Sales Coaching: Debriefing with Your Team

In this blog we are going to walk you through how to debrief with your sales team so that your organization can win more deals & so that you can be more effective with developing your people. 


Sales and Marketing Strategy: Market, Message, Method

This article is designed to address the 3 major components of sales and marketing strategy: who are we selling to? what are we saying to them? what series of actions do we take to close the sale?


The Smart Sales Proposal

Most sales proposals are all wrong. In fact, they are perfectly backwards. They’re all about the seller instead of the buyer. They get too technical too quickly, and above all, they miss the key buying reasons. Stop allowing your sales team to send these proposals and stop accepting low win rates.


Hiring Salespeople - Prospectors

We’ve spent a lot of time recruiting prospecting sales reps lately and are sharing a couple of key observations before you hire this type of salesperson.


The Truth About Sales Recruiting

Throughout the years, we’ve seen many miscommunications between what an organization expects of a sales recruiter and what recruiters can actually deliver. Organizations choose to use executive search companies because they can present them with the top talent within a given industry, geography, or position. While recruiters can often perform top talent searches for your company – there are a few myths about what else a recruiter can do.


B2B Consultative Selling Done the Smart Way

According to the Objective Management Group, 350,000 sales personnel across 200 business sectors only had 48 percent of the skill sets needed for consultative selling. To boost sales, your team needs a sales method that includes the best practices, techniques and skills listed below.


5 Keys to Successful Sales Coaching

Even the most effective salespeople may not be performing to their fullest capabilities, which could impact your ability to convert leads and your sales goals. Sales coaching has the potential to get your sales team to take their performance to the next level.


4 Ways to Navigate the B2B Sales Funnel Faster

Do you have three months to devote to making a single sale? That’s about how long it takes to progress through the typical B2B sales funnel. The average time elapsed from lead to opportunity is 84 days. It takes about another 18 days to convert opportunities to sales. That is 102 days from prospect to payday. So, how can you shorten that sales cycle?


Can Hiring a Sales Consulting Firm Improve My Sales?

Your company has great services or products. In an ideal world, they would sell themselves. But of course, there’s a lot of information competing for consumers’ eyeballs and time. That’s where salespeople come in. They reach prospects via multiple avenues and educate them on how your service or product will make their lives better. At least, that is what should happen.


Why Invest in Sales Management Training?

Why is sales training so hard? In most cases, you’re asking your salesforce to completely change how they sell. For some, that goes against their very DNA. Un-learning sales tactics that don’t work anymore is far more challenging than starting with a blank slate. Even starting out green is no piece of cake.


5 Essential Selling Skills for B2B

According to the Objective Management Group, “74% of all sales people have less than 20% of the skills required to sell competitively in today’s B2B marketplace.” Why don’t more salespeople have the selling skills needed to close more deals? We’d like to propose that it’s because they’re focusing on the wrong selling skills.