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All good communication is a two-way street, but the lanes are never evenly split. In fact, successful reps should generally follow the 80-20 rule: spend 20% of your time talking, and 80% of your time listening. This may run contrary to common wisdom. After all, isn’t it the rep’s job to…well…sell? And doesn’t that require…
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How to Develop Active Listening in Your Sales Team
All good communication is a two-way street, but the lanes are never evenly split. In fact, successful reps should generally follow the 80-20 rule: spend...
Call Intelligence: A Crucial Component for Sales Managers
As a sales manager, it’s tough to maintain consistent performance among your entire team. When you’re split in a million different directions, making time to...
5 Sales Performance Improvement Plan (PIP) Tips that Don’t Include Firing a Rep
In most sales organizations, performance improvement plans (PIPs) are a kiss of death—just one step away from termination. But a PIP doesn’t have to be...
The Top 24 Sales Performance Metrics You Should Be Tracking
Measuring sales team KPIs can be an overwhelming process. You’re not just tracking revenues and quotas, but team productivity, selling motions, activities, conversation quality, and...
How to Leverage the BANT+R Sales Qualification Method
Time is a salesperson's greatest ally. While it’s important to be persistent in following up & responding to objections, you don’t want to waste time...
8 Best Books About Sales Management to Keep Your Skills Sharp
If you aren’t constantly sharpening your skills, eventually you’ll end up dull. And a dull knife is of no use to anyone. The thing is,...
Stats vs. Stories: How Your Reps Can Use Storytelling in Sales
Do prospects prefer to hear stats or stories from their sales reps? Trick question! They like to hear both. But throwing a bunch of stats...
11 Types of Sales Commission Plans & How They Impact Rep Performance
The vast majority of sales reps are extrinsically motivated. Which is just a fancy way of saying: they looooooove money. So your sales commission plan...
5 Tips on Building a Successful B2B Sales Process in 2022
The start of a new year is always a time for reflection and improvement. As you review your sales data from the past 12 months,...