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How do you hold your team accountable?

You know, accountability is kind of a dirty word sometimes and it's often associated with micromanaging.

Why sales managers must protect their calendars

Well, for first-time sales managers, this applies to whether you're adjusting to the pandemic. Because now, you might feel like a first-time sales manager. Again, like, a lot of sellers are feeling like first-time sellers, because everything's...

Competitive Differentiation: What you need to know

Trying to keep up with competitive differentiation is becoming far more extremely complex in today's market.

Who doesn’t have excellent customer service? Or an all-in-one solution? Or an AI-enabled widget? 

When Your Confidence Is Shaken...Do This.

One of the things that I love about my work is that I get to work with every level of the sales organization-  from the frontline BDR to the president of the company. And not only sales organizations, but also self-employed and small business owners...

Go 100% Digital...or Develop Better Sellers?

Can you really afford to not be buyer first in your sales process? Not anymore, you can't. Technology must enhance the human experience to further advance your buyer toward deciding whether they will buy your product.

Asking For Pain In Sales Conversations

Okay, super quick coaching tip for y'all. Have you ever wondered why our buyers recoil from us? Perhaps it is because we are so often told in sales that it is our job to dig for, discover, and uncover the pain. Then we become so laser-focused on the...

Sounding More Like a Human Than Your Email Sequences Do

We have to make sure that we're focused on sounding more like a human than our email sequences do. This kind of goes along with the thinking that you have to be able to add more value to the conversation than Google or your website does.

How many emails & phone calls should you be doing in an hour in order to reach your goals?

This is a question that I just got asked on a coaching call from a new business development rep, who was way down on their leaderboard and freaking out because there was a huge gap between where they were and where their top performers were.

How to learn from mistakes quickly

What things can you put in place in order to learn from mistakes quickly?

Check out what Sara Gupta, the VP of Sales at Amperity, has to say about what works for her in this clip from the What Sales Can Learn From series.

Benefits of being transparent with your team

Messing up is never comfortable. But even more uncomfortable than making the mistake itself is owning up to it. Rather than trying to sweep it under the rug, being open and transparent with your team can actually improve morale and trust. 

Learn...