5 Tips on Coaching a Sales Team

5 Tips on Coaching a Sales Team

“It can be hard for a salesperson to admit their flaws and areas of improvement with someone internal that’s responsible for giving them pay raises or merit increases. We find that we can achieve faster development because their salespeople are honest with us about things that they’re struggling with.” 

This week’s 5 tips session features our Director of Coaching, Matt Schultz, and his 5 tips on coaching a sales team as if you’re a business owner or a sales leader. 

Matt Schultz 5 tips on coaching a sales team:  

  1. Make sure your sales representatives speak slowly.
  2. For every interaction they have, they need to have a goal.
  3. Sales teams need to ask quality questions.
  4. Prepare your team for sales objections.
  5. Practice, practice, practice.

     

    About Matt Schultz

    Matt Schultz has a passion for coaching and helping develop others, making him a great fit as an Executive Sales Coach and Director of Coaching at MYB2BCOACH. Matt works with our client’s sales teams to help them transform their sales knowledge into skills by conducting bi-weekly coaching sessions utilizing our AI software. Matt has 20 years of experience in sales and sales management in B2B sales 

    About MYB2BCOACH

    MYB2BCOACH is the sales coaching company for small to medium sized businesses. Designed to leverage the combined knowledge of business’s leadership, MYB2BCOACH uses training to instill practical skills that become second nature to sales team. With a proven process build on strategy, training, accountability, and A.I. sales coaching software, sales team be come confident, comfortable, and conversational in every aspect of sales. The outcome of this is new clients, improved profits, increased commissions, and overall job satsfication for sales organizations.

    5 Tips on Webinars

    5 Tips on Webinars

    Serial entrepreneur and Executive Sales Coach, Jay Fairbrother with MYB2BCOACH, shares 5 expert tips on giving webinars. 

    Through years of experience, Jay Fairbrother has become an expert on delivering engaging and effective webinars. Listen in to his expert tips to sharpen your public speaking and presentation skills when it comes to webinars! 

    Jay’s 5 Tips on Webinars

    1. Keep it interactive. Ask questions and conduct a poll. 
    2. Never read from the slides, and don’t have complete sentences in your slides. 
    3. Slow down, it helps poeple better process the information you are sharing. 
    4. Personalize it! People relate to stories more than facts. 
    5. Be careful with live Q&A. A lot of times, presenters will do “moderated Q&A” or have prepared questions. 

    About Jay Fairbrother

    A serial entrepreneur, Jay has founded, purchased and/or sold seven business across several industries. Jay has built many sales teams from the ground up and trained hundreds of salespeople. As a consultant, Jay has been involved in many startups and is highly skilled in recruiting, operations, and marketing. He knows firsthand how to implement processes and successfully scale a business. Once awarded the #2 Best Place to Work in Pennsylvania, Jay is also adept at building culture. Jay is a former President and Board Member of the Pittsburgh Chapter of the Entrepreneur’s Organization and has been awarded Entrepreneur of the Year. Of all his experience, he is most passionate about consulting, coaching, and training sales teams. 

    About MYB2BCOACH

    MYB2BCOACH is the sales coaching company for small to medium sized businesses. Designed to leverage the combined knowledge of business’s leadership, MYB2BCOACH uses training to instill practical skills that become second nature to sales team. With a proven process build on strategy, training, accountability, and A.I. sales coaching software, sales teams become more confident, comfortable, and conversational in every aspect of sales. The outcome of this is new clients, improved profits, increased commissions, and an increase in overall job satisfaction for sales organizations. 

    5 Tips on Meditation

    5 Tips on Meditation

    Consciousness and a person’s mind are fundamental to everything they do.  

    This week’s 5 tips are on meditation with renowned expert, Dr. Mark Pirtle of SkillfullyAware. Mark helps people understand what their consciousness is, how to work with it, and most importantly, how to influence it so a person can serve a purpose larger than themselves.  

    Meditation is something that every individual, especially business owners and entrepreneurs, can benefits from. Check out Mark’s 5 tips below and listen to the whole conversion on video!  

    Mark’s 5 tips on meditation 

    1. Know what meditation is and the five aspects of beginning practice.  
    2. Meditation is never urgent, but it will always be important.  
    3. Never say, “I can’t mediate”. Instead, celebrate remembering.
    4. Meditate like a pro every day, even if it’s only for 5 minutes.
    5. Intention is everything. 

