Sales Coaching Programs: The Business Case and ROI

Coaching is the thing every sales leader wants their managers doing more of.  Yet it is the thing that consistently falls through the cracks?  Why?  Because building and maintaining a coaching program is hard.  Sales managers themselves say they aren’t very good at coaching. Why do sales managers admit that they underperform on coaching?  Because in order to develop a …

Is calling or emailing better for sales development?

4 months ago I found myself in the same position, having transitioned into a leadership role in Sales Development at Teem. I’m stoked about it because of how much pain we solve with room management in the digital workplace. (Sign up for a trial here, it’s free!) Sales Development is a very new initiative here, with me being the 1st …

What’s Missing in the Sales Tech Stack?

It was one of those moments of clarity. A profound ‘Ah-hah’ that smacks me on the head. This past week, I was at SalesLloft Rainmaker 2017.  What an AMAZING event. What they do to help the modern seller effectively engage the today’s buyer is transformative. If only I had these tools when I was coming up through the ranks many …

101 ExecVision Use Cases

Just like OxiClean, there are 101 ways that customers use ExecVision. We observed and we listened. We documented here for your benefit. How else can you leverage your conversation assets? Comment below.

Steve Richard’s Top 10 Sales Books

SPIN Selling – This is a classic just like Catcher in the Rye.  You need to know it. The Joshua Principle – A coming of age story that teaches the effort of selling. The Challenger Sale – A modern classic that’s referenced more often than any other. Conversations That Win the Complex Sale – Corporate Visions takes us deep inside …

5 Tips to Master Active Listening

Let’s face it. People like to talk. In fact, neuroscience tells us that most people spend 60% of conversations talking about themselves. We’re wired to do so. Recent research shows that when we talk about ourselves, blood flow increases to three major parts of the brain associated with reward. This uptick in neural activity makes us feel good when talking …

Planting Keywords in Call Recordings

This is a simple tip borrowed from video editing that can be applied to dramatically reduce the time for sales reps and managers to efficiently review call recordings. When making movies, Hollywood uses a black and white slate marker to put a visual and audio ‘bookmark’ at the beginning of shooting a new scene. In post-production editors can look for …

The 1-word change that quadrupled our conversion rate

Our CMO used Optimizely to A/B test our primary call to action on the ExecVision website.  Variation 1: Get a Demo   Variation 2: See It Live The results speak for themselves.  If you are a software company, tell your marketing team to change the call to action on your website to “See It Now” immediately.  Thank you to our …

One Sales Acceleration Metric You Need to Monitor

Rather than doing a cliffhanger I’ll tell you straight away it’s Batting Average.  Huh?  Read on… I was talking with my good friend Chad Burmeister about the ‘outbound on demand’ model he pioneered at ConnectAndSell.  It’s built on the concept of using ConnectAndSell (CAS) to have multiple agents dial the phone on behalf of the sales rep.  When an agent …

Sales Coaching Methodology and Platform

1 on 1 coaching is the most powerful sales rep development process available to sales leaders. Period. Sales leaders blow it consistently. Tragic. Jason Jordan nailed it this week in his blog the power of coaching. PLEASE take the time to read this. Don’t read any further until you do. There is no doubt that 1:1 coaching is THE critical …