It’s common for exciting new reps to leave their training, glance at their sales playbook once or twice, and then never again, even when more experienced reps (and managers and trainers) tell them that it can be a handy tool for closing sales. Is it because the sales playbook is…

If you’re training a team of reps, it’s common for your wisdom to go in one ear and out the other. In a post-COVID world, you may also be fighting with training sessions that are hybrid or are on an all-virtual platform for the moment, which can make your team…

If you’re in a large (Zoom) room with a projector and attendees with a bunch of notebooks, you may feel like you’re missing the mark. This isn’t about memorizing a bunch of facts and hoping they can recite them when needed. Sales is about skills. It may be a good…

When battlecards are done right, your sales reps can maximize the chances of closing deals when going head-to-head with a competitor. Battlecards have become a key tool in a sales rep’s toolbox, offering a quick summary of all the information you need about specific competitors so you’re able to focus…

Battlecards can be one of the most influential and useful tools for your sales team — but in order to be the tool you need them to be, you have to make sure that your battlecards are set up correctly, to begin. Think about why you need to keep your…