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?
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 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 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.
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...
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
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
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.