunately, as a sales rep, you can’t always focus purely on your sales efforts. Today, reps must juggle responsibilities, carry heavier workloads, and manage multiple sales channels including the phone, email, social, and even in-person […]

It’s time to replace your next team meeting with a customer appreciation workshop Customer appreciation is taken seriously at every company, yet is still probably underinvested at every company. If you spot a gap in your team’s customer engagement and appreciation, it is time to do something drastic. The value of increased engagement and customer […]

As Thanksgiving approaches, it’s natural to personally count your blessings. But what about professionally? For example, your sales team — Have you shown them gratitude lately for what they do? Like the proverb, “You can catch more flies with honey than with vinegar”, research by Glassdoor indicates that employee appreciation translates to better retention rates, […]

Sales coaching – everyone says sales managers should do it, and all sales managers think they are doing it. But are you really doing it correctly? If you need to improve your sales coaching game, Start by honestly assessing where you are in your coaching skill set. This doesn’t mean assess how good of a […]