Most of our clients have a broad product family, a fast rate of new product launch, and limited training time for their sales force. While there are a...
6 Barriers to Effective Sales Team Meetings and How to Avoid Them
6 BARRIERS TO EFFECTIVE SALES TEAM MEETINGS AND HOW TO AVOID THEM Sales team As we enter the summer months, many sales leaders are fiercely fo...
Endurance: A Key Attribute for Successful Salespeople
ENDURANCE: A KEY ATTRIBUTE FOR SUCCESSFUL SALESPEOPLE The Great Ethiopian Run, run in Addis Ababa, is a 10k road race that has taken place at the en...
Summer ‘sales’ must-read
Summer is approaching quickly. If you’re a sales pro behind on your number or a manager with a team that could use a tune-up, one of the books on th...
Perform or Transform?
Today’s business environment rewards organizations that are able to change – often and quickly. Today’s environment also focuses on delivering r...
The Sales Performance Curve
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 ...