Insights

Smarter Selling

Insights that accelerate your sales performance

Sales Consulting

#SalesManagerFails: 5 Risks to Hitting Your 2018 Targets

We've found 5 common sales manager missteps. None of these findings should be surprising. But without a consistent and proactive focus, you are at risk.

Sales Consulting

The Trap of a "Perfect" Salesperson Profile

Most sales leaders have a strong view of what “good looks like” when it comes to sales rep. How many of these qualities accurately depict high performance?

sales enablement vs sales training

Advanced Sales Training

Adaptive Methodology: Challenging vs. Adapting – The New Approach

Building your entire sales process around a single approach like Challenger is a flawed strategy. High performing organizations use adaptive methodology.

sales enablement team structure

sales transformation

Sales Enablement Strategies: Avoid the Self-inflicted Wounds

A world-class sales enablement strategy is complex and built logically over time. Positioning, sequencing, and aligning the activities correctly is key.

sales enablement society conference

Sales Consulting

What We Learned at the Sales Enablement Society Conference

Last week’s Sales Enablement Society Conference confirmed that sales enablement has arrived and it's making a difference across companies of all sizes.

Sales Consulting

Your Sales Methodology is Broken

The Pivot Point sales methodology enables your sellers to adapt the various situations by relying on a modern selling mindset, skillset and toolset.

Sales Consulting

Uncovering the Secret to Methodology Adoption

The push for field adoption of sales methodology misses the point. Listen in as Brevet partners discuss this new methodology strategy. Join us!

Sales Consulting

Unlocking the DNA of Tomorrow's Elite Sales Force

Hiring sales reps is still centered around the best practices of yesterday. Here are 5 traits sales leaders should look for when recruiting new talent.

sales transformation

What Senior Leaders Don’t Know About Sales Transformations

Re-engineering the sales function is a massive undertaking. Here are 5 critical factors that CEOs must know to support a successful sales transformation.

Consulting

What Every Sales VP Should Know About Their Millennial Sales Team

Here are a few challenges of a Sales VP in a modern selling environment that are categorized as “Millennial problems,” but are for all sales professionals.

Uncategorized

Styles of Adult Learning: Your Current Sales Training Misses the Mark

The first step to tailoring your sales training for the specific needs of adult learners is to understand the seven distinct styles of adult learning.

Inspiration

5 Unconventional End-of-year Activities to Kick-start Your Sales

Follow through on some end-of-year activities to assess what you learned over the last 11 months and develop a plan for crushing first quarter sales goals.

Sales Consulting

Video Sales Training: Consider Supplementing The Old With The New

The foundational truth is that sales reps learn and retain new information most effectively by watching their peers and modeling their behaviors.

Consulting

Sales Skills: The Importance of Mastering the Softer Side of Sales

Developing soft sales skills can be detrimental to your next sale, but mastering soft selling skills takes a lot of practice and feedback.

Improving sales Efficiency

Sales Enablement

How to Improve the Efficiency of Your Sales Training

We are in the midst of an exciting evolution in sales training speed and efficiency. However, those who fail to use technology to support sales training...

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Sales Training

10 Practical Sales Productivity Tips

Successful salespeople are always looking to optimize their productivity. Here are 10 practical sales tips that can help you boost productivity and efforts

Selling With Emotional Logic

Sales Messaging

Embrace the Irrationality of Selling With Emotional Logic

Don't try to make sense of buyers emotions, embrace the irrationality of selling with emotional logic. Emotions play a key role in how we make decisions.

Sales training lessons involve a few elements

Sales Training

Don't Paint Your Car with Spray Paint & Other Sales Training Lessons

To really develop your rep’s skills and talents, you need to spend time applying multiple coats of training. Sales training lessons involve a few elements.

Inspiration

Running Can Teach Us How to Implement Sales Effectiveness Programs

Driving change within the sales force is hard. Here are five lessons from a novice runner that can help you implement sales effectiveness programs.

Sales Training

15 Min. Meeting: How to Improve Results with Shorter Prospecting Calls

Long meetings that drag on are rarely productive. Unlike actual sales calls, a prospecting or qualifying conversation needs to be short and to the point.