Our Founder and CEO Howard Brown appeared live on Cheddar at the NYSE to discuss how we are using artificial intelligence to analyze hundreds of millions of sales calls and help improve a company’s sales tactics. As human communication continues to play a core role in how people connect, companies are looking for ways to […]
Top performing salespeople that improve faster than the rest in their phone sales skills do things a little bit differently. They find ways to coach themselves to success, and they learn the secrets to quickly identify and eliminate bad habits that turn off prospects. The evolution of call recording products has enabled salespeople to do […]
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 is often at the top of a sales leader’s priority. And for good reason — CSO Insights found that a […]
The start of a new year and a fresh set of goals means the pressure is on. How well your sales team performs against these goals is in your hands. Your confidence for the coming months hinges on last year’s results – if it was a down year, it is time for a change; chances […]
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 […]
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 […]
As a sales manager, you may be glad to put the days of handling rejection behind you. Let’s be frank: selling is a hard job. Getting hung up on, losing a deal, and being told no sucks. This is why having some empathy for your team is critical. “Salespeople are burning out faster than ever […]
It’s the second month of the third quarter. Some sales teams are scrambling at this point, increasingly worried they won’t make annual quotas. Regardless if your team is on pace to hit their targets, or not, it’s a great time to review the first half. How do you stay on track or make adjustments to […]
Of all the challenges sales leaders face, retaining developed reps has to be one of the hardest. The amount of time and money you save by keeping a team of dedicated, high-performing reps is massive — but how exactly do you make sure your A-Players don’t walk? The answer? Consistent, methodical sales coaching. Sales coaching […]
2017 has been an incredible year for the sales world, with industry leaders having a greater influence than ever before. These men and women have stepped up to help salespeople connect and learn from one another, creating new standards for engagement and reach. Though there’s always debate about what constitutes a sales influencer, or what […]
With many sales reps having less than half the work experience they had just a decade ago, an increasing reliance on strong sales coaching tactics has become imperative for rep success. But just because sales coaching has become a common practice doesn’t mean everyone knows how to do it – or even exactly what it […]
  Sales coaching can drastically increase the effectiveness and performance of any organization by individually equipping and empowering reps to own their success. We know how to implement sales coaching strategies within our organizations, but what does it actually do for reps on a personal level? It Reveals Strengths and Weaknesses Sales coaching uses data, […]