Blog to excel in sales conversations

Master the art of transforming every sales objection into a deal-advancing opportunity with proven frameworks that top performers use to uncover the why behind the most common prospect concerns. Learn the four-step process for addressing objections about change, budget, trust, and timing.

June 12, 2025

Learn the 4 pillars of authentic leadership that prevent costly mistakes like the $1.5 million sales methodology failure Teri Long witnessed - where leaders invested heavily without understanding what was actually broken. Discover how transparency, active listening, root cause analysis, and getting into the trenches can transform your sales organization and build teams that actually perform.

June 11, 2025

70% of B2B buyers would rather avoid salespeople entirely, yet they still need help with complex purchases. Steve Reid, who scaled a company from $10M to $40M in 18 months, reveals the four critical skills that transform sales reps from product-pushers into trusted advisors. Master these skills at the right moments in the buyer's journey, and you'll become the kind of salesperson buyers actually want to work with.

June 4, 2025

Most sales teams struggle not because of poor training, but because of bad hires that started with flawed recruitment processes. Matt Schalsey, CEO of Perfect Hire, reveals how treating recruiters like sales professionals—with structured pipelines, targeted training, and quality-focused metrics—can eliminate the "enablement trap" where companies waste resources trying to fix fundamentally mismatched hires.

May 28, 2025

Change management in sales is about people, not just processes. Learn a powerful 3-step approach from Nate Joseph, VP of Sales & Partnerships at Twenty5, who reveals why starting with WHY before explaining WHAT and HOW creates buy-in instead of resistance, transforming uncertainty into opportunity for your entire sales organization.

May 21, 2025

In today's market where 75% of buyers prefer a seller-free experience, traditional sales approaches are failing. Discover four powerful buyer enablement tactics from Gal Aga, a veteran B2B SaaS sales leader who scaled companies from $1M to $100M in ARR, teaching how to shift from "selling" to offering "buying process as a service" that facilitates your customers' internal tasks.

May 14, 2025

One-on-ones aren't just another meeting on your calendar—they're the cornerstone of trust-building in sales teams, where "trust can't be built in a crowd." Discover Yusuf Ongel's proven 4-step framework for transformative coaching sessions that prioritize the human element first, then business outcomes.

May 7, 2025

Transform your sales kickoff from an expensive company party into a strategic enablement opportunity that actually drives revenue growth. Learn Ashton Williams' proven blueprint for creating successful SKOs with a before-during-after approach that maximizes face-to-face time, enables real-time action, and ensures lasting impact on sales productivity.

April 30, 2025

Sales role plays are crucial for preparation, yet most fail due to poor structure and unsafe environments. Learn the proven 20-minute framework from Sandler Trainer Hamish Knox that has leaders model behaviors first, implement rep feedback immediately, and focus on specific scenarios—creating psychological safety and measurable improvement in conversion ratios across every stage of the sales funnel.

April 23, 2025

Discover the crucial leadership formula for successful internal promotions in sales from Eric Stavola, VP at Visual Edge IT. Learn why top performers don't always make great leaders and how to identify true leadership potential through four key traits: leadership maturity, people-smart skills, problem-solving abilities, and executive presence.

April 15, 2025

Discover the 5-step framework for effective sales coaching from Jackelyn Skudra, VP of Sales at Xello with 20+ years of experience. Learn why being good at sales doesn't automatically make you a good coach, and how to transform your one-on-ones from overwhelming criticism to collaborative growth through focused improvement.

April 2, 2025

Discover how Auth0 achieved an incredible 90% quota attainment rate through a strategic approach to sales roleplays. Sales Enablement Leader, Taylor Jurgens, reveals the five-step formula that transformed their sales onboarding process, focusing on pure enablement and discovery mastery that got new reps fully ramped in just 60 days.

March 25, 2025

Discover the 4-step framework for successful AI sales tool implementation from a 17-year enterprise sales enablement veteran who's rolled out AI to thousands of sellers. Learn why most organizations fail by overlooking their most critical stakeholder and how to avoid the common pitfalls that doom AI initiatives before they begin.

March 18, 2025

Discover the five critical hiring mistakes that damage startup growth from Ryan Ing, a fractional sales leader who's sold for IBM, Oracle, and Shopify. Learn why hiring too senior, too junior, or sales reps with the wrong experience can waste precious time and resources—and get a practical framework for building a sales team that actually drives revenue.

