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Get past "no" and move closer to the sale

Posted by Sharmini Berwick
3/9/17 5:30 AM

 

No one likes hearing the word “no.” For many people, the word evokes such a visceral reaction that it often affects drive and performance. Salespeople face rejection everyday, and giving up isn’t an option. In fact, it can provide an incredible opportunity to turn the “no” into a yes—if you know how.

 

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Topics: sales coaching, sales improvement, sales effectiveness

Unlocking a Sales Professional’s Potential by Improving Frontline Sales Manager Effectiveness – Part 1

Posted by Paul Ironside
3/6/17 12:01 AM

Moving Beyond Rep Development: Learning as We Go

 

“Joel is definitely not renewing this relationship” was a recent note I received from a key contact at...ahem...a customer who is now tagged in our customer success application as “Severe Risk”.  I’ve been the CEO of CommercialTribe since we founded the company three years ago.  And while today we’re fortunate to call some of the world’s most progressive companies customers, the below note is not necessarily focused on our successes, rather in what we’re learning from our failures.  

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Topics: sales coaching, frontline managers, sales effectiveness

CommercialTribe: Transforming The Sales Tech Landscape

Posted by Sharmini Berwick
3/3/17 12:09 PM

 

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Topics: Sales Enablement, Marketing, Company News, Development, CommercialTribe, sales coaching

The 2017 Startup Sales Stack Report

Posted by Sharmini Berwick
2/26/17 8:00 AM

 

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Topics: Sales Enablement, Marketing, Company News, Development, CommercialTribe, sales coaching

4 Quick Fixes to Make Sure your Sales Kickoff Provides Enduring Impact

Posted by Sarah McDonald
1/26/17 6:00 AM

 

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Topics: Sales Enablement, Message Adoption, Sales Leadership, Development, sales coaching, Sales Kickoff

Why Seller Motivation Needs a Makeover

Posted by Jonathan Palay
12/1/16 10:10 AM

By some estimates today there are more than 10 million sales people in the world, also known as professional persuaders. Today, the sales organization exists to organize and drive those sellers toward the actions needed to transact revenue, leading to the creation of what has been described as a coin-operated, compliance-driven culture.

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Topics: sales coaching

Unleashing Energy: 3 Steps to Improving Middle Sales Performers

Posted by Sharmini Berwick
8/23/16 4:21 PM

 

The buzz continues these days around salespeople who are swimming in the middle of the bell curve—that complex group otherwise known as middle sales performers. Do a search and you can find lots of information about how to identify middle performers, how they stack up compared to others (the 20/60/20 rule), and the impact they have on business.

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Topics: Sales Enablement, Sales Leadership, sales coaching, moving the middle, sales improvement, video practice, spotlight


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