Training is the Key to Sales Growth The Point: In an age where product differentiation is narrow and nuanced, the capabilities and performance of your sales team makes up the rest of your competitive differentiation. Investing in training is not only the fastest way to create value for the buyer,…
Zenefits Rolls Out an In-House Sales Academy Jeff Hazard, VP Sales at Zenefits, and Morgan Hunt, Director Sales Enablement and head of the Zenefits Sales Academy, are thinking differently about sales training. They don’t want to ‘do training’, but rather create a coaching culture and boost SaaS sales results. They…
One of the most powerful sales skills you can master is storytelling. When you share how you helped someone with similar challenges, you are more persuasive than just telling them you can help. A story helps plant an idea that can change their mind or open them up to…
Presentation Problems – The Demo Trap Your customers ask for a demo because they believe that seeing the product will help them make a decision faster than talking to a sales person. We salespeople like to run demos because obviously our solution is awesome, and the customer will find it…
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