March 10, 2025

Learn why proper discovery is the foundation of effective sales enablement with Jared Balzer, who shares a practical seven-step framework for gaining sales team buy-in. Learn how to avoid common pitfalls like building programs in isolation and instead create enablement initiatives that address real pain points, involve stakeholders at every level, and deliver measurable results.

March 5, 2025

Discover how Jake Hollis, "Most Impactful Leader" at OpenText, transforms struggling SDR teams by shifting focus from booking meetings to selling conversations, and implementing "everboarding" for sustained success. Jake reveals how these two fundamental changes create lasting results that turn teams into consistent high performers.

February 26, 2025

Discover how toxic leadership can silently destroy sales organizations, as revealed in a powerful discussion with Darren Hall, who scaled Avalara from $1M to $30M ARR. Learn how fear-based management crushes trust and coaching effectiveness, and explore practical strategies for building a high-trust sales culture where teams naturally evolve into communities of coaches.

February 19, 2025

The gap between sales enablement and sales teams often creates friction that holds back performance, but it doesn't have to be this way. Learn how Nicole Plant, who has led BDR teams at Float, Loopio, and Relay, breaks down the practical strategies for transforming enablement from "just the training team" into a strategic partner that drives real sales success through data-driven approaches and meaningful partnerships with both reps and management.

February 12, 2025

Learn how to successfully navigate the AI revolution in sales from Alexander Matyushenko, a Sales Enablement leader who has trained thousands of sellers at Google Cloud, AWS, and Microsoft. Discover his practical framework for integrating AI into sales organizations while retaining valuable talent, overcoming resistance, and measuring success through tangible metrics.

February 5, 2025

Discover 6 powerful frameworks that transform everyday sales challenges into opportunities for sustainable success. These resilience strategies are tested by a sales veteran Michael D’Angelo and go beyond simply "bouncing back" to help you develop a systematic approach for converting setbacks into growth, combining emotional intelligence with practical action steps to maintain high performance even during difficult times.

January 28, 2025

Transform your sales coaching approach from directive to developmental with insights from LinkedIn's Senior Leadership Development expert Nikki Schanzer. Explore how structured coaching sessions, powerful questioning techniques, and a simple mindset shift can transform underperforming sales teams into high achievers and discover the three pillars of effective coaching that led one team to achieve 57% average performance growth across 4 quarters.

January 22, 2025

Discover why the next 6-12 months are critical for adapting to AI in go-to-market strategies, as explained by AI Performance & Strategy Executive Jonathan Kvarfordt. Learn about the multi-agent future of sales, where specialized AI will handle everything from research to negotiation, while paradoxically driving a resurgence in face-to-face interactions.

January 15, 2025

When market leadership is threatened by aggressive competitors, having the best product isn't enough - you need a systematic approach to competitive enablement. Discover a proven 6-step framework that helped one company boost their win rates from 40% to 60%+ in a single quarter, along with four essential tools to empower your sales team for consistent wins against tough competition.

January 8, 2025

Sales is a performance-based career, and the truth is, without regular practice, you can't come close to success. Mastery comes through consistent effort. Let's explore why practice is so important—and why it’s crucial to practice the right things.

October 31, 2024

Learn the 3 key components to building a successful sales career from Ben Stokes, a seasoned VP of Sales who scaled his company to over $60M in revenue, led teams of 200+ reps, and coached hundreds—if not thousands—of sales professionals throughout his career.

October 23, 2024

When hiring new employees in the sales department, many companies step on the same rake. They overload newcomers with excessive information, forget about regular training and expect quick results. What result does this strategy lead to? Beginners get lost and do not show the expected results.

October 22, 2024

Learn how Ergeon leveraged AI roleplays to get 90% onboarding graduation rate for the new hires with SellMeThisPen AI

March 5, 2024

Access AI sales prompts for prospecting and AI role-play practices, and discover how to create your own tailored prompts to boost your sales efficiency.

February 23, 2024

Debunking the notion that “Practice makes perfect,”. Introducing AI roleplay as a solution for effective sales training, offering personalized, immediate feedback to ensure practice leads to improvement, filling the gap left by inadequate traditional training methods.

February 16, 2024

Learn essential advice for those starting in sales: from engaging in everyday conversations to building communication skills, to being selective and informed about your first sales job, and focusing on training and growth opportunities.

February 4, 2024

Learn how to have fun on a call, be genuine, when to share a story, and when to say nothing - all to build a connection that gets you to the next call.

January 14, 2024

Let's cook up your cold-calling game! Learn how to make your cold calls less awkward and more effective.

January 8, 2024