Selling is still a numbers game, but now the numbers have changed. For years, sales leaders relied on activity KPIs, calls, emails, and meetings, not because they were ideal, but because they were the only things measurable at scale. With the rise of AI and real-time sales tech, we can track predictive signals that go far beyond surface-level activity. Here …
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Ever feel the urge to correct someone? Use that instinct to your advantage in discovery calls. Try Elicitation Technique: The Presumptive Statement Instead of directly asking about challenges, budgets, or decision-making, make an informed assumption that invites correction. Example: Uncovering Decision-Making Power ? “I imagine a decision like this requires sign-off from the CFO and maybe the board.” Now, watch …
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Another month is flying by! ? If you’re heading into QBRs or prepping 1:1s, here’s a quick gut-check: Are you inspecting what you expect? Use this IMPACT framework to qualify deals, save at-risk opportunities, and sharpen 1:1 deal coaching. ? Issue, Implications & Influence- What are the customer’s top challenges?- How do these issues impact the company and key stakeholders?- What …
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? Every salesperson wants more qualified leads, but let’s be real. If those leads were truly “ready to buy,” they’d already be shopping around and comparing vendors including your competitors. And once that happens, your odds of winning take a serious hit. That’s where SAM comes in. ? Instead of chasing the mythical “perfect lead,” SAM helps you land the …
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Every sales leader obsesses over customer lifetime value (CLV), but how often do we think about the lifetime value of a salesperson (SLV)? ? SLV = Total Revenue Generated – (Salary + Costs) Over TenureIn enterprise sales, top performers deliver 10x ROI, but not every hire gets there. That makes sales talent both a high-value asset and a high-risk investment, …
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Feeling drained after a long week? What if your sales performance had a recovery plan, just like an athlete? Enterprise sales is a performance-based, full-contact sport. To stay at the top of your game, you need daily habits that fuel your body, sharpen your mind, and strengthen your resilience. I recently spoke with peak performance coach Mark Smith and recovery …
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Why Most Sales Coaching Fails, And How to Fix It Sales leaders know coaching is the key to developing reps, increasing win rates, and driving revenue. Yet, despite their best efforts, most coaching simply doesn’t work. Why? Three major challenges get in the way: 1. No Time to CoachSales leaders are drowning in pipeline reviews, forecasting, hiring, and closing deals. …
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Which SDR or AE on Your Team Is Job Hunting Right Now? If you’re leading a sales team, you already have a million things on your plate but losing even a few good reps can throw off your targets for the year. The top two reasons salespeople leave: · Lack of Earning Potential – If quotas feel out of reach or …
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Time is scarce, and even the best sales leaders struggle to find enough time for coaching, but even a brief session can have a big impact. Here’s how to make every minute count: short, focused coaching sessions help AEs clear roadblocks and move the sales needles. 1. Use the “WHAT, So WHAT, Now WHAT” framework to structure your coaching to drive …
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Like singing, selling is a performance-based skill. While past performance can offer some insight into future success, it is by no means a guarantee. Just as finding a talented singer is challenging, identifying great salespeople is no easy task. You’re not alone in this struggle; many sales leaders I’ve spoken with face similar challenges in finding top talent. Ask Them …
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