The sales world is full of buzzwords. Among them are “reactive selling” and “proactive selling.” In helping companies revamp their sales proce...
Accelerated Learning
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...
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...
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...
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...
Digital Playbooks Drive Change
Given the speed at which today’s sales reps must learn and change in order to stay ahead, the timetable for demonstrating measurable results from sa...