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 …

The Sales Empathy Gap

Ask any executive, consultant, or recruiter what it takes to be successful in sales, you’ll likely receive an answer with strong conviction backed up with plenty of examples, war stories, and perhaps even data. Adjectives such as challenging, curious, strategic, ambitious, confident, tenacious, and coachable tend to come up often. We debate issues such as whether sales ability is an …

No Call Coaching = Less Sales Success

I could feel his embarrassment as he sat down for our first coaching session. He knew the first question I was going to ask, as word had gotten around: 132 calls. 1 meeting. Yep, I would have been embarrassed too. But why? What went wrong? Good kid, hardworking, the assessment said he was a ‘fit’ for the job, he had …

Ultimate Sales Coaching Playbook

After 11 years of studying best practices at over 100 sales organizations, we’re thrilled to share The Ultimate Sales Coaching Playbook with you. This document contains the best thinking from dozens of coaches who have built outstanding call coaching programs. We pull it all together for you to rocket up this incredible learning curve. Thank you to our long list …

ExecVision’s Mission, Purpose & Core Values

According to Simon Sinek’s famous ‘Start with Why’ TED Talk, people associate with those who share the same beliefs and values.  Your ‘why’ is more important than what you do or how you do it.  In that spirit, here is the ‘why’ behind ExecVision.  The below is why our team works so hard; what drives us forward.  Thank you to …

Software Demos

One thing you need to do before every software demo

I do a lot of demos.  Sometimes they are great.  Sometimes not so great.   One of the biggest problems when giving software demos is internet bandwidth.  Problems with your SaaS product performing slowly are totally avoidable if you know your bandwidth prior to starting. You might be doing a demo in a prospect’s office, from a hotel room, at …