Sales Training

Why Sales Training Programs are Important to a Business

1 year ago

Businesses that leverage sales training programs have a higher percentage of salespeople who meet or exceed their sales quotas. It is important to provide salespeople with sales training because sales…

Case Study #5: Mindset

Sales Training

2 years ago

The Situation The CEO of a medium-size gas-production company sought to grow sales and increase the value of the company. Once his company reached a target revenue, he planned on…

Case Study #4: Best Practices

Sales Training

2 years ago

The Situation A large technology company with worldwide offices saw the size of its average deal fall. Also, its enterprise-wide licenses worth $1,000,000 or more had all gone away. Company…

Case Study #3: Promoting Top Rep to Sales Manager

Sales Training

2 years ago

The Situation: sales business case study #3 In this sales business case study: a medium-sized software company was experiencing eroding market share, tougher competition, and slipping value proposition. The company…

Like Hockey, Winning Sales Teams Need Grit More Than Skill

Sales Training

5 years ago

It Takes Grit To Win at Sales and to Take the Stanley Cup We’ll admit it; in our office, we’re homers when it comes to hockey. We cheered loudly with…

Five Sales Management Trends for 2022

Sales Training

5 years ago

Experts Predict Top Sales Trends to Watch We’ve collected predictions on sales management trends from a few of our favorite sales industry resources. As you fine-tune your plans for 2022,…

Sales culture and business consulting shorten your sales cycle how to attract top talent to your company recruiting job boards how to close a big deal in sales Big Swift Kick sales strategy strategies target Formula

Using the Exec Team to Pursue Large Accounts and RFPs

Sales Training

7 years ago

Should the Sales Executive Team Get Involved in Pursuing Large Deals? Yes, the sales executive team definitely needs to be involved in pursuing large accounts and RFPs. When Sarbanes-Oxley came…

What Should a Sales Manager Do to Increase Sales?

Sales Training

7 years ago

How can the sales manager increase sales? Before I tell you how a sales manager increases sales, let me first define what I mean by a sales manager: No matter their…

Sales Team Training: How to Teach Sales Reps to Close Larger Accounts

Sales Training

7 years ago

It Takes a Team to Close Larger Accounts: Sales Team Training The way to teach your salespersons to close deals for large accounts is really a loaded question. You can’t…

A Low-Grit Sales Culture Dooms the Company

Sales Training

7 years ago

It’s not sexy, but it’s true: hard work matters. Now more than ever. Yes, that stick-to-it-ness, that guy who goes the extra mile for a prospective customer, or the one…