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What is Conversation Intelligence? What Every B2B Sales Leader Needs to Know (Updated for 2020)

April 28, 2020

Over the last five years, B2B sales has rapidly evolved, and so has the technology used to support revenue teams. Yet, most products being…

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Effective Sales Coaching Techniques: Why Your “Sales Training” Was a Waste of Time and Money

September 26, 2017
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Written by Andy Farquharson It’s an unfortunate situation. You’ve invested time and…

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Why I Love Cold Calling Companies

May 19, 2017
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I was at a sales leader networking event tonight. During happy hour everyone…

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Sales Coaching Programs: The Business Case and ROI

April 18, 2017
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Coaching is the thing every sales leader wants their managers doing more…

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Is Calling or Emailing Better for A Sales Development Plan?

March 17, 2017
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Originally posted by Zach Barney on 10/25/16 Link to original post When I…

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Steve Richard’s Top 10 Sales Books

March 8, 2017
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SPIN Selling – This is a classic just like Catcher in the Rye. …

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5 Tips to Master Active Listening on Sales Calls

February 14, 2017
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Let’s face it. People like to talk. In fact, neuroscience tells us that most…

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Bridging the Sales Empathy Gap

January 18, 2017
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By Kevin Ascher | Founder of AcousticSelling Ask any executive, consultant, or recruiter…

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Call Recordings & Coaching Improve Your Reps’ Success

January 10, 2017
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By Randy Riemersma | Founder of Span the Chasm No call coaching…

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Outbound Prospecting & Cold Calling Metrics: Benchmarks for Outsourced Sales Development

September 15, 2016
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Sales VPs always ask me, “What are the cold calling metrics you…

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11 Guiding Principles for Business and Life

September 6, 2016
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In my 11 years as an owner of a business, I have…

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Filler Words – Do They Matter in Sales?

August 5, 2016
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I’m, like kinda obsessed with, um, filler words. As the owner of…

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Remove the Excuses from Call Coaching

July 22, 2016
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Do your sales managers coach? Every sales executive falls into one of…

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