We are overwhelmed with information. Like a tidal wave of alphanumeric characters, thought leadership content has...
Does Your Sales Team Pass the “Candy” Test? Analyzing Skills and Processes
I was thinking recently about the twin challenges facing sales leaders who are hoping to achieve sales...
Pent-Up Demand: Are You Ready for What’s Next?
I recently returned from maternity leave – which, along with my pregnancy, was a 12-month stretch that roughly tracked...
Sales Agility in a VUCA World: 10 Keys to Separating the Agile from the Fragile
It’s the turn of the 20th century, and like most salespeople of this era, you are riding a company horse from business...
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.
Negotiating Your Number: Four Keys to Calibrating 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...
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...