Category: Sales Coaching


The Ohio Small Business Development Center (SBDC) at Youngstown State University is partnering with Keylan Management Group to offer a workshop to address topics essential for success in sales. For over thirty years, the Ohio SBDC at YSU has accelerated business growth, helped to create jobs and contributed to the economy by providing consulting and training to existing […]

Traditional cold calling results in about a 1% to 3% conversion rate for getting an initial appointment. So, is it any wonder that 53% of sales professionals give up too easily when cold calling and 48% are afraid to pick up the phone and make cold calls? When that same call (or email) is made with […]

What is a CRM (Customer Relationship Management) system? These systems are cloud-based programs that allow sales reps to perform a variety of functions such as loading prospects from a Microsoft Excel or .CSV file, entering sales activities, maintaining pipeline by sales stage, updating notes and contact information for prospects, clients, and Centers of Influence (COI), and […]

How many of you have sales goals for yourself, direct reports or for your company, but are unable to articulate the metrics needed to achieve those goals? For example: Is 10 prospect meetings per week realistic? How will you obtain these meetings? Will you use inbound marketing, cold calling, networking groups, or other methods? Oftentimes, when […]

What’s Missing? According to the U.S. Small Business Administration, about half of small businesses survive five years. A recent internet search for articles about the challenges small businesses face yields quite a few results. There are useful pieces on trends such as found in USA Today as well as articles like “The 6 Toughest Problems for Every Small […]

Are You Building a Championship Team? Recently Rex Ryan, former NFL coach and current ESPN football analyst, spoke about the priorities of the Green Bay Packers’ yet-to-be-named new head coach. The team, with 5 wins, 7 losses and 1 tie has not performed to its potential and had suddenly fired long time coach, Mike McCarthy, […]

Message to Business Owners: Get Social Your salespeople face greater challenges to winning new accounts than ever before. According to CEB, the buying decision process is 57% complete even before a prospective customer talks with a salesperson. This means that prospects are well informed about your company and your market so it is much more difficult […]

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