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Results for: conclusion
November 8, 2021

How to Trade Instead of Negotiate

Sales used to be all about negotiation. Two people would sit across the table from each other, haggling over the fine points of a proposal until both were confident that they had negotiated the best possible deal. The problem is the word “negotiation”. It implies that both sides have to give up something that they […]

November 6, 2020

Rethinking the SKO

Modernizing from Sales Kick Off to Revenue Kick Off for more impact Companies are beginning to evolve and modernize their SKOs – turning them from one-time, entertainment-focused events into more impactful, recurring events throughout the year For sales teams, the annual sales kickoff (SKO) is a well-established tradition, and typically a milestone event for the […]

August 22, 2019

The SaaS Sales Method

For the past several decades, most companies have used a traditional model typically referred to as the “sales and marketing funnel.” According to this funnel, the marketing function is responsible for generating a certain volume of leads at the top of the funnel, sales development is responsible for qualifying those leads into opportunities, and sales […]

June 7, 2018

How to do SaaS Sales Training The Scientific Way (hint: it’s NOT a sales kick off)

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 want to use training to […]

June 5, 2018

How to Tell a Story – 3 Steps to Maximize Impact

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 new possibilities.   The Science […]