Sales Resources

eBook

Prospecting Emails

Email has become an increasingly important tool for sales prospectors. This trend has been supported by widespread adoption of email automation and analytics tools.
eBook

Art of the Sales Demo

This guide provides critically important, but often overlooked elements of a successful sales demo. For many organizations, the demo has become the center of the sales process - to the exclusion of other, equally important, selling fundamentals.
eBook

Selling to the C-Suite

The C-Suite yields the most power in any organization. However, they're also the hardest to reach, and executives rarely make time for sales people.
eBook

Sales Forecasting Fixed

According to CSO Insights, 93% of companies close less than 25% of forecast. Most sales leaders agree: there is typically equal amounts of guesswork and science involved in the process of predicting near term revenue. But that doesn't have to be the case.
eBook

Getting ROI from the SKO

If anything, the cost of the average SKO is only increasing. According to SBI, companies spend approximately $3,000 per team member for Sales Kickoffs.
eBook

Sales Coaching Blueprint

With the multitude of sales technologies and tools available, sales managers and coaches have an abundance of options when it comes to tracking progress and coaching team members.
eBook

Reinforce Sales Training

In some circles, sales training has earned a dubious reputation as a large investment that rarely brings results. This is a dynamic that's perpetuated by managers and sales leaders who view training as a one-and-done engagement.
eBook

Successful Sales Research

It's common knowledge that today's buyers have more information than ever before. The dynamic has changed; sales people are no longer needed to do buying research.
eBook

Lead Qualification Clarity

Over the years, numerous sales leaders have proposed various questioning models for qualifying prospects. While it's tempting to emphasize a single framework, the reality is that every organization should approach qualification differently.
eBook

Questions That Close Deals

Everyone is familiar with the practice of asking questions. Most of us have been asking questions and listening to the response since we were children.
eBook

Inside Sales vs Field Sales

But despite the shift from field sales to inside sales, the need for skilled sales people isn't going anywhere.
eBook

Overcoming Sales Objections

Any seller who's spent time cold calling will be familiar with this type of question. Today's buyers are more savvy and resistant to interaction with sales people than ever.
eBook

Comprehensive Guide to Cold Calling

Despite the growing narrative in the inside sales world, research demonstrates that the phone is still effective. Sellers have more channels than ever to communicate with prospects, but when it comes to lead generation, there's no substitute for a well-executed call.
Webinar

Define and Exceed the Coaching Quota

The value and impact of sales coaching is widely accepted. Unfortunately, the reality is quite the opposite: very few sales managers are properly equipped or motivated to coach. The truth is that not all managers can coach and not all coaching is equal.

Webinar

Sales Call Camp

Game Film makes athletes better. Analyzing call recordings with experienced sellers can help anyone improve. Join Steve Richard of ExecVision and Tom Snyder of Funnel Clarity.
Webinar

Go To The Growth

The problem is that most sales organizations are looking for growth in the same place. Every sales person loves a prospect who is prepared to make a purchase. But did you know this group of buyers makes up only 3% of the market?
Webinar

Core Sales Skills

Today's sellers have a tech stack of four, five sometimes even six different applications which have driven an enormous increase in overall efficiency.

Webinar

Scientific Selling

In the AA-ISP's 2017 Top Challenges Report, sales reps cited Lead Quantity & Quality as the top obstacle in the way of success. The second-highest challenge cited? Quota Expectations. These challenges are clearly connected: Reps struggle to prospect and therefore are worried about how to meet revenue targets.

Webinar

Selling Innovation: Turning the Curious Into Custoers

Modern tools offer capabilities that organizations and people could only dream of years ago. This poses a unique problem for sellers: How do you sell to a buyer that doesnÍt understand whatÍs possible?
Webinar

Unlocking Sales KPIs

The influx of technology into the sales world has allowed coaching and training to become more precise, focused, and most importantly, more measured.
Webinar

The Science of Listening In Sales

Specifically, have you ever considered what role effective listening plays in world-class selling? You may be shocked to know that there is no more effective means of establishing rapport and no more effective way of being viewed as consultative than the ability to demonstrate attentive listening skills.

Webinar

Get Those Leads Moving

How do you determine which opportunities belong in your sales funnel and which ones should be disqualified? Further, have you ever wondered what specific buyer behavior triggers deals to progress from stage to stage in your funnel?
Webinar

How to Find Your Market

The portion of the market that's actively looking to make a purchase is only 3%, and the majority of the market is not ready to buy any time soon.
Webinar

Art of the Demo Webinar

Have you or your team ever delivered a fantastic sales demo only to have the prospect go quiet afterward? It happens quite a lot these days because the demo has become the center of the sales process - to the exclusion of other, equally important, selling fundamentals.
Webinar

Turn Your Cold Calls Hot

Cold calling gets a bad rap. Sales reps say they don't like making them, managers say their reps don't make enough of them and some "experts" will tell you they don't work. Research reveals, however, that 53% of B2B decision-makers reported that a cold call persuaded them to add a vendor to their shortlist.

Webinar

Accurate Sales Forecasts

Perhaps the worst kept secret in the corporate world is the frustration associated with trying to get an accurate revenue forecast.
Webinar

Key to Sales Prospecting

Much has been written in recent years about how billions of dollars are wasted on sales training that never sticks. Since there are no opportunities to pursue without a first appointment, itÍs especially important to get prospecting training right.

Webinar

Breaking Down Buyer Roles

Too many sales people fail to recognize that an individualÍs job title has very little to do with the perspective they bring to a buying decision. Recognizing and reacting to the differences between these roles has a serious impact on selling success.
Webinar

Modern Prospecting Metrics

In order to achieve revenue goals, organizations today need a productive outbound prospecting strategy. These strategies often ask key questions about the top of the funnel.
White Paper

Scientific Prospecting

Prospecting is a numbers game: Success comes from consistent attempts and variables. To better understand these numbers, we analyzed thousands of introductory appointments and published the results.
White Paper

Sales Training Checklist

Evaluating sales training is a major undertaking. With proper preparation, the process can yield tremendous results.

eBook

4 Steps for More Effective Sales Demos

Think about your last 3 sales demos. How successful were they? There’s a right way – and a wrong way – to answer that question. 

eBook

4 Steps to Reveal Important Buyer Cues

These 4 steps will help you understand how you can pose questions that will reveal important buyer cues, resulting in more impactful conversations for both parties. 

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