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TV Webinars / Sales Management / Aug 22, 2017 / Posted by John Golden / 5631

Panel Discussion: How to Coach Salespeople

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Sales Experts Advice and Tips

There are numerous ways to improve sales performance, some more cost-effective than others. For example, you can simply hire more salespeople–an expensive way to go. The most cost-effective route to improving performance is coaching. Host John Golden and our panel of experts, Peri Shawn, Richard Ruff & Matt McDarby explore this vital topic.

Richard RuffRichard Ruff has spent the last thirty years designing and managing large-scale sales training and coaching projects for Fortune 1000 companies.Dick started his sales training career with Neil Rackham during the start-up years for Huthwaite, Inc.  In 2000, Dick and Dr. Janet Spirer founded Sales Momentum.  Sales Momentum specialized in designing customized sales simulations programs that focused on achieving high-impact business results. Most recently Dick partnered with John Hoskins to form Level Five Selling to create a state-of-the-art training and coaching offering using avatar-based training courses integrated with an online coaching platform that enables training and coaching anytime-anyplace. During his career Dick has authored numerous articles and co-authored Managing Major Sales and Getting Partnering Right. Dr. Ruff received his Ph.D. in Organizational Psychology from the University of Tennessee and a B.S. from Rennsselaer Polytechnic Institute.

Peri ShawnPeri Shawn is the award-winning author of the book Sell More with Sales Coaching (Wiley, October 2013).  It was named one of the top 12 business books of that year.  She teaches and coaches VPs and their teams how to coach, increase sales and improve the client experience.  You may have read some of her articles in Pipelinersales.comSellingPowerSales GravySalesforce.comEntrepreneurSales and Marketing Management Magazine and Forbes. You can discover more about her on LinkedIn.

Mathew McDarbyMatthew McDarby – Matt is the President at United Sales Resources, a sales management coaching and advisory firm. He is the author of “The Cadence of Excellence: Key Habits of Effective Sales Managers” and also the co-author of the “Managing A Social Sales Team” ebook (along with Pipeliner CRM’s Chief Strategy Officer, John Golden). He has also written dozens of white papers and research advisory briefs on professional sales. Over his twenty-year sales career, Matt has personally won and coached others to win hundreds of millions of dollars in new business.

About Author

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He has conducted over 500 video interviews of thought leaders for Sales POP! online sales magazine and has a podcast channel on iTunes that has over 350 audio interviews He is CSMO at Pipeliner CRM. He is also an Amazon best selling author of two books and In his spare time, John is an avid Martial Artist.

Author's Publications on Amazon

John Golden, best selling author of "Winning the Battle for Sales" presents "Social Upheaval: How to Win At Social Selling" to explain how every B2B salesperson can add social selling methods to their toolkits, and why it is so important that they do so without…
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FROM THE CREATORS OF SPIN SELLING―TRIED-AND-TRUE STRATEGIES TO ARM YOU IN THE WAR FOR SALES SUPREMACY "I distinctly remember my first VP talking about 'campaigns' and 'targets.' Indeed, successful salespeople have made learning from military tactics an important aspect of their careers. In this engaging…
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