Sales Training Whitepapers & Tools to Improve Sales Effectiveness, Sales Management, Sales Hiring and Sales Assessments.

2024 Sales Leader Trend Report - Best Practices High Performing Teams

2024 Sales Leader Trend Report: Best Practices of High-Performing Sales Teams

What do top performing sales teams do differently?

We surveyed B2B sales leaders across multiple industries at organizations to discover the answer.

In this research report, Best Practices of High-Performing Sales Teams, we share what the best sales teams do differently.

Building a Successful Sales Strategy

Building a Successful Sales Strategy

A sales strategy ensures you’re moving directionally towards the sales goals you hope to achieve. However, there are pitfalls to building a sales strategy. Many sales teams engage in activities that work against them, without even realizing it.

In this guide, we’ll share four key steps for building a successful sales strategy, and provide actionable takeaways to get you started

5 Fundamental Skills of World-Class Sales Managers

The 5 Fundamental Skills of World-Class Sales Managers

Exceptional sales management is key to an organization’s success, yet leading a sales team has become more difficult due to an evolving business landscape, technological advancements, changing customer expectations, and a host of other factors.

This guide offers the five most important skills to overcome these obstacles, lead a team effectively, and thrive in any selling environment.

The Ultimate Guide to Sales Coaching

Your Ultimate Guide to Sales Coaching

Effective sales coaching can have a huge impact on your business, especially in it’s contribution to revenue. Unfortunately, many sales leaders may be aware that their managers need to spend more time coaching, but formal programs tend to be poorly executed or non-existent.

Download this ultimate guide to enhance your coaching practices by focusing on high-impact sales coaching activities.

Sales Kickoff Planning Checklist

Sales Kickoff Planning Checklist

Your sales kickoff is the perfect opportunity to hone in on the strategies and tactics that drive sales performance.

Use this checklist of 18 best practices to deliver an outstanding SKO that sets your team up for success.

Your Guide to Planning a Successful Sales Kickoff

Your Guide to Planning a Successful Sales Kickoff

Sales kickoff season is here. It’s time to plan your sales strategy, train your sales professionals, crank up the energy, and motivate everyone for the next year. Download this free guide that will help you plan and deliver an outstanding sales kickoff that sets your sellers up for a successful year.

The Roles of Urgency and Patience in Consultative Selling

The Roles of Urgency and Patience in Consultative Selling

Emerging technology and unlimited access to information have changed the sales landscape—putting buyers more in control than ever before. These changes require your salesforce to transition to a consultative selling approach, or get left behind.

The Ultimate Guide to an Effective Sales Process

The Ultimate Guide to an Effective Sales Process

In this guide, we’ll cover everything there is to know about using a sales process, and how to select the right sales process for your organization.

22 Tips for Choosing the Right B2B Sales Training Provider

22 Tips for Choosing the Right B2B Sales Training Provider

Choosing a sales training provider is one of the most important business decisions you’ll ever make. But with so many confusing choices, finding the right partner can be overwhelming. Before you proceed further in your search, take a careful look at the following 22 tips. This valuable information should help remove the uncertainty and give you greater confidence in your decision.

Top 5 Ways Assessments Improve Sales Effectiveness

Top 5 Ways Assessments Improve Sales Effectiveness

Do you know what really motivates your sellers to perform? The answer might surprise you. Assessments are a powerful tool sales leaders can use to understand to hire smarter, coach effectively, retain top performers and ultimately improve sales effectiveness and performance. This guide outlines the top 5 ways you can use assessments to improve sales effectiveness.

10 Most Common Sales Management Mistakes White Paper

The 10 Most Common Sales Management Mistakes

Just like sales, sales management requires training. It’s an uphill battle to walk into such a complicated role and achieve success without any help. From the thousands of sales managers we’ve worked with, there are 10 avoidable mistakes that come up most often.

What Works in Prospecting White Paper

What Works in Prospecting: Research-Backed Strategies for Filling the Sales Funnel

Gain insight into the survey results from over 300 buyers and sellers, from individual contributors to high-ranking CEOs, and 6 recommendations that will enable sellers to improve their prospecting effectiveness (plus access to bonus content).

How To Sell Against<br />
Lower-Priced<br />
Competition

How To: Sell Against Lower-Priced Competition

It is amazing just how quickly salespeople can experience price-related challenges during an inflationary economy. As goods and services become more expensive, your customers operate with less margin than they used to. The first thing they seemingly do is look to cut expenses. Even if your product or service is a tremendous asset to them, you’re not immune to the threat of going out to bid or being directly asked to lower your cost.

Analysis Tool

5 Keys to Virtual Success

Choosing and implementing a virtual sales training program can be fraught with challenges, if you try to obtain the resource without the proper preparation and insights. For the keys to virtual training success, download our latest whitepaper.

Sales Leadership Report 2020

Sales Leadership Report 2020

We have surveyed 179 sales leaders and identified key areas for improvement. In this report you will find noteworthy statistics and insights, as well as changes in the sales environment due to the coronavirus outbreak.

The Next Normal Playbook

The Next Normal Playbook

More than 800 senior sales executives contributed insights to the free eBook while the nation ground to an economic halt during the COVID-19 pandemic. The eBook – chock full of strategic insights and tactical tips which can be implemented today to help teams sell their way out of the pandemic – is available for immediate download.

The Next Normal Playbook

Sharpening Your Competitive Edge During the Pandemic

This playbook – designed to offer advice to sales leaders who must continue to balance the company’s needs with the pandemic’s realities – covers three themes: • the right team, the right skills , and the right sales approach. With the proper people, plan, and insights, we believe you can position your sales pros, and your business, for the best possible outcomes.

