I was thinking recently about the twin challenges facing sales leaders who are hoping to achieve sales...
Does Your Sales Team Pass the “Candy” Test? Analyzing Skills and Processes
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Assimilating Your Sales Teams in a Merged Company Environment
The great Greek philosopher Aristotle once proudly pronounced that “the whole is greater than the sum of its parts.”...
Six Remote Sales Trends to Watch in 2021
For those in the sales profession, 2020 has been a year of firsts – most of which we’d care not to repeat in a hundred lifetimes.
4 Ways to Calibrate Today’s Expectations Against Tomorrow’s Hopes
“You must never confuse faith that you will prevail in the end—which you can never afford to lose — with the...
6 Steps to Creating a Successful Sales Business Plan
In a study cited by Forbes, sales reps who strategically plan their activities spend 18.9% more time selling than...
Selling to Purchasing Managers
It used to be, as sales professionals, that the purchasing or procurement manager was the unseen force that stood in...
5 Ways to Improve the Impression You Leave with Buyers
As business leaders, we know that vague concepts can be deal-killers – and something as essential to the seller-buyer...
Five Steps to Awaken the Dead Deal
There’s nothing more satisfying than the afterglow of a solid sales presentation. You are certain you’ve knocked it...
Avoid These Five Pitfalls and Be an ROI Champion
There was a time, perhaps, when a glowing smile, a handshake, and a swipe of the pen was all it took to renew a year...
Selling to the C-Suite: Five Keys to Success
The boss, truly, is in charge. If selling during the pandemic has taught sales leaders anything, it’s that many of our...