When sales performance lags, organizations often wonder: Should we invest in sales training or sales transformation? Sales training addresses a focuse...
Sales Are Down. Where Should You Place Your Next Bet?
When sales performance declines, the instinct is often to blame the sales team. But a performance drop rarely has a single cause. The Kodiak Five-Area...
Why Great Sales Teams Still Lose to the Status Quo (and How to Change the Conversation)
A Kodiak Group client sold into surgery centers. Their product was strong, their discovery conversations were thorough, and their sales team consisten...
Kodiak Is Not Another Consulting Deck. We Work With the Team Until the Operating System Is Real
A board-ready strategy isn’t the same as a field-ready sales organization. We saw this recently with a B2B company whose board engaged a major s...
How to Improve Sales Performance in a PE-Backed Company: What Actually Works
Private equity moves fast. After a transaction closes, growth expectations rise quickly. New products need to get to market. Acquisitions need to be i...
Sales Coaching for B2B Teams: A Practical Framework for Better Rep Performance
What Is Sales Coaching for B2B Teams? Sales coaching for B2B teams is a structured process for improving the skills, behaviors, and decision-making th...
Equipping Your Team with Revenue Growth Plays: What Actually Works in Today’s B2B Market
Equipping Your Team with Revenue Growth Plays: What Actually Works in Today’s B2B Market Today’s market is demanding. The sales landscape ...
Dos and Don’ts of LinkedIn for Sales People
Why Networking: It’s essential when succeeding in sales, but it certainly isn’t easy. Perhaps you’ve mastered networking at events and over the ...
The Art and Science of Territory Planning
The sales world is full of buzzwords. Among them are “reactive selling” and “proactive selling.” In helping companies revamp their sales proce...
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...