Have you ever wondered why some of your reps consistently outperform their peers, while others struggle to hit their quotas regularly? It’s the classic bell-curve problem, where 10-20% of sales reps simply seem to be better than others. There’s two ways to fix this: either figure out how to only hire the best reps in […]

Telling stories is important in sales. But, not when you’re telling them to your sales boss. For instance, fiction doesn’t strengthen a forecast. As humans, we hate ambiguity. We feel a burning need to make sense out of uncertainty. So, in situations where we don’t have a complete set of facts, we take the limited […]

You don’t have to be a manager to be a coach. In my career, some of the best coaching I received was from other sellers; my peers. In addition to helping others, peer coaching is also a great way to learn how to improve your sales skills Want to learn how to take your sales […]

Don’t let other people define you. You can achieve success on your own terms. Check out the evaluation of Tom Brady by NFL scouts prior to the NFL draft in 2000. “Poor build, Skinny, lacks great physical stature and arm strength, Lacks mobility and the ability to avoid the rush, lacks a really strong arm, […]

A sales process does not win deals. A seller does. It’s not your sales process that connects with a potential buyer. It’s not your sales technology that activates the interest of a prospect. Your sales process isn’t the one building trust and credibility with the buyer. Your sales tech doesn’t inspire the prospect to take […]

Sales managers often say “Janet wants to be liked by her buyers” as if that were a bad thing. Sometimes it is. However, it doesn’t need to be. Let me explain. If your motivation to be liked by your buyer is that it gives you the warm fuzzies all over from being validated by another […]

Too often I see sales coaching fall into one of two categories: strategizing and game-planning sales opportunities coaching the mechanics of sales New tools and apps support this orientation. AI-powered call recording and analysis tools are a good example. They’re useful tools for managers to use to coach the mechanics of selling. “Say this, not […]

Introducing a new Revenue.io video series… Brought to you by YODA AI. U.S. companies spend over $70 Billion a year on sales training. Yet, sales managers are stuck repeating the same coaching advice again and again. Take Revenue.io’s very own Sr. Director of North America Sales, Ryan Vaillancourt, for example. When asked, “When you review […]

Research has found that the ability to understand and share the feelings of another person can actually increase your brainpower. But, only if you use it. So, if you’re in sales, you have two essential motivations to be empathetic: Empathy is an avenue to connect with your buyer It gives your brain a boost and […]

Every rep knows what it’s like to make a mistake during a call that costs them a deal. But what if you could automatically warn reps right before they make a mistake, and more importantly, keep them from making the same ones over and over again? It may sound like science fiction, but thanks to […]

“I spend 98% of my day sitting in my office and thinking about what I can do to get my team to play just 1% better.” – Pete Carroll (NFL Head Coach, Seattle Seahawks) I love this quote. It speaks to the reality of performance improvement. Especially for skill-based professions. Such as sales. Technology can […]

Jonas Salk was one of the greatest scientific minds in American history. He is most well known for discovering and developing the first successful polio vaccine. He once said, “What people think of as the moment of discovery is really the discovery of the question.” If you, as a sales professional, can keep this solid […]