It’s safe to say that nearly every sales manager has regretted at least one of their new hires. Resumes, interviews,...
The Most Common Mistake in Hiring
read more
Building Trusted Advisor Relationships in the Current Landscape
A sometimes forgotten and under-utilized aspect of the sales cycle is the importance of relationship-building with our...
Thoughts From The Top: Sales Management and The Supply Chain Struggle
Today, more and more clients are sharing a common problem. In this day of supply chain issues and extended delivery...
How To Plan Effective Global Sales Training
Companies with salespeople who sell around the globe are starting to recognize the importance of finding effective sales training to create a standardized approach throughout their organization.
When working with global customers, salespeople may find that purchasing decisions are made in a home office located in a different country. Global sales training creates consistency in the sales process, which becomes especially important when people need to collaborate with peers from different parts of the world.
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...
Post-Pandemic Optimism: Prepare Today for the Second-Half Surge
It’s hard to deny that there's a palatable optimism out in the world today. Each day, I hear people making plans for...
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.”...
The Keys to Shortening Your Sales Cycle
For cash-starved companies dealing with the lingering impact of the COVID-19 pandemic, new deals can’t be closed fast...
