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...
How to Build a Sales Transformation Strategy: The Framework We Use with Every Client
We’ve never walked into a company that simply needed more sales training. The requests are always different. Revenue has stalled. Forecasts ...
Three Things the Best Distribution Reps Do That Most Playbooks Never Capture
We’ve worked with a lot of distribution companies over the years. And one thing that stands out every time: the gap between a top performer and ...
New CRO? Here’s Your 90-Day Sales Acceleration Plan
Most revenue leaders don’t fail because they lack talent. They fail because they move too fast. Whether this is your first CRO role or you’...
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 ...
Sales Transformation – why it requires more than just you
Transforming your sales organization requires more than new processes or technology. It demands a cultural shift and a long-term commitment. While cha...
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...
6 Barriers to Effective Sales Team Meetings and How to Avoid Them
6 BARRIERS TO EFFECTIVE SALES TEAM MEETINGS AND HOW TO AVOID THEM As we enter the summer months, many sales leaders are fiercely focused on starti...