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Sales Training Blog

Julie Thomas

Recent Posts

How Salespeople Can Ask the Right Questions During Discovery

I attended the Sales 3.0 Conference in Philly last week, where many of the talks had a shocking theme running through them: Discovery is dead.

How to Continually Qualify Prospects Throughout the Pipeline

Accurate and reliable forecasting will transform a sales organization. When it comes to a process as vital as this, you would assume there’s no room for guesswork — but the reality plays out..

How to Create a Multi-Channel Prospecting Cadence that Works

You’re scrolling through your LinkedIn feed when you receive a request to connect from an account executive. They recently saw you speak at a sales conference, and your talk resonated with them —..

Three Ways to Create Human-to-Human Connection in a Virtual Selling Environment

Think back to the last time you shared a meal with a good friend. You likely recall the restaurant and the food, the little sensory details like the man smoking the cigar across the street or the..

Three Ways to Show Up as Your Authentic Self

How do I be me virtually?

Sure, if you’re a remote worker who has one weekly stand-up on Zoom, you may be tempted to laugh that question off. For sales professionals, it’s another story.

The 3 Keys to Reach Your Prospects: Trust, Credibility and Rapport

What better way to kick off winter in the northern hemisphere than with something a little tropical?

Specifically, a tropical thought experiment.

The Top Five Sales Lessons of 2021

If the B2B sales cycle is a marathon, Q4 is the final half-mile. It’s a time of triumph, defeat and resiliency — and when you’re in the middle of this race, it’s difficult to find time to reflect. ..

Checklist to Close the Quarter & the Year

’Tis the season of the double-edged sword.On the one hand, it’s exciting to look forward to the holiday season. On the other, the end of the quarter and the year loom large, with the finish line..

Three Keys to Successful Sales Negotiations

When you hear the word negotiation, what comes to mind? It likely conjures images of your CRM, a ring light shining in your eyes, a giant cup of cold brew and a computer monitor covered in sticky..

The Value of Thinking Like an Executive

As many of you know, our headquarters is in Southern California — an area famed for its breathtaking coastline, beautiful beaches, fantastic restaurants and traffic, lots of it.