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4 05, 2017

How to Use Sales Gamification to Boost Sales Performance

By |2017-05-04T15:40:30+00:00May 4, 2017|Sales Coaching, Sales Consulting, Sales Management, Sales Tips, Sales Training|0 Comments

We recently held a webinar on how to use sales gamification to improve sales performance and you can watch a recording of it and get the slides here. What is Sales Gamification? To start to understand what exactly gamification in the area of sales is and how to best do it, let’s start by looking [...]

30 08, 2016

Tips for Sales Reps – #7: Prepare for Sales Objections

By |2016-08-30T01:38:15+00:00August 30, 2016|Cold Call Script, Cold Calling, Inside Sales, Sales Methodology, Sales Objection Handling, Sales Prospecting, Sales Scripts, Sales Tips, Telemarketing, Telesales|0 Comments

Number 7 on our list of 10 tips for sales reps is to prepare for sales objections. In my career working as an inside and outside salesperson, I worked for 6 different companies and many different sales managers and during that time, there was only one manager that talked to me about the objections I [...]

3 03, 2016

How to Improve Your Mindset During Phone Prospecting

By |2016-03-03T15:34:16+00:00March 3, 2016|Cold Call Script, Cold Calling, Inside Sales, Sales Coaching, Sales Tips|0 Comments

Having the right mindset during phone prospecting can sometimes be the difference that takes you to the next level. In this video and below are some tips to help you to improve your mindset. Increase Your Value Awareness You can get a lot of negative feedback from prospects when phone prospecting in the form of [...]

13 02, 2016

Improve Your Sales Training by Providing a Sales Playbook

By |2016-02-13T16:11:13+00:00February 13, 2016|Cold Calling, Sales Methodology, Sales Tips, Sales Training|0 Comments

One of the best ways to improve the performance and sales of your salespeople is to provide a sales playbook. A playbook is a set of instructions and sales tools that can be provided to a sales team with the goal of providing clarity and direction on what to do when trying to generate sales. [...]

7 02, 2016

How to Be the Tom Brady of Sales Pros (Part II)

By |2022-11-04T18:38:37+00:00February 7, 2016|Sales Coaching, Sales Tips|0 Comments

  Game Planning You can’t look at Brady’s success and exclude the fact that it is a team sport and there are a lot of other moving parts and players. New England has been known for good game planning and the way that Tom Brady incorporates that into his plan for success and how to [...]

6 02, 2016

How to Be the Tom Brady of Sales Pros

By |2022-11-04T18:43:58+00:00February 6, 2016|Sales Coaching, Sales Tips|0 Comments

Whether you are a fan of Tom Brady or not, you have to have respect for his consistent results. In the past 15 years, his team has only missed the playoffs two times. Of those playoff runs, his team went to the Super Bowl six times winning four of the six appearances. And in all of the [...]

3 02, 2016

Assumptions to Make About the Prospect When B2B Cold Calling

By |2016-02-03T14:30:06+00:00February 3, 2016|Cold Call Script, Cold Calling, Inside Sales, Sales Coaching, Sales Tips|0 Comments

B2B cold calling can be tough. Not only is it tough to just get sales prospects on the phone, but when you do, the prospect may end up being a little difficult or not completely friendly. The first step for you to take with improving your ability to deal with difficult or unfriendly prospects is [...]

31 01, 2016

How to Provide Sales Coaching When You Are Also the Sales Manager

By |2016-01-31T21:49:23+00:00January 31, 2016|Sales Coaching, Sales Management|0 Comments

It can be tricky to provide sales coaching when you also play the role of sales manager. For real high-quality coaching, you will want a real open line of communication between the coach and the person being coached. This will allow the salesperson to be very open with sharing what is going on. A salesperson [...]

27 11, 2015

What is Missing from the AIDA Sales Process Outlined in Glengary Glen Ross

By |2015-11-27T23:31:44+00:00November 27, 2015|Building Interest, Communicating Value, Sales Coaching, Sales Methodology, Sales Process, Sales Prospecting, Sales Training|0 Comments

In the cult classic sales movie title Glengary Glen Ross, there is this scene where Alec Baldwin’s character outlines a sales process that uses the acronym A-I-D-A. While the movie is quite entertaining, this scene reminds me of many things that I feel are missing from sales processes and techniques that are taught to salespeople. [...]

17 01, 2014

How to Sell Like a Pro

By |2022-11-22T20:15:28+00:00January 17, 2014|Cold Calling, Sales Coaching, Sales Consulting, Sales Prospecting, Sales Tips, Sales Training|0 Comments

Looking to sell like a pro? Begin by stopping to think about a professional football player or professional athlete. How does he (or she) prepare? Does he jump right into the game without taking any steps to prepare ahead of time? Of course not. There are actually two things that he will invest time and [...]

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