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Agent Onboarding Checklist for Compliance-Driven Industries
Agent onboarding isn’t just a box to check, it’s a make-or-break process that affects performance, compliance, and retention. In highly regulated industries like healthcare, financial services, and debt collection, onboarding new agents is more than basic training. It ensures agents understand industry regulations, handle sensitive data properly, and communicate clearly with customers. A weak onboarding…
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Transforming Agent Training
In today’s fast-paced business environment, agent training isn’t just a box to check during onboarding; it’s a continuous journey that evolves with organizational needs. Yet, many companies face challenges in maintaining this continuity, resulting in operational inefficiencies, reduced employee engagement, and diminished customer satisfaction. This post explores the critical importance of bridging the gap between…
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What You’re Missing When It Comes To Call Coaching Techniques
In the fast-paced world of customer service and sales teams, every phone call is an opportunity to make an impression on customers and prospects. One of the ways to improve these conversations is to take a look behind the scenes. AKA… what is happening with your call coaching sessions? An even better question is, “What…
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Understanding the Customer Journey
From the first time they saw your company to what made them buy and what keeps them as a customer. Most companies want the outcome of understanding their customer’s journey without doing the leg work. Sure that will take you somewhere, but it won’t be far. Our advice – spend the time and understand this.…
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Objection Handling Tips & Tricks That Actually Work
DOWNLOAD THE EBOOK Here is a glimpse of what to expect in this eBook of objection handling tips… Before you can expect to be a pro at objection handling, you have to understand that the best salespeople spend time preparing. It’s that simple. But most people aren’t willing to do the work to separate themselves.…
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Your Sales Coaching approach is the problem – Double Slit Theory
Well, to be blunt, a better option hasn’t existed. Sales coaching software, accompanied by the strategies and tactics to drive change, have all relied upon humans helping humans or humans monitoring humans (via software). Multi-billion dollar software companies and sales consulting organizations have all been built on this approach. It is flawed, outdated, and ineffective.…
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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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Smaller Sales Team, same quota. Now what?
The evidence is compelling, those who put in the work now can see an exponential outcome. Through the pandemic, sales teams had to make drastic changes to ensure teams were hitting their quota… the same thing has to happen now. Smaller sales team, same quota? So what. Go ….
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Different ways to motivate your sales reps using Conversational Intelligence Tools
When it comes to motivating your sales reps, we need to take a step back and look at the personalities that encompass your sales team. Most sales reps are … A Salesforce survey found that 71% of companies reported sales performance gains of … Tactic #2: Tool Up With Conversational Intelligence Tools. Software is the…
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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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