Blog | WBA

Jun 3, 20225 min read

Why is it extremely difficult to analyze the results of training programs?

Analysing the results of training programs is extremely difficult. L&D teams are challenged to demonstrate the value that programs...

Things to consider when designing a sales contest

Rakesh Gopinathan

Jun 3, 20223 min read

Things to consider when designing a sales contest

Sales reps face an incessant cycle of cold calling, following up, repeating the same pitch, and chasing seemingly unattainable leads. The...

Objection Handling Techniques All Sales Professionals Must Conquer

Rakesh Gopinathan

Jun 3, 20226 min read

Objection Handling Techniques All Sales Professionals Must Conquer

Real objections are gifts. Prospects are giving you precisely what you need to address in order to keep deals moving forward. Without...

Rakesh Gopinathan

May 31, 20224 min read

Why You Should Be Scoring Sales Reps

Sales managers need a way to rank their Sales Development Reps (SDRs) on performance. Having a scoring system in place for SDRs and other...

Why design effective training interventions?

Rakesh Gopinathan

May 31, 20222 min read

Why design effective training interventions?

Designing effective training interventions Training is really about the communication of ideas. If a trainer is communicating with their...

What is employee engagement and why is it important?

Rakesh Gopinathan

May 31, 20224 min read

What is employee engagement and why is it important?

For remote teams, having engaged employees is not only crucial but it’s a whole different challenge than for an in-person workplace....

What's your Voicemail Tactics to Get More Call-backs

Rakesh Gopinathan

May 29, 20223 min read

What's your Voicemail Tactics to Get More Call-backs

Reps always ask me whether or not they should even leave voicemails anymore since they almost never get a call-back. My response is yes –...

Rakesh Gopinathan

May 29, 20223 min read

Communication Styles

Do you know how your communication style is perceived? To progress in your career it is vital that you communicate in an assertive way....

Rakesh Gopinathan

May 29, 20223 min read

Writing a Good Course Outline

A good course outline allows participants to assess the course for fit with their learning needs, clearly understand what is expected of...

Creating a Workshop or Course Proposal: How to Write a Proposal to Teach a Course or Workshop

Rakesh Gopinathan

May 29, 20225 min read

Creating a Workshop or Course Proposal: How to Write a Proposal to Teach a Course or Workshop

You have an idea for a non-academic course or workshop you’d like to teach and you want to approach a local continuing studies...

Target account sales model advantages and disadvantages

Rakesh Gopinathan

May 28, 20223 min read

Target account sales model advantages and disadvantages

Before throwing all of your current sales strategies in the trash and investing all of your time in TAS, you still need to be realistic...

Rakesh Gopinathan

May 28, 20226 min read

How to make TAS work for your team

Imagine a sales funnel where every lead is high value. Every prospect is a perfect fit. Every deal turns into a lifetime customer....

How to Use Market Intelligence For Better Results in Sales Leads Prospecting

Rakesh Gopinathan

May 28, 20225 min read

How to Use Market Intelligence For Better Results in Sales Leads Prospecting

“When we conduct market intelligence that is needed to generate the best possible list of sales leads, we look into many things. We look...

How to solve a client problem before they have it

Rakesh Gopinathan

May 25, 20224 min read

How to solve a client problem before they have it

Ask any salesperson if they would like to be their client's trusted advisor and you will find few rejecting the opportunity to claim that...

Rakesh Gopinathan

May 25, 20224 min read

Discovering the undiscovered

If the intention of your discovery questions is to elicit a problem so you can sell your "solution," you are not really doing discovery....

What Metrics would be critical to keep a healthy scorecard?

Rakesh Gopinathan

May 24, 20224 min read

What Metrics would be critical to keep a healthy scorecard?

Everything is important, but not everything can most important. When it comes to metrics, more is not always better. There are, however,...

Your Road Map For Building Customer Engagement

Rakesh Gopinathan

May 23, 20224 min read

Your Road Map For Building Customer Engagement

WBA offers a process roadmap to help organisations implement a KAM approach. This process is a proven methodology for transforming...

Key to your first ten Customers is not about Sales its all about your product - Get beyond

Rakesh Gopinathan

May 23, 20223 min read

Key to your first ten Customers is not about Sales its all about your product - Get beyond

Selling your product or service, to everyone that wants it, is every entrepreneur’s dream. To have an idea, build it, and sell it is a...

What is the story with soft skills and power skills? Are they different?

Rakesh Gopinathan

Apr 13, 20226 min read

What is the story with soft skills and power skills? Are they different?

Well, they are in fact the same thing. They are just referred to these days as power skills instead of soft skills because they are in...

Rakesh Gopinathan

Apr 13, 20223 min read

Design a Stunning Story

The power of using stories in sales is pretty well known, however, they are way more impactful right now than ever before. In this post...