Sales Transformation: Best Practices for Optimizing Sales Performance
Finally, a model is presented to help you establish an order of priority for the several initiatives that may be...
Sales School 2.0
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Resource Deployment and Territory Coverage
This video answers these questions and graphically demonstrates what each looks like. It asks a few questions to challenge your...
Training Reinforcement: Is it Back to Business as Usual?
This video discusses the steep decline from initial enthusiasm to longer term lack of adoption and, specifically calls out the...
Time Management: How to Multiply Your Time
This is general content for both Managers and Sellers and perfect content for a team meeting you may have coming...
Circle of Influence: Do You Have Influence Over Your Circle of Concern
Also presented is an analogous model especially relevant for sellers. Discussion about how to project more authenticity and create more...
AI Cross Sell and Up Sell – How Far Behind Your Competition Do You Want to Be?
In this short (4 minute) video, Jim Dickie outlines the “Old School” approach to strategic account management: checking LinkedIn profiles,...
AI Buyer Persona Analysis – What Makes Buyers Tick?
Jim Dickie presents an AI-powered alternative that can provide a detailed and personalized buyer analysis, including personality type, decision-making style,...
AI Reality of Sales Today – Sales is hard, is that a Perception or a Reality?
Sales Mastery, in conjunction with Korn Ferry, has updated the 2018 findings in their 2021 B2B Buyer Preferences Study. Spoiler...
AI Sell Cycle – Optimizing Sell Cycle Win/Loss Analysis
To address these challenges, Jim overviews an AI-enabled solution that conducts win/loss analyses on every deal while, at the same...
Management Model – Management Training for Coaching the Coach for First Line Sales Managers
In this 9-minute video, Barry Trailer presents a simple and elegant management model for setting expectations, the need for following...