Members-only Articles How to manage sales leaders Managing a sales team requires a unique set of skills. Here’s a selection of the best Q&As from our panel session, Building the Next Generation of Sales Leaders....
Members-only Tools and technology How to be a pro at measuring social sales performance ... without relying on LinkedIn’s Social Selling Index (SSI) only...
Members-only Training and coaching Power & influence: The difference between a sales champion and a sales catalyst Champions can advocate your solution, but catalysts have the power and/or the influence to actually move a deal forward Here's how to tell the difference...
Members-only Training and coaching B2B sales: identifying the decision-makers There are various people involved in the buying process in B2B - work out who those people are and develop your sales strategy around them. Find out how...
Members-only Articles Starting from scratch: How to define your sales philosophy and build a coaching culture Dave Nel, Head of Sales Enablement for Investec, explains how to define your sales philosophy and build a coaching culture from scratch using his four foundational steps....
Members-only Training and coaching Email tips for sales representatives It’s time to dust off any old habits you and your sales reps may have, brush up your email etiquette, and turn your sales team into an ensemble of email experts....
Members-only Training and coaching How to motivate salespeople for success Whether you’re a sales enabler, sales manager, or part of the C-suite - it’s your responsibility to make sure your reps are excited about going to work...
Members-only Tools and technology Enabling social selling Sales reps who use social selling generate 45% more sales opportunities and are 51% more likely to hit quota. Here's how to get your strategy right...
Members-only Training and coaching How to get salespeople to care Trenton Bloom, Sales Enablement Manager at Zendesk, explains his five areas of focus that can lead to success in getting your salespeople to care about your trainings....
Members-only Training and coaching From sales reps to thought leaders If your sellers aren't leveraging thought leadership, they could be missing a way to engage more deeply with customers...
Members-only Training and coaching Your team thinks you're an a**hole: How you’re demotivating your team and how to turn things around Unhappy employees corrode every organization’s success and profitability, and it’s bad managers who are most often to blame. Hold a mirror to your leadership style and be honest: are you one of them?...
Members-only Training and coaching Value-based selling: taking the fear factor out of cold calling Like dating, value-based cold calling is less about the cheesy hook-up line, and all about focusing on what the other person cares about...
Members-only Training and coaching How to get a ‘yes’ using the 8 principles of sales psychology What’s a sales rep’s favorite word? Yes. Closing a sale ends with a yes. But to get to that point, you need to get inside your customers’ heads...
Members-only Onboarding Educating the next generation of your sales organization How do you get inexperienced sales reps to do the complex? Answering that question is the holy grail for sales enablement, so here I’ll take you through a case study of when Shopify introduced its Sales Academy....
Members-only Sales enablement strategy Sales readiness vs. sales enablement: separation of church and state (and why it matters) “Growing up” also means that instead of just reacting willy-nilly to all of the separate requests and departments, there needs to be a creation of clear responsibilities. Charters, processes, methods and expectations across departments are a good start....