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

Our Most Popular Whitepapers

essential customer service skills increase sales
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.

Sales Leadership Report 2020

How to Sell Against Lower Priced Competition – 5 Ways to Beat Price-Cutting Competitors

Price-cutting competitors can be THE biggest challenge salespeople face. How can they beat the competition unless they match their prices? The solution is in the strategies and tactics contained in this wildly popular whitepaper.

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. 

Finding and Keeping Top Sales Talent

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.

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! 

The 5 Fundamental Skills of World-Class Sales Managers

The 5 Fundamental Skills of World-Class Sales Managers

World-class sales managers succeed because they have absolute mastery over the fundamentals. Find out the simple, straightforward leadership and coaching tactics sales managers can implement today to get better results out of their team with less effort. 

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. 

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

23 Tips for Choosing the Right Corporate 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 firm can be overwhelming. Use this guide to make sure you’re partnering with a company that is right for your business.

What is Sales Culture?

Create the Biggest Impact at Your Annual Sales Meeting

It’s not often that you’re able to get the whole sales team together in one place. Make the most of your annual sales meeting by keeping your salespeople engaged, and getting hyper-focused on the things that will improve your team’s performance the most. 

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

Selling to Procurement: A Win-Win Approach

Procurement’s role in the decision-making process can be frustrating to salespeople who don’t fully understand the function of the department. We uncover strategies and tactics your sales team can use to improve their working relationships with Procurement professionals.

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. 

Selling to Procurement: A Win-Win Approach

The Roles of Urgency and Patience in Consultative Selling

Emerging technology and unlimited access to information has 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.

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. 

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. 

How to Develop a Sales Succession Plan

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.

Selling to Procurement: A Win-Win Approach

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.

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.