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When successfully deployed, field trainers improve onboarding, help new hires develop their skills and enhance coaching for existing sales reps. That said, many FTs could be better equipped for their roles through the development of enhanced people skills.

3 Critical Skills for Any Negotiation

5 min read
The last 20 years have been good for U.S. businesses. This environment, however, is changing. Business leaders are taking note of this. As a result, sales leaders must be prepared to face pricing pressure with better negotiation skills.

Laying a Foundation Is Key to a Successful Sales Enablement Strategy

Sponsored4 min read
Success requires mastery of the fundamentals, especially when it comes to sales. Your sellers must have complete mastery of the fundamental skills. Below are four reasons laying a solid foundation is key to a successful sales enablement strategy.

What’s Better Than Revenue?

4 min read
Profit is better than revenue! Unfortunately, many business owners and sales professionals either don’t know the difference or aren’t paying attention to profit. While it is a fact that all businesses need revenue, what they really need is good...

Rethinking the Art of War for Sales: Winning Peace, Not Waging War

6 min read
Changes in selling have paralleled changes in military engagement. In sales today, winning salespeople and winning sales organizations focus less on winning the war with the competition and more on winning the hearts and minds of the customer.

5 Keys to a Successful Sales Enablement Strategy

3 min read
There can be many moving parts to a sales enablement strategy (i.e., training, content, tools and support), so it’s important to create a plan that aligns with your organization’s goals – and then set forth on executing it.