Sales Acceleration

The effectiveness of a company’s sales force has historically had a major, if not decisive, impact on its ability to grow its revenues, profits, and market share. Although recent years have seen significant changes in the ways buyers approach their purchasing decisions, effective selling remains an indispensable key to marketplace success. In today’s increasingly challenging…

The devil is in the details when it comes to successful sales calls. Simply switching from starting a ring with “Did I catch you at a bad time?” to “How have you been?” can increase a sales rep’s chances of success by 660%.  But having a script of hundreds of tidbit tactics won’t help, and…

When training managers mention role-play sales training, one word comes to mind for most salespeople (and the managers themselves): cringe. It’s awkward and embarrassing for several reasons, not least that most people dislike performing and like getting judged on performance even less. However, this discomfort doesn’t change a core truth about role-playing: it’s one of…

In today’s tumultuous job market, finding and retaining top talent is an ongoing priority for most companies. That’s especially true in sales: average turnover among sales reps is almost triple that of other occupations. Tragically, the seeds of disaffection are often planted at the very beginning of a rep’s tenure in the organization. That’s why…

Experienced salespeople know how vital confidence can be. Confidence in your products, your brand, and your ability to find the right solution to a prospective client’s problems are all crucial parts of building trust with clients. Infamous coach and public speaker Tony Robbins describes this concept as “immediately putting a customer at ease by talking…

Many sales managers devote considerable time and resources to coaching and training. Most are significantly short on time but under enormous pressure to develop sales enablement strategies that deliver results. Although most have an abundance of data at their fingertips, many don’t have access to the type of information they need to evaluate the long-term…

In today’s highly competitive business environment, the companies that reap the greatest marketplace benefits find ways to optimize their sales organization’s performance. Research shows that businesses that do a good job of honing the skills of their sales staff perform 17% better than those that don’t. That’s why many organizations now consider using artificial intelligence…