Tim Haller
Now Is the Time to Make Decisions

The last few weeks have been pretty unique – I know I have never experienced anything like what is happening right now in my entire career. Sure, there were the downturns in 2000, 2008, 2011, but those were nothing like what 2020 is bringing us right now. That said, one thing is certain – just like previous downturns, this will end and we will recover.

Now Is the Time to Make Decisions
Tim Haller
A Great Time to Learn from Your Clients

The world has changed drastically over the past few weeks in many ways. While things are moving slower than usual, it’s a great time to reconnect with customers (virtually, of course), educate yourself, and sharpen the skills you’ll be able to use when the freeze starts to thaw.

A Great Time to Learn from Your Clients
Tim Haller
Sales Leadership Best Practices for Prospecting

“Leadership is about making others better as a result of your presence and making sure that impact lasts in your absence.” - Sheryl Sandberg

The ability to deliver the above is one, if not the, distinguishing characteristic of a great leader. Upon reading it, I began to think of what Sandberg’s definition of leadership meant for sales leaders.

Sales Leadership Best Practices for Prospecting
Tim Haller
Sales Managers, Approach Pipeline Reviews as ...

During sales management training, I often tell sales managers they need to approach sales pipeline reviews with their sales reps like prosecutors in the courtroom. What exactly do I mean? To start, I’m not advocating that you look to “convict” your sales reps. Instead, I’m suggesting sales managers take an evidence-based approach to sales pipeline inspection. Doing so will remove the biases from conversations with sales reps, and make sales pipelines more accurate and data driven.

So, where do you find this evidence?

Sales Managers, Approach Pipeline Reviews as Prosecutors in the Courtroom
sales pipeline, sales elearning
Tim Haller
Sales Gauge Launches New High Value Trade Table ...

Sales Gauge, a leader in the sales training industry, today announced it has launched a new application for sales executives using Salesforce.com (SFDC). The app, which provides real-time insight into high value deals, is available at no charge on the SFDC AppExchange. In addition to full transparency into their sales pipelines, the new Sales Gauge High Value Trade Table app provides salespeople and managers a common language to discuss sales pipelines and forecasts.

Sales Gauge Launches New High Value Trade Table Application for Salesforce Users to Drive Sales Improvement

negotiation

Negotiating Your Deal: Build a High Value Trades (HVT) Roadmap

Negotiating Your Deal: Build a High Value Trades (HVT) Roadmap

How many times do we struggle to convince management and ourselves we have a good deal in the pipeline? Throughout our sales careers, we tend to get overly optimistic, convinced that we have this really great deal in the pipeline. We take our customers’ word as perfectly true each time and are surprised when we lose the deal, especially to no decision. In this post, we will introduce you to the process of building a scorecard and the High Value Trades (HVT) needed to effectively negotiate opportunities in the pipeline. 

Sales training with immediate results.