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The latest insights to help your sales teams improve productivity, generate more revenue and increase competitive win rates.

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Categories: Sales Coaching Tools  |  Sales Leadership

How to Make Role Plays More Effective for Your Sales Team

When role plays are executed the right way, they can be an effective way for sales managers to add value to their sales reps. They provide an avenue for a salesperson to practice an important sales conversation, rather than going into a customer call cold. It also gives managers a way to provide actionable feedback for improvement. Here are five tips for executing an effective role play session with your reps: 

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Categories: Sales Leadership  |  Sales Messaging

Four Key Sales Areas Where Great Organizations Take No Shortcuts

True alignment that drives predictable revenue means NO SHORTCUTS. No shortcuts on defining the problems your organization solves and how you solve them. No shortcuts on the steps you take to align behind your customer’s decision-making process. Very few buyers take shortcuts on the buying side, so great sales organizations can’t afford to take shortcuts on the sales side.

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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.

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Categories: Company Alignment  |  Sales Leadership

What Every Elite Sales Organization Does

Who doesn’t want to lead an elite sales organization? Leading an elite sales organization starts with building the content, processes and tools that drive the quadrants of sales effectiveness – message, sale, plan and talent. Beyond those areas are key tenets that top sales leaders follow. Their adherence to these fundamentals result in higher performance, increased productivity, revenue and market share.

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Categories: Sales Coaching Tools  |  Sales Leadership

How to Make Your Role Plays More Effective

Mike Kunkle is a training and organization effectiveness leader with more than 20 years’ experience conducting projects with one purpose – improving sales results. Follow him at @Mike_Kunkle or connect with him on LinkedIn.

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Categories: Sales Leadership  |  Sales Negotiation  |  Sales Process

Four Ways Sales Leaders Can Improve Their Negotiation and Sales Process Strategy

A great sales process should include a great negotiation strategy - one that helps professional buyers fully understand the value and differentiation of each option.  And one that helps them make the best decisions for their company.  As a sales leader, you need to enable your team to prove the fit and justify the value of your offering in a way that allows you to preserve margin and charge a premium for your product and services.

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Categories: Sales Leadership  |  Sales Messaging  |  Talent Management

The Four Critical Elements that Sales Leaders Align to Drive Revenue Growth

There is a sales motion in every organization that drives sales productivity and ultimately, accelerated revenue growth. When you see companies that are outpacing their competition, it’s because they’ve defined a consistent sales motion and have aligned their functional areas behind it.  

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