    About Dr. Mark Pirtle

    Mark is an Integral Therapist, teacher, speaker, author and filmmaker, as well as the founder of SkillfullyAware. He holds a doctorate in physical therapy and has been a practitioner of mindfulness and meditation for decades. With a unique holistic perspective of stress and illness, Mark can recognize patterns and connect dots that others miss. He employs healing resources selected from today’s integral knowledge base spanning the domains of science, behavioral health, wellness, meditation, leadership, and spirituality.  

    Mark is also a creator and publisher of various mindfulness and meditation resources including a full-length documentary film titled: “Is Your Story Making You Sick?”.  

    Learn more about Dr. Mark Pirtle here:  

    About SkillfullyAware

    SkillyfullyAware is an evidence-based program designed to help individuals successfully cope with stress and illness and work toward more health and happiness. Dr. Mark Pirtle has applied 25 years of clinical study and practice to develop this evidence-based and easy to follow program which has helped thousands of people suffering from stress-related conditions.  

    Get connected and learn more about SkillyfullAware here: 

     

    5 Tips on Exit Strategies

    5 Tips on Exit Strategies

    Business planning expert and founder of the Bankable Exit, Byron McFarland of the McFarland Group, shares 5 tips on exit strategies for business owners. 

    Here’s a quick summary of Byron’s 5 tips for business owners and entreprenuers on exit plans. Listen to the entire conversation with Byron in the above video!

    1. Know your number. This means, knowing how much you need to receive net after tax, net after expenses, net after paying your key employees their incentives, and debt in order for you to be financially independent in the aftermath.  
    2. Know the approximate value of your business 
    3. Know the terms of payment for your transaction, because not every transaction is the same. Depending on who your buyer is will determine the terms of payment. For example. an outside strategic buyer will be predominantly cash vs selling to management which will likely be an exchange of stock for a big note. Knowing this will help with planning.  
    4. Inventory all your resources that will help you realize financial independence. This includes your building, building rents, your 401k, stocks, bonds, and other investments. Inventory all of these assets and have your financial advisor incorporate them into your financial model.
    5. Know how you’re going to provide for healthcare continuation after the sale, because this is the most surprising item that business owners forget to plan for. It’s likely you’ll no longer be on a group insurance plan that provides world-class benefits, but instead under the Affordable Care Act which can be quite different. 

    About Byron McFarland

    Byron is the founder of The McFarland Group and has over 30 years of experience providing business owners with strategic guidance. He’s a master at simplifying complexities, collaborating with advisors and providing unique solutions that allow his clients the clarity to act with confidence. He’s spent many years as an expert in the financial services field, and is the publisher of the Bankable Exit and the Bankable Buyer. Learn more about Byron McFarland here:  

    About The McFarland Group

    The McFarland Group specializes in partnering with entrepreneurs as they make plans to leave their business to the next generation. This includes strategies to grow the business’s value, retaining key talent, and creating financial feasibility when it comes time for entrepreneurs to transfer ownership and responsible, call the Bankable Exit. Learn more about the McFarland group here:  

    5 Tips on Marketing with yorCMO

    5 Tips on Marketing with yorCMO

    Expert marketer and iDea guy, Joseph Frost provides entrepreneurs and business owners these 5 tips that are core to any marketing strategy.

    Here’s a quick summary of Joseph’s 5 tips. Be sure to listen to the full video for more indepth details on each of the following:

    • Marketing doesn’t change. There are six components to marketing that are fundamental and industry agnostic. Know these.  
    • Understand your buyer and their journey to becoming your customer.  
    • Know the two things that are most important about what you do for your target audience, and center your positioning around this.  
    • Marketing’s purpose is to drive sales. Do not have marketing that is creative for creative sake or branding for branding sake. Marketing needs to drive sales. 
    • Have a cadence for planning and accountability that’s centered around a weekly 30 minute marketing check-in. 

    About Joseph

    Joseph Frost is the cofounder of yorCMO and  is a self-proclaimed iDea guy and action hero, focused on building the perfect practice for CMOs to deliver unbiased marketing expertise to all yorCMO clients. 

    About yorCMO

    yorCMO helps businesses seeking assurance that their marketing is working for them, that it drives sales and that it works to meet strategic objectives. yorCMO accomplishes this for businesses by providing a fractional CMO that coaches and helps build a marekting strategy and then executes against it over an 18 to 24month period.

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