Mental Selling: The Sales Performance Podcast - Ep 013 Building a Sales Coaching Culture: New Research on How it Drives Performance

Ep 013 Building a Sales Coaching Culture: New Research on How it Drives Performance

10/17/18 • 14 min

Mental Selling: The Sales Performance Podcast

Most sales managers claim to value coaching- yet most don't do it rigorously, effectively and in many cases at all. What's behind the disconnect? New research done by Integrity Solutions in partnership with The Sales Management Association looks at key challenges for making coaching work and drivers for making sales coaching yield better results. A discussion with Mike Esterday of Integrity Solutions and Bob Kelly of The Sales Management Association.

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Ep 012 The Selling Skill that Will Better Connect You with Customers

How can you know what works and what doesn’t for connecting successfully with prospects and customers? One important way is to focus on their Behavior Styles — a critical selling and communication skill which Integrity Solutions’ Mike Fisher explores in this podcast.

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Ep 014 Sales Enablement: Maximizing Your Investment

Sales enablement is one of the biggest- but also more confusing- buzz words in business today. Many sales leaders clamor to add a stream of data, content and technologies without a strategy behind it that may overwhelm salespeople and ultimately harm productivity more than it helps. How do you make the investment and promises of sales enablement actually pay off? Integrity Solutions Chief Sales Officer, Bruce Wedderburn, details how sales teams can use sales enablement to develop better quality conversations skills that can be used at the right time to advance sales opportunities.