Sales Coaching

How to Open a Sales Call: Use the Affinity Rule to Improve Sales Effectiveness

Coaching your Sales Team to Set More Meetings, Close More Deals, and Surpass Their Performance KPIs As a sales manager, you’re always looking for ways to improve your sales process and improve the performance of your sales team. One of the ideas that we constantly coach salespeople on in our sessions is that the most …

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Use sales starters for a strong sales opening

Have Them at Hello

Encourage Sales Starters to Build a Strong Sales Team Getting a two-way conversation going is crucial to increase sales effectiveness, and questions are a great way to do it. Let’s talk about Sales Starters. One time I was with one of my new hires, Ellen Valudes, at a meeting with a

Self-Regulate to Sell

High performing sales teams exhibit behavioral activity that matches those that they are dealing with, people who go out of their way to make that personal connection. That’s means having a high EQ.