Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

How Sales Coaching is Meant to Work

Coaching as it applies to sales needs to be very narrowly focused. It should deal with the specific skills and approaches needed to handle narrow, but important situations. Like a conversation entry point or how to earn a meeting with the stakeholders who hold the power. I therefore want to introduce the idea of a coaching huddle to you. It was developed by Elay Cohen at SalesHood and it's how sales coaching ought to be done, so that within an hour (minutes actually) the seller is equipped to perform significantly better. It goes something like this.

1. Select one to two specific points of sales performance and activity to improve.

2. Provide supporting content (call it the "approach" or "theory").

3. Introduce some piece of practice, including light role play. (The best way to do role play, is let's play this out .... rather than set up a public humiliation session).

This week, I am sharing a particular video because of the way the company uses the coaching huddle. The sales team had just started to work remotely when the pandemic worsened last year.(The story is told by the Head of Enablement).

The managers are using a sales enablement platform. That means there is a structured, goal-directed tool to support seller-manager collaboration. This is much more effective than casual, unstructured chats.

View Here

Sales Virtual | +353-1-6100777 | +44-207-1830165 | +1 (929) 214 1072 |

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Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

How Sales Coaching is Meant to Work

Coaching as it applies to sales needs to be very narrowly focused. It should deal with the specific skills and approaches needed to handle narrow, but important situations. Like a conversation entry point or how to earn a meeting with the stakeholders who hold the power. I therefore want to introduce the idea of a coaching huddle to you. It was developed by Elay Cohen at SalesHood and it's how sales coaching ought to be done, so that within an hour (minutes actually) the seller is equipped to perform significantly better. It goes something like this.

1. Select one to two specific points of sales performance and activity to improve.

2. Provide supporting content (call it the "approach" or "theory").

3. Introduce some piece of practice, including light role play. (The best way to do role play, is let's play this out .... rather than set up a public humiliation session).

This week, I am sharing a particular video because of the way the company uses the coaching huddle. The sales team had just started to work remotely when the pandemic worsened last year.(The story is told by the Head of Enablement).

The managers are using a sales enablement platform. That means there is a structured, goal-directed tool to support seller-manager collaboration. This is much more effective than casual, unstructured chats.

View Here

Sales Virtual | +353-1-6100777 | +44-207-1830165 | +1 (929) 214 1072 |

Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

How Sales Coaching is Meant to Work

Coaching as it applies to sales needs to be very narrowly focused. It should deal with the specific skills and approaches needed to handle narrow, but important situations. Like a conversation entry point or how to earn a meeting with the stakeholders who hold the power. I therefore want to introduce the idea of a coaching huddle to you. It was developed by Elay Cohen at SalesHood and it's how sales coaching ought to be done, so that within an hour (minutes actually) the seller is equipped to perform significantly better. It goes something like this.

1. Select one to two specific points of sales performance and activity to improve.

2. Provide supporting content (call it the "approach" or "theory").

3. Introduce some piece of practice, including light role play. (The best way to do role play, is let's play this out .... rather than set up a public humiliation session).

This week, I am sharing a particular video because of the way the company uses the coaching huddle. The sales team had just started to work remotely when the pandemic worsened last year.(The story is told by the Head of Enablement).

The managers are using a sales enablement platform. That means there is a structured, goal-directed tool to support seller-manager collaboration. This is much more effective than casual, unstructured chats.

View Here

Sales Virtual | +353-1-6100777 | +44-207-1830165 | +1 (929) 214 1072 |

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.