Sales Academy

Kristen Taraszewski talks about the challenges in training technical sellers and how they eventually came up with gamification as a way to personalize an organization’s training structure.

It’s getting harder for SDRs to connect with prospects and book meetings. And that means marketers need to spend even more to drive high-quality conversations. Our latest research predicts that the cost of high-quality conversations will increase 57% over the next 4 years. For marketing and sales development leaders to hit their pipeline goals they need to be working in lock-step.

We talk with Joy Rowan, Vice President of Remote Sales at AmerisourceBergen, to break down how using today’s best AI tools can help us really focus in on the human side of selling.

Selling is hard, but buying is harder. That’s why we’ve created this checklist: to enable you to lead a technology-buying initiative successfully.

Philip Squire shares his take on the perspective that the buyer should drive how a salesperson sells and the key skills that mean the difference between education and training in sales.

Derrick Jenkins talks about the uses of Owler when it comes to sales prospecting and why, even with how crucial it is, some salespeople still don’t do their research early on.

Robert Koehler shares about his time managing marathon runners and how this eventually helped him see the importance of accountability within sales effectiveness and the many people involved in each process.

Ryan Gottfredson defines vertical development as the process of elevating your personal operating system in cognitively and emotionally sophisticated ways.

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

Dana Therrien, Vice President & CRO Practice at Anaplan, returns with Alastair and Howard to talk about the best ways to support your team and help them succeed with the right tools and training.

These top 5 SDR mistakes are crushing your pipeline. Here’s how you can stop them.

Dana Therrien, Vice President & CRO Practice at Anaplan, joins Alastair and Howard this week to talk about how actioning your data can make you a better runner as well as a better sales professional.