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“Walk Before You Run” is Sage Approach to Sales Training

Carew International

I’m not saying the complexity of professional sales is on par with that of medical doctors, but the concept of progressive skill development absolutely applies. Who doesn’t want their sales team to be more proficient at specific sales challenges like negotiations, selling to the executive level or social selling?

Sage 40
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You Need To Trust You

The Pipeline

As people ascend from their quarantine, fix up their hair, and realize their sales, or specifically quota retirement, needs attention. Other than a grey-haired sage, I am confident in saying none of the voice on LinkedIn have either. It’s too early to tell the long-term impact on sales and selling. How typical for the tribe.

Sage 361
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Top Sales Tools of 2020 and the Digital Sales Revolution

SBI

Top Sales Tools of 2020 and the Digital Sales Revolution. Today, I’m announcing the solution providers I’ve selected for the final cut of the Top Sales Tools of 2020 list. I include more than 20 solutions that can make a huge impact on sales. December 8, 2020. Let’s take a look back over time.

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Your Numbers Suck

The Pipeline

I can understand why someone getting feedback like this, would line up with the “Sales is not a numbers game” camp. Metrics are wonderful, but not as blunt object with which to try and whip up performance. Not just individually as reps or managers, but collectively as a team, or the whole sales organization.

Sage 313
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Conversational Intelligence

Partners in Excellence

It doesn’t help that some of the “big names” in the field of conversational intelligence give the magic formula for successful sales conversations is to ask 4 questions and swear. This week, following their sage advice, my script on prospecting calls is: “Hi, my name’s Dave, what’s yours?

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What Are You Willing To Learn To Grow?

The Pipeline

In sales, this is further influenced by when you started selling. Digital natives will naturally see things differently than digital immigrants , especially when it comes to sales tools. The 2020 Nostradamus of Sales. Remember all those sages who predicted that the population of professional sellers would decline by 25%.

Sage 218
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How to Avoid Coaching Failure… More Lessons from the Soccer Field

Sales and Marketing Management

This is the equivalent of sales managers telling their salespeople that they “really need to make their quota.” But it’s the most classic of coaching errors and one that takes place every day in every sales force around the world: Asking for the outcome you want, rather than providing the insights that can actually affect the outcome.

Coaching 146