8 Ways to Improve Your Sales Voicemails

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Do you get voicemails from anyone other than your mother or grandmother? With the prevalence of email and text messaging, voicemails can seem somewhat antiquated. On the rare occasion that I do receive a voicemail, the caller tends to ramble on witho...

Laura HallLaura Hall

The 6 Best Sales Books According to Modern Sales Pros

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“Outside of a dog, a book is a man’s best friend. Inside of a dog, it’s too dark to read.” – Groucho Marx If a book is a man’s best friend, then we all should be happy we can take this best friend anywhere. Whether it’s in the car or...

Laura HallLaura Hall

How to Incorporate InMail Into an Outbound Sales Strategy

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Sales revolves around creating conversations. But, starting a conversation is difficult. Incorporating LinkedIn InMail into an outbound strategy is an excellent way to engage prospects. LinkedIn is the most extensive professional social media webs...

Laura HallLaura Hall

5 Advantages of Peer Learning in Sales Organizations

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The sharing economy isn’t exclusive to ride sharing or finding someone to walk your dog; it also applies in the workplace. Incorporating peer-to-peer training within a sales organization is a great way to utilize the resources and knowledge within...

Laura HallLaura Hall

Selling to the C-Suite: Improving Executive Presence in New Sales Reps

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Imagine a large boardroom meeting. High powered executives, high stress, high reward. The winner takes the corner office. It’s the classic Hollywood trope seen in many movies and television shows. For most of us, this scenario is foreign. For a new...

Laura HallLaura Hall

Why Your Sales Process Should Start with a Hypothesis of Need

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We all (hopefully) remember the term “hypothesis” from science class. It’s an educated assumption that requires further examination but serves as a starting point for investigation. The hypothesis of need in the sales process is similar as it a...

Laura HallLaura Hall

Motivating the Middle to Move the Needle

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Traditionally, sales organizations focus their efforts on motivating and rewarding top performers. Why wouldn’t they? After all, this group brings in the bulk of the revenue. However, studies show that a 5% performance improvement in the middle 60%...

Laura HallLaura Hall

Tailored Cadences Create Sales Success {Case Study}

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A smooth customer journey is the responsibility of the seller, not the buyer. There are many ways to create a pleasant buying journey, but it’s critical that each touch point along the journey is seamless. Leaving a lasting impact and positive e...

Laura HallLaura Hall

Teaching Sales Managers to Become Coaches

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Coaching is one of the most important contributions to a successful sales organization. Time spent improving skills, implementing best practices, and focusing on the overall development of a sales team pays off tremendously in the long run. However,...

Laura HallLaura Hall