What is the average lifespan of relevant sales knowledge? Given the acceleration of product lifecycles, expansion of competitors, constant churn of in...
5 Tips to Improve Your Prospecting Approach
5 THINGS TO IMPROVE YOUR PROSPECTING APPROACH We often read that cold calling is dead, prospecting is out, and social selling is the modern way to c...
Personality Traits to Look for in a Sales Team
Why is it that the image of the salesperson in popular culture today is so unflattering? Typically, the suave risk-taker takes no prisoners and lives ...
Executive Messaging: Elevation and Timing
In our experience, most executive selling focuses on the elevation of the message, and overlooks the factor of timing. Successful executive-level sell...
7 Deadly Sins of Sales
7 DEADLY SINS OF SALES When it comes to executing your sales process, things can be going along swimmingly, with the close within reach … until ...
Are You Reviewing Game Film to Improve Sales?
Are you reviewing game film to improve sales? The connection between study and greatness If there’s one thing that every great athlete and coach h...
Scary vs. Savvy Salespeople
In one of the more popular recent posts on LinkedIn, an executive discusses who he considers to be the most frightening people in business: salespeopl...
Effective Sales Messaging
When a sales team is challenged with a small pipeline, has deals that are getting “stuck”, or is suffering from a high loss rate, these problems a...
The Five Biggest Problems with Your Sales Messaging
Sales messaging is vital to the success of your sales force, so why isn’t yours working? Let’s look at five significant problems with inef...
Three Signals That Your Sales Messaging Is Outdated
THREE SIGNALS THAT YOUR SALES MESSAGING IS OUTDATED Sales Messaging Are you keeping up with the times when it comes to your sales messaging...