Sales Academy

Learn about the strategies, tactics and technologies used by the world’s top sales teams.

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Podcast

Why You Should Flip the Sales Script w/ Oren Klaff [Episode 731]
Oren Klaff, Managing Director of Intersection Capital and bestselling author of “Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal” and “Flip the Script: Getting People to Think Your Idea is Their Idea,” joins me on this episode.

Podcast

What Are Your Sales Strengths? w/ Chris Spurvey [Episode 730]
Chris Spurvey, Business Growth Facilitator and CEO at Chris Spurvey Sales Consulting Inc., joins me on this episode.

Podcast

SEO, Lead Generation and Sales Education w/ Gaetano DiNardi [Episode 729]
Gaetano DiNardi, Director of Demand Generation at Nextiva, joins me on this episode.

Podcast

Why Coaching is Critical w/ Bill Eckstrom & Sarah Wirth [Episode 728]
Bill Eckstrom, Founder and President of EcSell Institute and Sarah Wirth, VP of Client Services, who are the co-authors of The Coaching Effect: What Great Leaders Do to Increase Sales, Enhance Performance, and Sustain Growth, join me on this episode.

Podcast

Have We Automated Sales Too Much? w/ Shawn Finder [Episode 727]
Shawn Finder, CEO at Autoklose, joins me again on this episode.

Podcast

Winning with Real-Time Proposals w/ Bill Wilson [Episode 726]
Bill Wilson, Co-Founder & CEO at Sales Right Co., joins me on this episode.

Podcast

Knuckle Dragging Sales w/ John Crowley [Episode 725]
John Crowley, the best-selling author of Knuckle Dragging Sales: A Primitive Process To Make More Money, joins me on this episode.

Podcast

How Sales Should Work With Procurement w/ Jens Hentschel [Episode 724]
Jens Hentschel, Founder and Managing Director of the Fivis Partnership, joins me on this episode.

eBook

Ramp To Revenue: The Sales Onboarding Success Plan
Research shows that the average tenure of a new sales development rep is 14 months, yet it takes 3 months to ramp them to full quota. This serious business challenge can be avoided with smarter training and processes designed to help new salespeople become more comfortable in their roles sooner, with tighter pitches, question strategies, and objection handling mastered within the first 6 weeks.

eBook

Every Word Counts: Words To Avoid in Sales Voicemails
In order to capitalize on every single dial, reps should leave a message whenever a call isn’t answered. But they can’t just leave any message. Every word they leave has an impact on whether or not they receive a call back, which means there are some things that just shouldn’t be said.

eBook

Prospecting Failures: Why You’re Not Building Pipeline
Prospecting and cold calling as business practices are always evolving. As a result, many organizations fall behind and make critical mistakes in their processes. These mistakes can manifest in hiring practices, team structure, or strategies, setting one of the primary drivers of business behind.

Podcast

Sales Enablement and Your Buyer w/ Doug Winter [Episode 723]
Doug Winter, Founder and CEO at Seismic, joins me on this episode.