Training and coaching

Unhappy employees corrode every organization’s success and profitability, and it’s bad managers who are most often to blame. Hold a mirror to your leadership style and be honest: are you one of them?...

Like dating, value-based cold calling is less about the cheesy hook-up line, and all about focusing on what the other person cares about...

How do you get inexperienced sales reps to do the complex? Answering that question is the holy grail for sales enablement, so here I’ll take you through a case study of when Shopify introduced its Sales Academy....

What sales enablement is sometimes perceived to be, and what’s it’s truly capable of, are sometimes wildly different. Sales enablement has the ability to align the sales and marketing orgs, boost company-wide alignment......

“Growing up” also means that instead of just reacting willy-nilly to all of the separate requests and departments, there needs to be a creation of clear responsibilities. Charters, processes, methods and expectations across departments are a good start....

Emily Payne told us the story of Shopify's Sales Academy at the San Francisco SES. From it's conception through to it's first batch of graduates, Emily ran through the highs and lows of attempting to get a new generation invested in sales....

I'm going to give you some areas that you can focus on to either help your team roll out a plan, that you should be focused on when implementing a training or going into some sort of presentation. The first one is building trust with your sales team...

It's not a one and done. You can't just do this once and expect it to stick. It requires consistent reinforcement. Sales behaviors, drive sales activities, and that in turn is going to give you the results that you're looking for. So focus on the behaviors versus the results....

So there's lots of different parts of your business. Just like there is for your market. So realistically, we serve two masters. There's the internal and the external. So there's all the internal teams; our teammates, our colleagues, the people that we collaborate with, love, know, hate....