Selling to Procurement

Selling to Procurement: 5 Strategies for Win-Win Negotations

We surveyed 138 procurement professionals to understand their purchasing process and expectations they have when dealing with vendors. In this research paper we reveal our findings and the 5 strategies sellers must execute to succeed and get to the yes faster when dealing with procurement.

The Importance of a Well-Established Hiring, Onboarding, and Career Pathing Process

The thing that separates successful organizations from those that fail is the people they have on their teams. In this in-depth whitepaper, you’ll learn the secrets to creating a standardized hiring, onboarding, and career pathing process that can be used with every new member you bring onto your team.

Striking the Balance Between Sales Culture Shift & Sales Skill Development

Job Benchmarking 101

We’ve all experienced “Hirer’s Remorse”—the sinking feeling you get when someone you thought was a perfect candidate turns out to be less than that. Job benchmarking allows you to objectively identify talent that is matched to the requirements, motivators, and culture associated with the job.

Strategic Account Management – How to Exponentially Improve Customer Loyalty and Drive Sales Revenue 

The best way to bring in revenue for your company is to develop long-lasting relationships with your key clients. By giving your team the tools to manage their accounts strategically, you can reduce your sales cycle, improve customer loyalty, and increase overall sales and revenue.

essential customer service skills increase sales

The Essential Customer Service Skills That Translate to Increased Sales

In a world where the customer is king, the secret to growing your business is keeping your customers happy. The skills outlined in this whitepaper will help your team provide exceptional customer service during every client interaction they have—and translate their efforts into additional revenue for your organization.

Finding and Keeping Top Sales Talent

Finding and Keeping Top Sales Talent

There’s nothing more critical to the success of your business than your people. Forward-thinking sales organizations make talent their competitive advantage by acquiring, developing, and retaining top sales talent for the needs of both today and tomorrow.

The Ultimate Guide to Creating a Successful Sales Enablement Strategy

The Ultimate Guide to Creating a Successful Sales Enablement Strategy

A successful sales enablement strategy requires intentional planning and direction from the top levels of an organization. Map out your strategy using this comprehensive guide and set your sales effectiveness initiative up for success.

Finding and Keeping Top Sales Talent

Essential Elements of a World-Class Sales Coaching Program

We’ve teamed up with Training Industry Inc., to get to the bottom of the current state of sales coaching. Discover eye-opening stats around what works – and what doesn’t – as it relates to the amount of time, energy and effort a successful coaching program requires.

The Ultimate Guide to Creating a Successful Sales Enablement Strategy

The Sales Training Buyer’s Interview Guide

Evaluating sales training providers can be time-consuming, complicated, and confusing if you haven’t done it before. In keeping with our commitment to be the go-to practical and commonsense sales training option, we’ve developed The Sales Training Buyer’s Interview Guide.

Finding and Keeping Top Sales Talent

The Ultimate Guide to Hiring Quota-Smashing Sales Reps

Are you fed up with lost productivity, time, and sales? Stop investing in lackluster salespeople, and start building a team of A-players today with this actionable guide.

The Ultimate Guide to Creating a Successful Sales Enablement Strategy

The 21 Biggest Myths in Sales… And How to Destroy Them!

We’ve teamed up with Training Industry Inc., to get to the bottom of the current state of sales coaching. Discover eye-opening stats around what works – and what doesn’t – as it relates to the amount of time, energy and effort a successful coaching program requires.

What is Sales Culture?

What is Sales Culture?

Sales culture is a term that’s tossed around these days, but what does it mean? In truth, the presence of a true sales culture is crucial to the successful execution of sales strategy. We’ve developed this whitepaper to provide you with a crystal-clear picture of what sales culture is.

How to Get Salespeople to Use CRM Tools

How to Align Sales and the Rest of the Organization

The fundamental truth is this: sales believes that the rest of the company wouldn’t have jobs if not for them…and the rest of the company feels sales wouldn’t have a job without them. Learn how to undo this unproductive dynamic and create a well-oiled machine that will drive more revenue.

Selling to Procurement: A Win-Win Approach

How to Create an Inspired Sales Culture

The best-of-the-best sales leaders do something that others do not—they inspire their teams. But creating a sales culture that inspires requires intentional and thoughtful culture building. Find out what it takes to build an inspired sales culture from the ground up.

Striking the Balance Between Sales Culture Shift & Sales Skill Development

Striking the Balance Between Sales Culture Shift & Sales Skill Development

In the past, the focus was on closing deals: get the customer to buy your product at virtually any cost. But the old ways of selling are no longer effective. What’s the solution? A shift, not just in your basic tactics, but by recalibrating your entire sales culture.

Selling to Procurement: A Win-Win Approach

Differentiating Your Organization Through World-Class Sales Effectiveness

Is it possible to use your sales team to set your organization apart from the competition? The answer is yes—as long as you’re taking the steps to empower your salespeople and set them up for success. This whitepaper will show you how.

How to Develop a Sales Succession Plan

How to Develop a Sales Succession Plan

You know sales turnover is a reality, but do you have a plan you can execute on to avoid it? Learn why succession planning is especially important in sales, and how to make sure the plan you have in place is doing what it needs to do to keep your organization on track.

How to Get Salespeople to Use CRM Tools

How to Get Salespeople to Use CRM Tools

60% of salespeople we surveyed report that the sales process in their CRM software doesn’t match their day-to-day sales reality. Find out how to get your reps to use your CRM so you can measure progress, coach better, and improve forecasting!