16 Brain Training Books That Will Dramatically Boost Your Thinking

Hubspot Sales

Your muscles need exercise to increase energy, strength, and dexterity -- and so does your brain. Train Your Brain. Tactical Thinking: 50 Brain-Training Puzzles to Change the Way You Think " by Charles Phillips. Work puzzles created to develop and train your intellect.

7 Signs Your Sales Rep Should Be Promoted

Sales Benchmark Index

Training, piloting or even taking on extra responsibility (i.e. Displays Constructive Criticism : They don’t complain. The best provide professional, mature constructive criticism. And you don’t waste any valuable energy ‘talking them up’ with the boss.

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

Sales and Marketing Management

The salesperson may be excited and inspired by the sales manager’s energy and passion. When delivering performance feedback, a little constructive criticism goes a long way. If you’re not seeing something, it’s difficult to provide constructive feedback.

Two Immediate Actions to Actually Get Your Reps to Use a Sales Process

Sales Benchmark Index

Think about this: You just invested a huge amount of time, energy and money in developing and training a buyer centric sales process. Is the training guide on the shelf with cobwebs? Is the virtual training materials being viewed? Have the Sales Managers train the reps.

The Best Way to Sell Is With a Story

Sales and Marketing Management

Nearmap, the company I work for, captures, manages and delivers high-resolution aerial imagery to engineering and construction firms, governments, property and real estate companies, solar installers, telecoms, and others. For example, Momentum Solar has emerged as a national player in the solar energy market. That line of storytelling works well to help close a solar installer, but might be lost on a construction company. Getting them trained and on-script takes time.

The Secret to Building Strong Sales Teams

Sales Hacker

Think about the true value and revenue potential of training salespeople and making them great. But train like crazy. If people fear for their job, fear they are doing things wrong, fear that leadership doesn’t believe in them, energy levels will suffer and they will fail.

8 Ways to Respond to the Objection "I Want to Think It Over"

Hubspot Sales

You have invested a significant amount of time, money, and energy into an opportunity. David Sandler, the founder of Sandler Training, used to say, “You can’t lose what you don’t have.” It's not constructive for them to do this on their own.

9 Steps to Kicking Fear in the Teeth & Making it Your Ally

Keith Rosen

If you stop and think about it for a moment, they are both visions and pictures of a future that we have constructed or visualized in our mind’s eye. Is the fear telling me that there may be additional information, tools, resources, and training I need?

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

The company also made a number of HR enhancements related to employee experience, retention, training, and retention – all selling opportunities. Construction.

Values Are the Key to How to Increase Sales and Business Success

Increase Sales

How many times have I witnessed these scenarios: Employees are sent to training to overcome a challenge. Sales Training Coaching Tip: Read From Values to Action by Harry Kraemer to understand why values based leadership is critical to your organizational or business success. Energy.

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Forms Follow Function

Engage Selling

We definitely knew we wanted this to be a constructive meeting. We definitely knew we wanted this to be a constructive meeting.”. Yokum, a cognitive psychologist by training, provided a top-10 list of how behavioral science relates to form revision. Successful Formula D.C.

Hiring High Performance Sales Teams #1 of 2

Your Sales Management Guru

In my book, Recruiting High Performance Sales Teams , I also provide a New Salesperson On Boarding Training Plan. Do you have the time and energy to help coach this candidate to success? Do you have the time or resources to train entry-level candidates?

A Conversation With Cory Bray: Developing Sales Enablement Methodologies


Energy. Most sales professionals are trained to memorize responses to common objections. The main weakness in a lot of sales methodologies is that they were constructed before the advent of the internet.

How to Run An Ultra-Effective Daily Sales Huddle

Sales Hacker

Reinforce training. I like concluding daily sales huddles with a chant because it ends the meeting on a high-energy note and puts everyone in the right frame of mind to win more business.

Your Sales Tech Is Destroying Your Relationships With Prospects. Here's What You Can Do About it.

