Sales Conversation Metrics: What to Measure When Reps Sell in Person
Which sales conversation metrics to measure, how to read talk ratio and question rate together, and how to adjust the metrics when reps sell in person rather than on calls.
How to Track Sales Objections When Your Team Sells in Person
A practical method for tracking the objections a sales team hears, written for field teams whose managers can't listen in. Covers the fields an objection log needs, a category list, three ways to c...
Field Sales Coaching: How to Coach Reps When You Can't Sit In
How to coach field reps when you can't sit in on their meetings, using recordings, notes, team objections and follow-through. Covers a weekly coaching rhythm, reinforcing training in live conversat...
AI Notes for In-Person Sales Meetings (No Bot Required)
An AI note taker for in-person meetings records on a phone in the room, so no bot is needed. This guide covers what good sales notes contain, the routine around each meeting, where transcription fa...
Buying Signals: How to Spot Them in a Sales Conversation
A buying signal is anything a prospect says or does that shows they're moving toward a purchase. This guide covers the types, examples, false signals, how to respond, and how to read and capture si...
Talk-to-Listen Ratio in Sales: How Much Should a Salesperson Talk?
There's no single right talk-to-listen ratio: how much a salesperson should talk depends on the meeting type. This guide covers how to calculate it, how talk time shifts by meeting and stage, and h...