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You know coaching matters. Every sales leader has heard it – coach more, manage less.
But what does that really look like? How do you coach a rep who’s already better at selling than you? Or one who’s motivated but missing the mark?
Effective coaching is about asking the right questions, using the right sales coaching techniques, and choosing the right fra...
You’ve crushed your quota year after year. You know the products, the customers, and the game. Then one day, your boss drops the news you’ve been waiting for: You’re moving into leadership.
And that’s when everything changes.
That promotion is a total identity shift – from being the star player to becoming the coach.
If you’ve recently s...
The presentation went flawlessly. The buying committee asked engaged questions. You sensed genuine interest and forward momentum. Then, just as you prepare to discuss next steps:
“Your price is too high.” “I need to talk to my boss.” “We’re not ready to move forward yet.”
These last-minute objections can derail even the most carefully orchestrated sales pr...
Video calls are the new boardroom.
Whether it’s Zoom, Teams, or Google Meet, more and more deals are being decided through a screen.
And while virtual selling has plenty of perks – convenience, efficiency, global reach – it also creates new challenges. Reading the room is harder. Building urgency feels trickier. And knowing when to stop talking? That takes...
We’ve all been there – logging into a video call where the presenter drones through slides, cameras go off, and attention drops faster than your Wi-Fi signal.
The stakes are even higher when it’s a sales presentation. If buyers tune out, you don’t just lose attention – you lose the deal.
Here’s the reality: delivering a killer presentation over video takes...
