Top Sales Library - a resource of all things sales

Mike Schultz

4 Steps to Fill Your Pipeline with Quality Opportunities

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Prospecting is a challenge for even the most experienced sellers, and with the shift to working, buying, and selling virtually, organic opportunities to make new connections and create conversations have disappeared. There aren’t any in-person networking events, tradeshows, travel, or opportunities to grab dinner, a cup of coffee, or attend a sporting event together. Filling… Read More

4 Ways to Improve Productivity

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I can hardly read a magazine, pick up a business book, or watch a talk show without hearing someone talking about the latest trick for improving productivity. Being a skeptical person, my first reaction to these claims is “show me the research.” Sure enough, nine times out of 10 these “tips” aren’t backed by any… Read More

4 Ways to Improve Productivity

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I can hardly read a magazine, pick up a business book, or watch a talk show without hearing someone talking about the latest trick for improving productivity. Being a skeptical person, my first reaction to these claims is “show me the research.” Sure enough, nine times out of 10 these “tips” aren’t backed by any… Read More

5 Roles of a Sales Coach

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Great sales managers need to be great sales coaches, and great sales coaches do five things well. Most leaders agree the opportunity to improve sales performance through coaching is tremendous. Unfortunately, while companies are enjoying success with business coaching in general, sales coaching is often a major disappointment. When done well, sales coaching produces excellent… Read More

50 Powerful Sales Questions

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Asking incisive questions is an essential part of any sales conversation. Great sales questions help you find out what’s going on in your buyer’s world. They help you connect with buyers, understand buyer needs and what’s important to them, and help you drive the sale forward. In this guide, we share 50 of the most… Read More

9 Habits of Extreme Productivity

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The most successful sellers are motivated, proactive, focused, and goal-oriented. Indeed, they get the most done and achieve the best results in less time. So what makes these sellers significantly more productive? We all have the same number of hours in a day, yet some sellers achieve considerably more than others. The answer: They’re systematic…. Read More

9 Principles of Virtual Learning Success

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Since the global pandemic of 2020 began, virtual training has become an imperative. But designing and delivering effective virtual training is more the exception than the norm. Virtual training failure is all too common. That’s because virtual training that works is still in its infancy, and most organizations struggle to convert what works for in-person… Read More