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...

Kyle TaylorKyle Taylor

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...

Kyle TaylorKyle Taylor

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...

Kyle TaylorKyle Taylor

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 find that a 5% performance improvement in the middle 60%...

Kyle TaylorKyle Taylor

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...

Kyle TaylorKyle Taylor

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,...

Kyle TaylorKyle Taylor

Checklist for a Successful Sales Account Executive Transition

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So, you think you’re ready to become a sales account executive? You have the sales experience under your belt, and it’s time to take the next step in your career. How do you know if you are ready for the transition? Fortunately, we have a resi...

Kyle TaylorKyle Taylor

5 Ways Onboarding Sets Account Executives Up for Success

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Setting up an account executive for success begins with the onboarding process. An optimal onboarding experience will not only help a new hire learn your business but also provide them with the confidence they need to succeed. Focusing on nurturin...

Kyle TaylorKyle Taylor

Exploring the Sales Mastery and Methodology Track at Rainmaker 2018

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Four tracks. 50+ sessions. Over 100 speakers. More than 1000 attendees. Less than 12 days to get the few tickets remaining. Rainmaker 2018 is shaping up to be a truly transformational conference. With so much content to offer this year, we’re go...

Greg KlingshirnGreg Klingshirn