How to stay motivated when you just don’t want to cold call any more
Cold calling is the hardest thing a salesperson or SDR is asked to do, and for many, it is expected to take up 70% of their time on the job. The result? 42% of reps […]
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9 creative sales exercises to make your weekly team meetings more interesting
It’s another Monday morning, and you find yourself surrounded by yawning colleagues, open laptops, and Starbucks disposable cups in the conference room while your sales manager drones on with the latest numbers and pipeline update. […]
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The four pillars of sales tool evaluation
According to a study by CSO Insights, sales organizations are using an average of 10 sales tech tools, with a plan to add another four in the next 12 months. Affectionately named the “sales stack,” […]
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What to do when a sales contact ghosts you
Things are going great with your sales contact, you’re making steady progress towards a deal. You’ve had several excellent calls with them. They seem to be fully engaged and enthusiastic about your product. They asked […]
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Stunningly useless sales productivity advice
Some advice just doesn’t work. New parents can relate – they constantly receive unsolicited advice, often based on old wives tales, on parenting from friends, family members, even random people in the grocery store. Smokers […]
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When to automate, and when to apply the human touch in sales
Ever since the introduction of automation to sales, the great debate has been ongoing: What activities, interactions, and conversations should be automated so prospect can interact on their own, and what should be done with […]
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The perception of multitasking makes you more productive, according to research
I recently read some psychology research that transformed what I thought I knew about multitasking. The article, published by Wharton researchers in the December 2018 issue of the journal Psychological Science is titled “The Illusion […]
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The 7 best sales role-play exercises
If you’ve spent any time in sales at all, you likely know that there is a right way and a wrong way to run a sales role-play exercise. Role-plays and are an incredibly powerful sales […]
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Sell me this pen: 7 Outdated sales techniques that are losing effectiveness
Sales is an ever-changing profession. Before the internet became mainstream, customers relied on companies and their sales reps to provide product information. Today, 74% of business buyers conduct more than half of their research online […]
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How to minimize distractions for maximum sales productivity
Today’s sales reps are surrounded by distractions and faced with ever-increasing goals. There is something to do from the second you sit down at your desk until you leave the office, but there is also […]
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Why most sales New Year resolutions fail
Do you have any New Year resolutions for sales performance improvement? With the hope of change and improvement at the start of a new calendar year, resolutions can be difficult to resist. That’s why so […]
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What are the differences between live and recorded sales call coaching?
Like many things in life, the answer is “it depends.” Live or recorded sales calls are both a critical component of sales coaching. With inside sales teams becoming more prevalent, it’s no wonder that coaching […]
