B2B sellers today typically sell to a buying group, not an individual—and buying groups are getting bigger. You know a...
How to Overcome B2B Buying Group Challenges
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4 Sales Strategies for B2B Opportunities
B2B buying and selling continues to present new challenges for sales leaders. As buyer preferences and behaviors...
Sales Leadership in Uncertain Times
I have a hypothesis: I believe most business leaders feel the same today as they did when the pandemic started. The...
How to Drive Sales with a Customer-Centric Strategy
Retaining customers is the number one priority of sales leaders this year, according to the 2025 Sales Leader Report....
How to Align Sales Training with Business Goals
We asked hundreds of B2B sales leaders about their business goals, priorities, and plans to achieve sales excellence....
Winning Over Buying Groups: How to Sell to Multiple B2B Decision Makers
B2B buying groups are larger than ever. Ten to fifteen years ago, a seller could huddle up with three or four decision...
Your 4-Step Roadmap to Acquire New Customers
There are two primary ways to grow a business: expand existing accounts or acquire new customers. If you’re a sales...
Sales vs. Account Management: What Every Sales Leader Needs to Know
Understanding the difference between landing new business and managing existing accounts is critical for your sales...
How to Plan a Sales Enablement Strategy for Sustainable Revenue Growth
B2B buyers are changing, and the skills your sellers need are changing too. If you don’t have a sales enablement...
The Difference Between Customer Satisfaction vs. Customer Loyalty
Recently I was talking to one of our sales trainers about the difference between customer satisfaction and customer...