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Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires multiple ...

In Part 1 of this two-part series, we presented research that draws conclusions between seller retention and a company’s...

You don’t have to be a baseball fan to enjoy the movie Moneyball with Brad Pitt and Jonah Hill. The movie is an account ...

One key takeaway from the pandemic is the heightened importance of how sales managers communicate with their teams. Sinc...

If you are a transitioning sales leader, welcome, the clock is ticking… Faced with rigorous pressure to emerge victoriou...

What is the most expensive decision you can make as a frontline sales manager? Hands down, it's deciding who you'll brin...

The great Resignation. Realignment. Reshuffling. Whatever you call it there is a lot of movement in sales organizations ...

For a growing company, more than half of revenue comes from existing customers. The CRO has clear revenue generation pro...

Consider this: Your company is growing and acquired several smaller players in your space in recent years. The newly com...

Great sales leaders demonstrate three traits consistently: They are great sellers They are great coaches They are great ...

What if today’s unprecedented hybrid world can help build stronger relationships with customers? What if we became the t...

Do you wonder why the most successful sales leaders in your organization reach their goals every quarter? They focus on ...

Achieving sales goals is an essential part of sales management. While an annual sales goal may be “imposed” on a sales m...

The salestech landscape continues to explode, with more than 1200 solutions currently available for growth leaders to pu...

It may seem like a lifetime ago, but early in the pandemic people thought “Work from Home” was just a temporary disrupti...

Welcome to 2022 – the complexity and confusion of our world continues! Confidently navigating change is table-stakes for...

Have you bought a car in the last 18 months? If you want to take a trip down memory lane, walk into a car dealership and...

There are four key components to effective sales strategy: Who you are selling to What you are selling How you are selli...

In the sports world, coaches and managers are evaluated on one metric: winning. In the corporate world, victories are ju...

Given the number of challenges sales organizations have encountered during the Covid pandemic, it is easy to lose sight ...

It's been quite a year for sales leaders across the country. Before we gaze ahead to 2022, we want to take a quick look ...

How often do your well-intentioned sales training efforts result in direct pushback or a bit of passive resistance? You ...

Pipeline management is an ongoing challenge for sales managers. While it may seem that a pipeline with more opportunitie...

Immediately following the announcement of the Omicron COVID-19 variant, commercial leaders began questioning their sales...

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit fro...

Previously, we discussed why “linearity” doesn’t work when managing enterprise sales opportunities. Selling to the enter...

For some people, the word “sales” comes along with its own set of baggage and negative connotations. Your point of refer...

Many senior sales leaders are enamored with “linearity”- the concept that the sales process can be broken into monthly, ...

We once consulted with a VP of Sales who worked for a large Fortune 50 financial services firm. He was having, like many...

Sales Loves Collaboration Whenever we work with groups of salespeople, there is one prevailing theme: They love to inter...

Willie Sutton, an infamous bank robber, was asked why he robbed banks, and he responded, "Because that's where the money...

What sets CEOs of high-growth companies apart in 2021? Much of it comes down to focus and conviction. As part of a sever...

If you sell technology solutions, you know that meeting with Technology Officers early in the sales process can dramatic...

Some of the most valuable and fastest-growing organizations in the world are known — for better or for worse — for their...

In our research report 5 Hallmarks of High-Impact Sales Organizations, we identified sales coaching as the top sales man...

When navigating a large, complex sales opportunity, one of the most important relationships a sales rep can cultivate is...

Nearly 1 year ago, the economy had come to an abrupt halt as many organizations waited to be ushered into a "new normal....

“Do you mind if I ask you a few questions to understand your needs better?” This is the go-to line most salespeople use ...

Many companies are wrestling with the question about what their future work environment looks like as they emerge from C...

Many sales organizations have become overly reliant on their top sales performers to achieve their goals. While it is co...

Inevitably at some point during a sales call, the customer will ask, “Who else have you done this for?” What they’re rea...

Blended learning approaches are certainly not new, but given the challenges over the past 18 months, we are seeing many ...

We recently joined other revenue leaders to discuss mid-year opportunities for re-energizing sales teams with special in...

In B2B sales, driving revenue from existing accounts is far easier than landing new customers. With so much opportunity ...

The success of a sales training initiative is based on multiple considerations as noted in my prior blog posts: How to C...

In previous blogs, we discussed how to prepare for a meeting with a key executive (see here and here). But the 800-pound...

Microsoft CEO Satya Nadella often speaks of how his career – and his company – have been shaped by empathy. He views it ...

How do you prepare for a meeting with a CXO or other important executive? A friend of mine who is a senior investment ba...

Most companies don’t go through the process of hiring a sales training partner very often. When they do, they’re often l...

When companies experience sales challenges, they often view sales training as the solution. While training can impact sa...