Category: Lessons

Most modern salespeople recognize that buyers have more power than ever before. When it comes time to approach meetings with buyers, we see most reps make one crucial mistake: they view themselves as doctors, not therapists.

A demo can make or break a sale. Learn more about some of the most commonly made demo mistakes and how they can be avoided.

As a sales leader, you have plenty on your plate. Use this guide to help brainstorm ideas to kick off a great sales training program.

For most sales leaders, it’s hard work to coach a rookie sales rep. This 10-minute lesson provides four helpful tips to understand their motivation, establish a training cadence, manage confidence, and teach the hard stuff.

As a sales rep, there’s an order of communication skills that do the trick of getting you information, while keeping the prospect on your side. Go through the right—and wrong— ways to probe into these areas for a successful sale.

There are many factors that can lead to an inconsistent sales process. This 10-minute lesson highlights some of the biggest potential threats to the success of your sale.

Sales managers have to juggle a lot of responsibilities in their day-to-day roles. Use this lesson to learn about priorities that help managers succeed and use the most of their time.

A competitive analysis is a critical part of your company marketing plan. With this evaluation, you can establish what makes your product or service unique—and therefore what attributes you play up in order to attract your target market. Check out this example!

For a salesperson, Salesforce is a cloud-based CRM application that gives you a single place to store and track all of your leads, opportunities, and accounts. This lesson provides a “30,000-foot view” of the application and how it works.