Category: Sales Training

Ever wonder why some reps win while others keep losing deals? This article exposes the scariest sales behaviors still lurking in B2B teams—and what high-performing sellers do differently. Transform your approach and stop spooking your buyers.

One-on-one meetings aren’t just check-ins—they’re powerful levers for developing talent, reinforcing culture, and driving sales performance. This post breaks down how sales managers can run high-impact one-on-ones, from preparation and structured agendas to coaching frameworks like ROAM, SLED, and SOIL, so managers can move beyond status updates and turn every meeting into measurable growth.

Most salespeople work hard, but effort alone doesn’t explain why some consistently outperform the rest. Years of top-performer research reveal clear patterns in the mindsets, skills, and behaviors that drive lasting success. This post explores what sets high performers apart and how Modern Sales Foundations helps teams replicate those results.

Most sales training feels inspiring in the moment but fails to deliver lasting change. The problem isn’t the reps—it’s the design. In this post, discover why traditional “one big blast” training falls short and how a modern, manager-led, science-based approach can turn learning into real behavior change and measurable sales results.

Discover how to master today’s complex B2B sales environment. Learn proven strategies, frameworks, and systems to navigate buying committees, align your teams, and drive predictable growth in a high-stakes sales landscape.

Negotiation isn’t just about knowing the basics; it’s about how you put them into practice when the stakes are high. In this article, we explore five more advanced negotiation tools—from creative concession-making to bundling—that will help you protect margins, build stronger client relationships, and approach every deal with greater confidence.

The top 4% of B2B salespeople haven’t changed their approach nearly as much as others. This blog explores why buyer-centric, consultative selling has set them apart for decades, how it differs from traditional sales tactics, and what modern buyers really expect from sellers today.

Negotiation isn’t just about closing the deal—it’s about how you close it. In today’s competitive sales landscape, the best salespeople don’t rely on slick tactics or one-off tricks. They build value through collaboration, ask smarter questions, and know how to protect margins without undermining client trust. In this post, we’ll break down five essential negotiation concepts that every salesperson should master to win more deals, drive profitability, and build long-term relationships.

Negotiation isn’t just about closing the deal—it’s about how you close it. In today’s competitive sales landscape, the best salespeople don’t rely on slick tactics or one-off tricks. They build value through collaboration, ask smarter questions, and know how to protect margins without undermining client trust. In this post, we’ll break down five essential negotiation concepts that every salesperson should master to win more deals, drive profitability, and build long-term relationships.

Today, we’re diving into a topic that can make or break a sales organization: how to build and lead a high-performing sales team.  This is a big one. It involves hiring, training, coaching, managing, motivating, and leading. It also involves some choices:   Will you lead reactively, with good intentions but little structure? Or will you […]