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Rachel Clapp Miller

Blog Feature

Categories: Sales Coaching Tools  |  Sales Transformation

How to Ensure Your Sales Teams Get the Most out of a Sales Training Initiative

Anyone who has led a sales team knows that training doesn't instantly right the course in your sales organization. However, a focus on improving and executing on sales fundamentals can help even the most experienced account teams. The challenge is that training initiatives are often hefty investments, especially if you are leading a large sales team. If there's one thing you need to do, it's to ensure that your sales enablement initiatives are bringing the intended results. Achieving those goals begins with creating the right training initiative.

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Blog Feature

Categories: Sales coaching

Strategies to Increase Sales: Reigniting a Veteran Sales Team

During any sales training program, a leader is faced with varying levels of enthusiasm. You likely have new sales reps who are still trying to establish themselves at the organization. This group is often extremely keen to learn and grow their own professional development forward. The challenge often lies in getting buy-in from your veteran salespeople. They’ve probably seen more sales training initiatives fail than succeed during their careers. They’ve been there, done that. They don’t have time to waste with flavor-of-the-month initiatives. Even with the likely skepticism that’s in place, good training can help reignite and refocus an experienced sales team. Done right a sales initiative can be the lynch-pin that reinvigorates a veteran sales team, giving them the tools, processes and content to go from experienced to elite.

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Digging Deep Creating the Right Questions Flow for Effective Discovery

Enable your sales team to uncover business pain.

Use our Discovery Guide to teach them to ask the right questions at the right time and subscribe to our blog.

Blog Feature

Categories: Sales Transformation

How Do You Know You Need to Hire a Sales Consulting Firm?

Bringing in the right sales consulting firm can be a game changer for your sales organization. Things like shorter sales cycles, predictable revenue and improved sales productivity can take an organization from one that struggles every quarter to one that facilitates a path to repeatable revenue growth.   

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Categories: Sales Transformation

How to Make a Lasting Impact During Your Sales Initiative

The decision to partner with a sales training company or a sales effectiveness consulting firm can have major implications for a company, including the impact of the leadership. Get it right, and the rewards can be enormous, resulting in the kind of sales success that not only changes companies, but changes careers. We're often asked how to ensure success with a sales initiative. While there is no one magic bullet, a variety of factors can help set you up for lasting results. Below are six of the most important tips to make a lasting impact with your initiative:

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Blog Feature

Categories: B2B Buyer  |  Sales Conversation  |  Sales Process

Creating and Capturing Value in B2B Sales

The key to creating and capturing value in B2B sales organizations often lies in the alignment between sales and delivery or customer success. As an organization, you need an efficient mechanism that enables your teams to speak the same language ensuring that what is promised in the sales process can actually be delivered on after the initial deal is signed. This connection can be a differentiator for a selling organization. It can also help with some of the underlying reasons that cause  buyers to choose your solution over others. 

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Blog Feature

Categories: Company Alignment  |  Sales Productivity

Sales Productivity: How to Get Your Organization Aligned

Companies often function in silos, with sales, marketing and operations working separately instead of together toward common goals. As each department fights for budget and credit, inefficiencies become rampant. The longer they remain, the harder they are to correct. However, the power that comes from everyone moving in the same direction cannot be underestimated. Indeed, it takes work. But, the benefits that come from that effort are exponential. The question is, how do you get there? We're using this blog to break down how some of our most successful customers achieved alignment. Below are some of the best practices.

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