Sat.Dec 01, 2018

Why Aren’t You Using More Tie Downs & Trial Closes?

Inside Sales Training

I don’t know why tie downs aren’t used more by sales reps selling over the phone. I was listening to an experienced rep the other day just pitch and ad-lib to a good prospect, and at the end of the call, she had no idea about the prospect’s level of interest, nor did she qualify the prospect.

Why You Should be Focusing on EX

Sales Benchmark Index

Joining us on SBI’s Fast Frame of the Week is Curt Redden, the Global Director of Talent Development for UPS Capital. If you’d prefer to listen to the podcast version, click here.

B2C 175

A Conversation With Morgan Ingram: SDR Tips to Implement For Better Time Management


Morgan Ingram, Director of Sales Execution and Evolution, JBarrows Sales Training.

37 Apps All Salespeople Should Use

Selling Energy

If I had to choose one productivity tool that is vital to success, it would be the smartphone. As a frequent traveler, my iPhone allows me to have my calendar, contacts, to-do list, email, and countless other tools at my disposal at all times.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Stop Talking About Your Thing

Smart Calling

Many sales reps create objections by talking about their “thing.” People don’t buy things, they buy results. Here I detail how to define your results, why and when your buyers want them, and how to use them to get more people buying. Listen Now.