Sales Academy

In this episode Liston and I dig into the topic of building better sales habits using the science of habit formation.

In this episode Roger proposes a new model for coaching called Self-Directed Performance Coaching.

With virtually all sales teams working remotely, sellers are facing unprecedented competition for their buyers’ attention. With in-person meetings largely off the table, sellers need ways to truly stand out in order to win their prospects’ attention and trust.

Mark McInnes is author of the book Tactical Pipeline Growth: Winning the Outbound Battle for New Business. I enjoyed Mark’s book, and this conversation with him, because he’s a bit of a contrarian on the myths and bad practices that have built up around prospecting. For openers we talk about why Mark believes that it’s […]

Talking video messaging with Tyler Lessard.

According to Gartner, nearly 51% of sales organizations have already deployed or plan to deploy guided selling software in the next five years.

2021 is almost here and sales teams need to solve a variety of new challenges in order to drive revenue growth.

In this episode we start with what it means for a seller to be sales ready.

In this episode Kevin and I talk about the importance of hiring coachable sellers.

In this episode, Mike and I talk about how to coach sellers to master creating trust and emotional connection in conversations with their buyers.

In this episode we talk about Nichole’s rapid career progression at Shopify and we dig into how Nichole coaches her own team members.

In this episode we get into why the lack of alignment between sellers and buyers is one of the biggest impediments to improving sales performance today.