Sales Coaching teaches sales skills and drives seller behavior. Deal Coaching drives strategic deal pursuit and buyer behavior. What sets world-class sales managers apart from their peers is that they spend more time on deal strategy and deal execution activities. While Sales Coaching has an indirect impact on revenue, Deal Coaching has a direct impact.

I’ll share four practical tips that you can put into practice on your next sales presentation. Adopt these top dos and don’ts to keep buyers engaged.

Ring that gong! Imagine a year when sellers meet quota every quarter and your company surpasses sales forecast. Not so fast. According to CSO Insights, 60% of forecasted deals never close.