In sales, the discovery phase involves smart questions and active listening skills. Any sales training will mention both. However, it is possible to ask questions and use sales listening skills without real empathy. Consider the […]
There are many professions that review footage of themselves during practice or after competitions. Professional athletes review game footage, musicians listen to recordings of themselves, actors re-watch their reels, pilots check their simulations… the list […]
It’s easy to rely on “show and tell” when communicating with prospects, especially when reps are following a tried and tested sales process. When it comes to SaaS products for instance, a demo could involve […]
Still only coaching your team to their pipeline? If so, you’re missing out on the benefits of consistent sales coaching. It’s not unusual for lead and opportunity coaching to be confused with a complete coaching […]
Conversation analytics is the detailed examination and evaluation of live or recorded phone conversations between two or more people. It uses technology to capture the conversation and generate reports on the structure, words used, emotions, […]
Sales coaching is an incredibly effective way to increase the performance of your sales team. It boosts sales effectiveness by improving your reps’ sales abilities on an individual basis. Implementing sales coaching can seem daunting, […]
If you’re like most inside sales leaders, you are always on the lookout for quicker ways to ramp your newly hired sales reps. Every industry and space is seeing increased competition, which means it’s vital […]
In the United States, the average employer spends 52 days and $4,000 to hire a single employee. Additionally, the average ramp time is 90 days. Now add the cost of time spent by executives, managers, […]
Call recordings are a powerful coaching tool — it’s the game film of sales teams. Reviewing your reps’ call recordings can help to improve their pitch, presentation skills, and so much more. In part 1 […]
Coaching is critical to the productivity of sales reps. According to SEB, no other sales investment improves rep performance like coaching can. When it comes to sales coaching, call recordings are a cornerstone. Recordings provide […]
Why aren’t your SDRs hitting quota? Your Sales Development Reps (SDRs) have a quota to hit every month. Their success in doing so impacts the company’s bottom line and sales compensation across the board (yours, […]
Your weeks are jam packed and you’re challenged to squeeze in the amount of individual coaching that you know you should. The ever growing size of the typical sales team certainly doesn’t help. The Bridge […]