Hubspot Sales

Sales reps can hit their goals by increasing volume, but it's not the most efficient or constructive approach. To train your reps, check out Gong -- a tool that uses artificial intelligence to monitor the talk tracks of top performers.

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Tapping Into Your Soft Side with Emotional Intelligence in Sales

Sales Hacker

All these competencies can be learned and developed over time through practice and training. For the most part, brands are — at their core — emotional constructs. This means they can continue prospecting with high energy even when they know it will take time to sign the deal.

Where Should Sales Managers Spend Their Time Coaching?

The Brooks Group

In practice, most sales managers tend to spend the majority of their energy coaching the “very best and very worst” salespeople on their team (the top 20% and bottom 20%). . NOTE: Our sales training tools are designed to make your life easier.

Secrets of Self-Discipline: How to Become Supremely Focused

Hubspot Sales

This quality of self-denial in pursuit of a longer-term goal and, indeed, the willpower to maintain the denial, is excellent training for the boardroom.” Passion is energy. Self-discipline. Let’s be honest.

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A Conversation With Cody Lamens: The Importance of Building a World-Class Sales Culture


We talked to Cody about the importance of company culture, how sales training can impact culture, and why employee feedback is so important. Our reps were beginning to think the content discussed in these monthly meetings was becoming stale and more of a time suck than a constructive exercise.

An Interview With Cody Lamens: The Importance of Building a World-Class Sales Culture


We talked to Cody about the importance of company culture, how sales training can impact culture, and why employee feedback is so important. Our reps were beginning to think the content discussed in these monthly meetings was becoming stale and more of a time suck than a constructive exercise.

Channel Management Strategies: Using CPQ to Improve Customer Experience

Cincom Smart Selling

For companies using a direct selling model, that may mean new marketing messages and additional sales training. Example – Bob buys Atlas Engine parts for his company for use in lawn tractors and small construction vehicles. Bob hates dealing with the distributor because they have no experience in the lawn and construction vehicle business. Their needs are driven by lifespan and energy consumption. Every company wants to grow. Growth is imperative.

23 Ideas for Improving Employee Morale in the Workplace


Invest in Training. How to do it: In the midst of projects and deadlines, I know it might be tough to dedicate time and energy to something outside the “norm.” Provide on-going training because it makes your people better and more confident. I need to brag a little.

3 Principles for Effective Teleprospecting that Drove an 839% Increase in Leads

B2B Lead Blog - Inside Sales

After receiving both informal and formal training, as well as making the choice to dive into the task at hand, my results grew to six leads after only 575 calls. Teleprospecting can be a highly stressful, tedious and monotonous task, but mistakes can be prevented by giving the proper energy to each call and leaving unrelated issues aside. Along with focused energy, starting fresh with every call is essential in teleprospecting.

The 8 Components Of A Best-In-Class Sales Management Process

The Brooks Group

Ongoing Training – This is an area that is often overlooked as being as critical as it really is. The real key to a successful training program is that it must be ongoing. Event training is simply not enough. Sales Coaching – Coaching is far different from training.

Whale Hunting Part I - The Rate of Decay

Tony Hughes

Now I can go find thousands of these charts but what we see here is a similarity of diametric motions in competing energy systems. Don't answer your email, construct an RFP response, work the web leads or build that 55 slide presentation with your NASCAR slide.

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9 Sales Trends to Watch for in 2018


It is important to harness the dynamic and unique energy of millennials into your sales strategy. They are a tech-savvy generation that embraces metrics and data analytics in their workflow, while also preferring to communicate digitally, and they can be easily trained on latest sales technologies. 2017 is finally over. Some assumptions have turned out to be true, and others have simply fallen flat. Most B2B organizations are now working on their new year’s strategy.

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities


The goal for sales during this stage of the sales cycle is to get real buyers with budget and need beyond an initial high-level assessment to commit the time and energy it takes to evaluate a new solution. But this misperception is not inherently a sales personnel or sales training problem.