All posts by Lurniture

Sales Enablement for Ongoing Sales Training

When people think about sales enablement they often think about the outbound efforts, like our friends from SalesLoft. The other use of sales enablement is as a tool to help with onboarding, continuous training, and to help sales leaders with coaching. Sales training is no longer viewed as a once a year expense at the

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Grow Sales Faster by Onboarding the Sales Reps Faster

Growing technology firms can have many challenges ranging from scaling their technology, hiring talent, and bringing in funding. The other big issue across the industry is growing sales. To grow, companies need to ensure that their sales team is running productively. B2B sales onboarding is key to get new salespeople contributing to the team. A

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How to Provide Better Sales Coaching to Your Team

For modern sales organizations, there is a view that the most important part of the manager’s job is coaching. This still seems to be an issue for sales leaders as a recent study found that 73% of managers spent less than 5% of their time coaching.   Here are a few things that a sales

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You Just Had a Great Sales Kick-Off, Now What?

Tis the season for sales kick-offs. Many companies still have physical sales kick-offs and a growing number have virtual sales kick-offs. There is a lot of work that goes into the actual sales kick-off, but less goes into what happens after your sales reps return to their regular day to day jobs. One of the

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How to Improve Your Sales Coaching

Sales coaching is one of the most, if not the most important aspects of a sales leaders job. There is a 17% performance increase for sales reps that are coached versus reps that are not coached. As we head into the New Year, sales leaders should think about what they can do to be a

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New B2B Sales Books for Your Holiday Reading

Are you looking for a great present for the sales leader in your life? Check out our list of new B2B sales books for 2016. There is a lot of variety in topics ranging from social selling to a sales managers survival guide. Give the sales manager in your life a gift that could help

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Some of our Favourite B2B Sales Training Video Channels

At Lurniture, we are big on video as a sales training program. Most modern sales organizations use many different tools and platforms for sales training. Video is a very important medium and the importance is growing over time. These are some of our favourite YouTube video channels focused on sales training and B2B sales. Jill

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B2B Sales Coaching Challenges

Modern sales organizations understand the benefits of sales coaching. Many studies have found that sales coaching is the most important activity for a sales manager. Great coaching translates into reps selling more, customers being happy, employees being engaged, successful team members being promoted, and much more. Like many things in life, it is much easier

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Onboarding Sales Reps in the New Year

The New Year brings many things to a sales team, but probably the most impactful is new sales reps. There are many benefits to successfully onboarding the new sales rep. These sales reps being effective will be one of the keys to sales success for the year and future years. There are many thoughts on

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