Archive
Category: Sales Coaching
How to Coach Sales Reps: Give Them the Next Question
I’ve watched dozens of sales managers sit down with a struggling rep. They pull up the last call. They explain what good discovery sounds like.…
Virtual Sales Training: The Format Is Not the Problem. The Follow-Up Is.
By Ken Lundin, CEO of RevHeat Virtual sales training works. The problem is nobody checks whether the rep actually ran it on the next call.…
Sales Onboarding: Why Week Four Is When the Playbook Slips
I certified a rep on Thursday. He could walk me through every stage of our discovery framework. By the following Tuesday, I listened to his…
Gong alternatives: 7 options and the question to ask before you switch
7 Gong alternatives, sorted by what you need. What each vendor says on its own site, checked 7 October 2026, and the question to ask…
Best sales coaching software: 9 options and the 3 kinds they come in
9 sales coaching software options in 3 kinds. What each vendor says on its own site, checked 7 October 2026, and the one question to…
12 Sales Training Companies Worth a Call (Checked Oct 2026)
12 sales training companies, what each is known for and who each suits, read from their own sites. Plus the one thing that decides if…
Sales Methodology Training Wears Off in 30 Days: What Holds
The problem with sales methodology training isn’t that you picked the wrong framework. I’ve watched this pattern for fifteen years. Companies spend six figures rolling…
Leadership Sales Coaching: What the Owner of the Number Should Coach, and What to Hand Off
Most leadership sales coaching fails because you’re spending time on the wrong skills. I’m Ken Lundin. I’ve run the number long enough to know the…
Discovery Call Questions: The Six a Rep Must Ask Before Price
I’ve listened to hundreds of discovery calls. Reps had perfect question lists printed beside the keyboard. They asked exactly three before the buyer said “just…
Sales Coaching for Managers: One Move Per Rep Beats Monthly Reviews
I’ve watched sales coaching for managers turn into a monthly ritual that feels like progress. But it arrives three weeks after the rep stopped asking…