modern classroom

Sales Managing vs. Training vs. Coaching: What’s the Difference?

Pinpointing the difference between sales managing, training, and coaching can be difficult. Although they’re often used interchangeably, each one means something different. The main difference is the delivery and desired outcome of the approach. Training focuses on a specific set of skills and isn’t necessarily a 1:1 approach between a manager and employee. Coaching, on…

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sales coaching group

6 Tips to Transform Your Sales Coaching and Increase Revenue

If your business brings in any revenue at all, increasing revenue is always a top priority. And the #1 driver of organizational performance, according to Google’s Project Oxygen study of 10,000 people, is coaching.  Often, however, sales coaching falls by the wayside. Why?   That lack of coaching could be preventing your sales reps from achieving…

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sales rep sitting in front of his computer

Sales Readiness Checklist

Why Do You Need a Sales Readiness Checklist? After the pandemic, the world of sales changed dramatically. All the processes had to be rethought, and the sales rep mentality had to transition. As we have all had to embrace remote and hybrid environments, reviewing this sales readiness checklist will help determine whether your organization is…

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busines man sales representative

9 Must-Have Communication Skills for Sales Representatives in 2022

Communication Skills for Sales Representatives Have Evolved There is no doubt that selling changed forever following the pandemic. And when the channels change, the critical skills for sales representatives also change. Although some skills like adaptability remain over time, others – perhaps overlooked and difficult to measure in the past – have taken center stage…

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elearning from home

How to Accelerate Sales: 5 Sales Coaching Tips

Before Learning How to Accelerate Sales, What Is Sales Acceleration? The business landscape is changing, perhaps faster than ever before. But sales organizations still need to close deals more quickly and increase productivity. At the same time, buyers demand compelling interactions with salespeople who have empathy and can help them solve their main problems. Companies…

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sales team with graphics

Best Sales Acceleration Tools to Drive Insights and Win More Sales

Before the Best Sales Acceleration Tools: What Is Sales Acceleration? The business landscape is undergoing a tremendous transformation, which may be more rapid than any other in history. Even so, sales organizations still need their deals to close fast, while customers expect emotional connection and compelling interactions with salespeople who can solve their main concerns. Organizations…

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Computer with Sales Readiness Tools

Sales Readiness Tools: The Role of AI-Based Training

Sales Readiness Tools for Virtual Sales Interactions Regardless of their industry, sales teams around the world have been forced to transform their sales-readiness programs. In the process, sales managers have found the way they deliver training has become even more pivotal.  The following data from Harvard Business Review (HBR) can be helpful in illustrating current…

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trainings from home

Develop a Modern IT Services Sales Training

IT Services Sales Training: What Are the Effects of the Pandemic? IT services sales training is just one of many B2B areas that have changed due to the pandemic. Digital channels are becoming the norm for communicating with customers and prospects. Consequently, sales leaders have had to make agile decisions to improve the conversation skills…

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woman working remotely

Three Must-Haves for Pharmaceutical Sales Representative Training

Pharmaceutical Sales Representative Training Needs Updating Sales teams throughout the healthcare industry encountered new challenges due to the pandemic, much of which was due to not being able to visit prospects and customers physically. Even the best pharma sales reps found themselves struggling to be as effective in a virtual world as they were in…

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