According to CSO Insights, 94% of businesses have increased their targets but only 44% believe their sales strategy is...
Benefits of Organization-Wide Sales Training and Coaching
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How to Win at Sales in the Distribution and Franchise Channels
The year 2021 has brought in new sense of optimism for channel networks, distribution networks and franchises. A...
Space – The Learning Frontier: How Brooks(OS) is Making Lessons Stick
In the famous science fiction franchise “Star Trek,” space was considered the final frontier. At The Brooks...
Four Sales Takeaways After a Life-Changing Year
Co-written with Juan Kingsbury, Founder, Career Blindspot When Bob Dylan sung about how “The Times, They Are...
Beyond Thought Leadership: Becoming a Sales Guide in an Overwhelming World
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...
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.”...
Email, Zoom, Phone… What’s the Best Way to Make a Connection?
Though the end of the COVID-19 pandemic may soon be approaching, it’s clear that our buyers will want us to keep our...
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...