Sales Enablement can be defined as getting the right content, in the right hands, at the right time, with the right message to further the right sales opportunity. A lot of right’s, right? At face value, this seems like a straightforward task. Have a Sales Enablement charter. Build the right sales plays and…...
10 Deal Killers in 2018
The calendar has quickly turned to February. Sales teams are shaking off their SKO hangovers and back building pipeline and closing deals. We’ve been busy in the field, too. During the past month, Brevet has conducted over client 100 ride-alongs and sales call reviews. We’ve been alongside reps in such…...
Sales Performance Assessment
Selling is a repeatable process. If you can't measure it, you can't improve it. Download the FREE SCORESHEET HERE to measure how effective you are--using repeatable sales processes, high-win tactics, key success factors and selling profiles. Typically a 15% increase in your sales effectiveness score translates to a 20% improvement in your revenue…...
6 Reasons Salespeople Win or Lose a Sale
Why does a salesperson lose a sale?It’s a question I’ve studied for years, as part of the win-loss analysis research I conduct.There’s a tendency to assume that the salesperson lost because their product was inferior in some way. However, in the majority of interviews buyers rank all the feature sets…...
How to Give Feedback People Can Actually Use
Creating feedback that is truly useful requires more care and attention than is typically invested. Like any skill — chess, golf, learning Mandarin — offering strategic developmental feedback requires that we pay attention to and do many things effectively and simultaneously. Given the opportunity to help others develop and become more effective,…...
7 “Innocent” Habits Of Failing Sales Directors – MTD Sales Training
Sales Directors and Sales Managers rarely get to their positions simply through loyalty or length of time served.They’ve most likely been in the sales world themselves and been an excellent sales person.But this doesn’t mean they will necessarily make it as a manager or director of business.Indeed, there are many…...
5 Skills Every Salesperson Will Need in 2020
The majority of buyers already read three to five pieces of content before talking to a rep. And as time goes on, buyers are only going to consume more content.But not all content is created equal. It's becoming more common to find prospects who've been misinformed or misled by subpar sources --…...
How You Can Avoid My Biggest Mistake as a Sales Manager
When I started managing, I was focused on things such as ...Gaining trust from my teamUnderstanding what motivated each one of my team members to work with me and at the companyEnsuring I knew sales forecasting fundamentalsFinding scaleable training initiativesManaging my time effectivelyBuilding a team-wide vision and enabling team unityDefining…...
13 Ways to Win your Sports Game and your Sales Game
The key to winning is being great EVERY time. Consistency plays great and pays great. How consistently great are you?Source - Read More at: blog.salesinanyminute.com13 great analogies to remember. Giving thought to what you need to do to improve your game and then repetitive action/practice is what will improve your skill set,…...
10 Traits of Managers Whose Teams Are Happy to Come to Work
The last thing any manager wants their team members to do is dread coming to work each day. Because people spend the majority of their time at work, it is important managers do all they can to make that time enjoyable, exciting and well-spent.A dictatorial manager who lacks empathy or…...
27 Motivational Quotes to Start Your Day
"You can do it!"When's the last time someone said that to you? In the daily grind of sales, you might not always receive words of motivation from your managers, because they get pushed to the wayside as calls and meetings pile up.So think of this list as your personal cheerleader.…...
100 Sales Questions to Truly Understand Your Prospects’ Pain
At the heart of every sale is a thorough fact-find. You’ll want to unearth the needs, the wants, and the desires of your prospect so you can present your products and solutions in a way that will be of benefit to them. And the only way that you can do…...
75 One-Sentence Sales Tips Every Rep Should Know
Just as the best athletes constantly practice, improve, and refine their strategy, successful salespeople are always experimenting with existing techniques and trying out new ones. After all, the second an athlete or rep stops striving to get better, they backslide.Check out these 75 one-sentence tips to keep you in peak…...
13 Sales Podcasts Every Rep Should Check Out
After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube.Fortunately, there’s a simpler way to learn new sales techniques without having to set aside extra time in your day -- through podcasts.The next time…...
How to Effectively Answer, “Why Should I Do Business With You?”
No matter what industry you’re in, you’ve likely received some form of, “Why should I do business with you?”When most salespeople hear this question, they go into tap-dance mode and immediately list all the reasons why they’re great: “Our company is the best, our service is outstanding, we’ve been around…...
10 Unique Characteristics of Top-Selling Salespeople
Have you ever wanted a peek inside the mind of a top salesperson? Although every rep has their own unique selling style, strategy, and process, their mindsets are surprisingly similar.“Success in sales is 90% mental.”If you want to improve your chances of hiring a star performer, check out your candidates…...
