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by Eric Morse January 30, 2019

The Importance of Coaching & Mentoring In B2B Sales

Hi Does Your Sales Leadership Team Provide consistent Coaching & Mentoring For Your Sales Team?

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by Eric Morse October 3, 2018

Sales Enablement: Certification, the Missing Element in Sales Training

As we all know and probably experienced in our career, there is a lot of sales training programs out there in the market place. We typically sit in a room for hours or sometimes days listening to an instructor tell you how to close more deals or improve a certain skillset. . 

One of my early experiences was with a company called Lanier. At the time we were selling a new concept for the B2B marketplace. The training was rigorous, why. They demanded that each of us trainees, could do an effective cold call, effective 1st meeting, effective discovery meeting, demo, solution presentation and close. It was "intense" to say the least. But it worked and I was very successful because of that rigor of sales certification that I implemented into my daily work life. 

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by Liz Stone July 2, 2018

How to Train B2C Reps in B2B Sales

Business-to-business selling is a whole different beast than selling direct to consumers. Different needs, personas, sales processes, and statements of value only scrape the surface of the variances between the two.

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by Stephen Abrahms March 8, 2018

How Does Sales Onboarding Time Actually Impact Your ROI?

You hired Rachel two months ago. She still hasn’t closed a deal, but that’s to be expected. It’s a new product, a different sales process, and an unfamiliar client base. As a sales leader, you know Rachel will bring in at least a little business next month and should be on track to meet her goals by the end of the year. A ramp up period is to be expected, and you feel it’s best to let her learn and find her groove. Your patience will cost the company tens of thousands in potential revenue.

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by Liz Stone October 31, 2017

Is Your Sales Team Spooking Potential Customers?

We're all familiar with the dreaded phone call from a unwelcome sales person. The phone rings from a number you haven't seen before. You consider letting it go to voicemail, but curiosity wins. You answer - and immediately regret it.

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by Liz Stone August 25, 2017

Increase Win Rates with Competitor Battlecards

“Keep your friends close, keep your enemies closer” applies to your competition; to beat them, you need to know how they intrinsically function, their strengths and weaknesses, and how to position against them. You can do this first by researching and gathering pertinent information on your current and up-and-coming competition, then using it in your differentiation, messaging, and strategy.

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by Liz Stone July 31, 2017

4 Summer Sales Training "Quick Wins"

What better time to train your team than a slower summer? Whether you manage an inside, outside, or hybrid team, chances are that sales activities have reduced in early Q3. Take this opportunity to do some hands-on training with your sales team.

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by Liz Stone June 26, 2017

11 Ways to Enable Your Sales Team to Succeed

Sales enablement is the process, practices, technologies and tools that improves the productivity and performance of the sales organization and sales team. Examples of sales enablement include playbooks, processes, collateral, CRM system, success metrics, and sales portals.

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by Liz Stone May 8, 2017

Successful Sales Onboarding: 5 Topics to Include in Your New Hire Plan

The first 90 days of a new hire’s time at your company is largely tied to their overall success as an employee and productive salesperson. Successful onboarding leads to reduced turnover, increased ramp-up time, and less stress all around. New hires that are onboarded properly generally have higher success potential then their untrained counterparts.

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by Liz Stone December 8, 2016

Do I Need a Sales Trainer or a Sales Consultant?: Blog 2 of 2

This is a continuation of our blog series differentiating sales training and sales consulting. With so many options out there, and an often fuzzy demarcation between the two, these blogs are aimed to help sales leadership get a better understanding of the pros and cons of each to help them select the service that best fits their needs.

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