I’m following up on last week’s post, The Power of Feedback with my promise to show you the BIGGEST mistakes we’ve found when coaching you on Sales Phone Calls. We use call recording as a powerful way to help sellers improve their skills. This process is incredibly effective at assisting sellers to recognize their own challenges...Read More

How excited does your prospect get when they see your email pop into their inbox? Wouldn’t it be great if they had a Pavlovian response and immediately expected to see something cool, interesting, or insightful when they clicked on your message? Sadly, most “clicks” on sales messages – especially cold or following up – are...Read More

So, your field sales team has become an inside sales team AND they’re working at home? How do you make the transition? Inside sales teams right now have a slight advantage in that their tools, strategy, and processes are not likely to be wildly different – except for those that were centrally located and now...Read More

If you’re feeling like the world has turned upside down, or that we’re living inside an episode of The Twilight Zone, you’re not alone. Every day of these past few weeks has brought new, strange, and scary uncertainty with the arrival of the COVID-19 pandemic that is running rampant worldwide. We’re not only facing a...Read More