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There Is No “Good” KPI with Chris Crosby
Chris Crosby, Founder & CEO of CX Ventures, joins us to talk about why KPIs today aren’t worth much and how each one can be “gamed”. He took a different perspective on KPIs and how companies should be focusing on the fundamentals instead. If you’re focused on the fundamentals of your operation like… Are your
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Career Growth: From BDR to AE
The career path in SaaS sales is generally BDR to AE to Manager and/or Director of Sales to CRO (if your desire is to get that high in a sales org). Like any other career path, there are steps and milestones for each along the way. Today, we’re going to focus on the first two
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Real-time call coaching tools for increased productivity in 2023
Constantly behind on work and grinding more for diminishing results. That’s where real-time call coaching tools come in. That’s the nice thing about a new year, isn’t it? It’s a clean break from the past and an opportunity to sweep out the old for the new. But there are different ways to think about change.
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The Definition of Insanity when it comes to Sales Coaching
Managers and leaders still listen to call recordings for hours on end, schedule time with the rep or agent to discuss what happened (and why it did not go right), still do…not as simple as inserting a rep on the front line and six-months later expecting the same repeatable revenue. Failing to … Try real-time…
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How Agent Coaching Software Can Help Me Stop Re-Coaching Agents
It’s time to stop re-coaching your reps! Let their … If you’re looking to improve your leadership skills, let’s …. Two very different ways of thinking are now causing a divide in the software sales world. There are so many options now when it comes to your tech stack, the worst part is most sales…
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Building Competence and Confidence: How to help your reps overcome call reluctance
The harsh reality of call reluctance is that it’s psychological. Most sales managers do not have a degree in Psychology. So, we decided to put together a cliff notes version on the … The first step to helping your reps overcome this fear is to have… The key in every situation when you are working…
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The Struggles (and how to overcome them) of Founder-Led Sales
Some wise words from Matt Wolach, B2B SaaS Sales Coach at Xsellus. While the focus of this podcast is founder-led sales, most of these principles that Matt shared can be applied to sales in general. Before you can grow in sales, you need to …. The other piece to founder-led sales…. don’t get emotional. Disconnect…
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Overcoming Call Reluctance
Call reluctance happens to all of us. But most reps come up with these excuses …. Make sure that your team is optimized and efficient at your current number of connections per day before increasing it exponentially.
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10 Must Read Sales Leadership Articles
You can hire great people, have great processes, and even invest in a great technology stack, but if you don’t have great contact center leaders then it is all for nothing.
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Top 6 Sales Movies
Used car salesman, door to door snake oil salesmen, encyclopedia salesmen… one cannot argue that the stories told, and lessons learned, through these movies are much more important than the stories of the salespeople themselves.
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Why isn’t sales coaching a thing in college?
Let’s dive into the things that are solved, or at least positively influenced either directly or indirectly by any business that correctly deploys a successful sales coaching program. Keep in mind ….
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Everybody is thinking it, but nobody is talking about it
Do you ever get nervous about what you can and can’t say on social media? Nadja Komnenic, Head of Business Development at Lemlist, talks all about how to build your personal brand on social media. Being vulnerable can be scary, but she gives you great tips to get started and how it’s all about building…
Sales Leadership
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