LinkedIn® Levers: Your Ten-Minute Battle Plan November 4, 2021 by Mike Montague in Professional Development Here’s the LinkedIn® Levers tool, a focused, user-friendly checklist that helps you to get the most out of your connections on LinkedIn. Put it to work every day! How Your CRM Can Help Your Team Sell More October 29, 2021 by Mike Montague in Management & Leadership You may not realize it, but your team’s CRM can help you to overcome the “winging it” problem, standardize your team’s sales process, speed up sales cycles, improve close ratios, and increase revenue. Why (and How) You Should Modernize Your Sales Process with Hybrid Selling October 6, 2021 by Mike Montague in Sales Process High performance sales teams we work with are adopting a hybrid selling approach to leverage the best practices of both in-person and virtual selling. Scaling Sales Coaching with Sandler and Highspot September 23, 2021 by Mike Montague in Professional Development Sales coaching is the process of developing and mentoring a salesperson through one-on-one relationships with a manager or peer. Aligning the Buying and Selling Teams in an Enterprise Sale Setting July 27, 2021 by Mike Montague in Sales Process In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients. From "Customer Service" to Customer Success: Five Powerful Behaviors that Build Loyalty July 14, 2021 by Mike Montague in Customer Relationships Keeping a client is typically ten times cheaper and easier than finding a new one. Here are five powerful behaviors you can build into your account plan to support better, more profitable, and more loyal business relationships. Eight Ways Salespeople Can Sell More by Listening More July 2, 2021 by Mike Montague in Professional Development Here are eight powerful strategies for more effective listening during conversations with prospects. How to Stand Out When Prospecting Online June 1, 2021 by Mike Montague in Prospecting & Qualifying These days, everyone is using online resources to initiate early prospecting discussions via digital media. Which is part of the problem. How do you avoid looking and sounding like everybody else in the digital realm? Below, you will find three simple strategies that will help you to stand out when you are prospecting online. Leveraging Video to Make the Sale March 5, 2021 by Mike Montague in Sales Process Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward. Four Ways to Maintain the Human Element of the Sales Process February 12, 2021 by Mike Montague in Sales Process You don’t need us to tell you that we’re all working from a distance these days. Thanks to COVID, professional salespeople are, for the most part, not seeing buyers in person. See more posts