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...

Kyle TaylorKyle Taylor

Creating a Winning Sales Onboarding Program {Video}

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Onboarding is one the most important aspects of any sales enablement program. Developing an effective onboarding program ensures that new reps have the skills and market knowledge in place to be successful. In the video below, Shawn Fowler, Direct...

Keith Zadig

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

Utilizing Older Generations for Employee Retention

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Employee retention is critical to the success of sales organizations. Turnover impacts more than just the bottom-line. It affects a company's morale and image, as well as disrupts the daily workflow of management when they have vacancies to fill. Ret...

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

Making Sales Training a Priority Year-Round {Video}

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Sales teams typically have an annual kickoff at the beginning of the year.  They conduct training, create goal alignment, and generate excitement. However, sales training is not a one-off activity. Being consistent is important. Having a process in...

Keith Zadig

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

Coaching Tips for 4 Common Sales Personalities

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Focusing on personality type is an easy way to move from being an average to an excellent coach. Sales teams are made up of individuals from a variety of backgrounds. From fresh out of college to veterans who switched careers, the worldview of team m...

Kyle TaylorKyle Taylor