Posts by Noah Zandan

Good sales training is fundamental to any organization’s success, especially in B2B markets where relationships are king and salespeople’s ability to build rapport matters just as much (or even more than) the products and services. However, many companies offer subpar training and onboarding, leading to an under-prepared and unengaged sales team. In fact, nearly half…

Your sales team is underskilled—especially when going up against the competition. At least, that’s what the people training them say. According to a recent report from McKinsey, 55% of surveyed sales leaders said only half of their sales force has the required capabilities.  It will take significant skill development to drive revenue, especially when facing…

Cold calls are almost universally hated—in fact, 63% of salespeople call them the worst part of the job. Of course, sales reps have to do more than cold calling. There are follow-up calls, sales demos, calls for retaining relationships, and (especially for key accounts) calls for customer support. Calls remain one of the most important…

Sales skills take practice. But having new—or even experienced—reps practice sales calls on hard-won qualified leads or referrals can make anyone balk: what if the call goes badly? It’s not just the sale on the line; it’s also your business’s reputation. At the same time, giving reps cold leads to practice on can quickly burn…