Sales Academy

Jeff Shelton demonstrates how we use pipeline forecasting to understand which deals are at risk and how to move them forward.

New research shows that SDRs are having far fewer qualified conversations per day—down more than 50% from just a few years ago. To hit quota goals, reps need to ace every single conversation.

Research-backed trends and opportunities your team can use right now to overcome the top 5 pipeline challenges of 2023.

We sit down with Sean Lane, VP of Field Operations at Drift, to discuss the best ways to address those challenges and meet your customers where they are.

Wesleyne Greer discusses behavior-based skills development which is the idea that addressing the root cause of certain behaviors is what improves a seller’s ability to sell.

Everything you need to prepare for calls, provide value during discovery meetings and propel deals forward.

Jordana Zeldin and Jonathan Mahan discuss how salespeople should develop their human and selling skills through practice, much like how athletes and musicians perfect their craft.

Karen discusses the main things sales leaders should focus on for profitable growth like ensuring the alignment of sellers to the business objectives.

Paul Reilly, author of Selling Through Tough Times, dives into the topic of uncertainty and why it actually has a ton of value to salespeople.

We’re back with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen (a company that distributes more product than Amazon on any given day), to once again illuminate how using today’s best AI tools can help us really focus in on the human side of selling.

Scott Miller discusses PHILPAL, an acronym for his 7 professional values, which help him figure out what is most important to him and plan what to do next in career and life.

Here are the top 5 sales engagement trends for 2023 and beyond.