The Future of Sales Training: Immersive Experiences with Apple’s Vision Pro

In the realm of sales enablement, training, and learning and development, the advent of cutting-edge technologies like Apple’s Vision Pro heralds a transformative era. This innovative device, a testament to Apple’s commitment to pushing the boundaries of augmented reality (AR) and virtual reality (VR), stands to radically change the way we think about how sales…

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10 Sales Role Play Scenarios to Help Your Team Get (And Stay) Sales Ready

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…

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How to Be Effective With Remote Sales Training

How to Be Effective With Remote Sales Training

While remote work was a quick solution to pandemic-related quarantining and social distancing efforts, it reflected a then-already emerging trend in the workplace toward hybrid and WFH options. Today, it’s become fully normalized, and 85% of managers expect remote work to be here to stay permanently. For many businesses, it’s time to stop debating if…

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businessman-pointing b2b digital screen

Is B2B Sales AI Ready to Take Off?

Artificial intelligence has been transforming businesses for years, but the transformation accelerated in December 2022 when ChatGPT opened the doors to a user-friendly generative AI. Since then, companies have incorporated AI into everything from internal communications to client-facing messages to productivity tools. Properly managed, AI tools have a home in marketing, finance, production, and even…

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sales rep coaching

Beyond the Battle Card: Training Your Reps to Go Up Against a New Competitor

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…

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How Mock Sales Call Exercises Should Fit in Your Sales Training Program

How Mock Sales Call Exercises Should Fit in Your Sales Training Program

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…

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5 Tips for Training Your Sales Team to Practice Sales Calls

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…

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Stop Promoting Your Best Sales Reps to Managers—Here’s Why

Stop Promoting Your Best Sales Reps to Managers—Here’s Why

Top sellers are the backbone of your sales team. Leadership teams want to replicate that talent and disperse those skills among other reps. So it makes logical sense to promote your top sellers, right? Not exactly. There’s a name for this—the “Peter Principle.” We promote based on people’s success in their current role without considering…

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4-Step Action Plan to Improve Sales Leadership Skills

4-Step Action Plan to Improve Sales Leadership Skills

Chief sales officers and other sales leaders across the B2B and B2C industries are struggling to find sales professionals with the skills to achieve organizational revenue goals. In fact, 67% of CSOs in a recent Gartner survey identified acquiring talent as one of their top challenges.  By and large, companies have identified two approaches for…

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8 Ways ChatGPT Can Help to Improve Sales Skills and Knowledge

8 Ways ChatGPT Can Help to Improve Sales Skills and Knowledge

According Salesforce’s 2023 “State of Sales” report, today’s selling environment is particularly challenging: almost 70% of sales professionals say that selling is harder now than it used to be. As the report notes, the sales landscape has become “both more competitive and resource constrained” due to factors such as supply chain disruptions, global inflation, and…

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